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Chapter 28 - Your Natural Market, Part 3

Transitioning to the card payments industry is often a two-edged sword: potentially a financially rewarding endeavor, yet often difficult for the sales professional new to an unfamiliar industry. This program is designed to assist both new and seasoned veterans attain true financial success by employing a simple and effective sales process.


Discovering potential clients requires a process be implemented and an action plan established. Gone are the days of random cold-calling and door knocking when a focused campaign will be much more effective. We discuss our two-prong approach and walk you through the process.


The first market you should target are those who know you and may become your strongest advocates. But how does one go about finding this market, much less developing it? We cover a an effective and easy to implement action plan covering every step in this part of your prospecting campaign from identification to appointment.


The second market to develop relies upon your past work experience and industry familiarities to establish you as a SPECIALIST in the marketing, selling, and support of payment processing services to specific vertical markets. IProcess has the specific industry knowledge on over 200 vertical markets to meet almost any sales professionals needs, and we cover every step in this part of your prospecting campaign from outreach to appointment.

“If people like you they will listen to you, but if they happen to trust you they will do business with you.”
-Zig Ziglar


STEP 3 – Outreach

Once you have your data updated as much as possible, it’s ALMOST time to start your outreaches.

That’s right…ALMOST.

Let’s take a few minutes to discuss WHAT you want to say to these folks, and as a suggestion, refrain from shouting out ‘BUY something from ME!’ or ‘I NEED TO MAKE A SALE TODAY!’

Legitimate though that sentiment may be, it’s best not to overplay ones hand.

The Goal is Engagement

When speaking for the first time with a prospect, you should always be mindful that SOMEWHERE down the road you hope to have the type of relationship that furthers your business interests. It would be nice to have everyone become your customer, but that simply won’t happen. But there are other roles prospects may play that is almost as important. We’ll discuss those shortly.

Getting there is a journey, and many mile markers will be passed from start to finish. The one key and essential thing to understand that you must maintain your prospects interests throughout the process, and that means keeping them engaged.

Engaged means simply being fully occupied or having your full attention

When a prospect is engaged, magical things can happen. Communication becomes more effective,  opportunities open up, and you and your prospect may actually begin to agree on achieving things TOGETHER. On the flip side, when a prospect is disengaged, you will encounter lack of interest, no urgency, and in general apathy that leads to an unraveling of the relationship (In the worst case scenario).

Think about the last terrific movie you saw at the theater. Did it arrest your attention? Did you talk about it later, after leaving the show? Perhaps you purchased the video down the road. No matter, the result typically is that an engaged person has already BOUGHT INTO something. And widening the breach so other things can be bought is your job.

Another way to look at the engagement process is what happens when you go out on a first date. If you can’t capture the attention of your partner, or worse, if you have nothing in common and the conversation is as crisp as year old crackers, you are sunk. Such disengaged interaction rarely results in a subsequent date. If you are on your best behavior, discover similar interests, and show real concern that the other person is having a good time or at least is having their needs met, then you have a fair shot of landing the next date.

So too is prospecting a similar exercise in relationship development. And being engaging is critical.

Seven Steps to creating an Engaged Opportunity

You might have learned this in a public speaking course you took college, if you hadn’t slept through class. To develop an engaged opportunity, one must create sincere interest and foster positive interaction between yourself and the other person:

  1. Have a good positive attitude
  2. Always be aware of the goal you wish to achieve through the contact
  3. Be other focused ...

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