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
YOUR NATURAL MARKET ACTION PLAN
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.
YOUR UNIQUE VERTICAL MARKET ACTION PLAN
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.
like you they will listen to you, but if they happen to trust you they
will do business with you.”
CREATING YOUR VERTICAL CAMPAIGN
STEP 4 – Establishing your Vertical Market Proficiencies
There is no law that says an agent must support just one
market. Indeed, many of the top agents have several markets they
Markets can be identified by many factors – geography for
example. Many agents will choose to work a specific market based upon
proximity to where they live.
Some agents will establish centers of influence and create
‘micro markets’ around a specific organization or networking group. As
an example, many agents join organizations such as Business Networking
International (BNI). Agents who have joined that networking group may
have a specific outreach campaign exclusive to members of the
Matching Outreach Process to Specific Markets
Creating your natural market not only provided you an
opportunity to identify people you know, which typically provides you
an advantage when you are seeking to sell your services. It also
provided you an opportunity to discover first hand HOW to create a
market and begin an effective outreach campaign.
Yes, THIS is the iProcess way to prospect. Organized,
efficient, and productive.
Now that you have been working your natural market, it may be
time to add a few markets to your list of outreach opportunities.
Here are a few examples:
These are markets designed
to provide you referrals for business opportunities as well as
potential business relationships with members of the referral group.
The following is a short-list of opportunities:
- Your local Chamber of Commerce
- Your local Business Networking International Group (BNI)
- Your local Masters of Business Group (MOB)
- Your local Rotary Group
- Your local Young Business Professionals (YBP) Group
- Your local Women in the Marketplace Group
And the list goes on and on.
Use Google. Look up ‘networking groups’ in your area, or simply visit
the local Chamber of Commerce and ask them which networking groups
exist in your area. Make an outreach to them, and attend an event. Most
will provide you the opportunity to attend a meeting where you can meet
members, ask questions, and deter mine if it is the right fit for you.
Bank and Credit Union
These are much more
difficult to establish, but for many agents, represent the ‘Holy Grail’
in business opportunities (iProcess is preparing to release an entire
section focused on establishing bank and credit union relationships.
Email us if you want to be notified when this section is made
Why are they so special?...