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Chapter 30 - Building Your Vertical Market

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 4 – Establishing your Vertical Market Proficiencies

Option 2 – Agents looking for a ‘Virtual Apprentice’ solution

Agents lacking practical work experience within a vertical market may find iProcess to be a terrific resource in helping you acquire the knowledge and experience necessary to overcome this potential obstacle.

The reality is most agents have a robust work history, often diverse, and in many cases already possess valuable work experience, which can directly, or even indirectly, assist in developing ones vertical market proficiencies.

Plus, iProcess provides you a terrific resource to help identify those skills and experiences you may be overlooking. We can help you identify vertical market aptitude we can help.

Confused? Let me clarify…V-MARCS. It’s a TOOL!

Credit Card Processing Sales ProfessionalThe iProcess Vertical Market Coefficient Score - VMARC score.

Imagine you are new to payment processing. You have created your natural market database but long to turbo-charge your sales efforts. You like the idea of vertical market specialization, but haven’t a clue as to which vertical markets you should explore.

Take a few minutes and fill out our VMARCS. It’s a one-page questionnaire designed to collect specific and unique data regarding YOUR work history experiences. We analyze the data and provide you a listing of vertical markets to explore and sell, in essence offering guidance as to which businesses may be a good fit for you based on your personal work experience.

Combined with our vertical market database and appetite guide, iProcess will act as a virtual mentor as you play the role of the virtual apprentice. We share important industry insights which, combined with an effective outreach program, could open a significant number of doors for you to make qualified sales presentations.

And in keeping with our corporate objectives, there is no additional cost when filling out our VMARCS forms. Even if you have had fifteen jobs over the past ten years, the assessment service is still the same – no charge!

Managing your vertical market campaigns 

If you have created your natural market, then ...

iPros have access to all of the Pathfinder modules.  Join today!

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