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Table of Contents

Lead Story

What's changed, what's stayed the same since 2003?

News

Industry Update

Infographic counters MPC 'swipe fee' claims

New cyber threat targets SMBs

Reservations about EMV security, timeline surface

Vatican looks outside EU for card solution

Features

Debit in 2013: Life after Durbin

Ryan Feeley
First Annapolis Consulting

Are you ready to put your clients first?

Research Rundown

Mobile payments global forecast

ISOMetrics:
The CBO's outlook through 2023

Striking that communication balance

Selling Prepaid

Prepaid in brief

TSYS to don program manager mantle

Synergy between ATMs, prepaid established

Views

Payment alternatives, like microbrews, are good

Brandes Elitch
CrossCheck Inc.

Education

Street SmartsSM:
Are leave behinds integral to the sales process?

Jeff Fortney
Clearent LLC

15 tips to boost merchant level sales

Peggy Bekavac Olson
Strategic Marketing

PCI programs: From spring cleaning to a full remodel

Chris Taylor
SecurityMetrics

Should ISOs have an AML policy?

Adam Atlas
Attorney at Law

Company Profile

ABTEK Financial

New Products

Reshaping the restaurant POS

Bevo
Benseron Information Technologies Inc.

Customer authentication in 30 seconds

Netverify Mobile
Jumio Inc.

Inspiration

Navigating the tradeshow circuit

Departments

Readers Speak

2013 events calendar

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

March 11, 2013  •  Issue 13:03:01

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Striking that communication balance

In all aspects of life, finding balance can be tricky. Relationships are especially challenging. In friendships, for example, there is a need to attend to, or cultivate, the relationship while at the same time retaining a healthy distance. The same dynamic is at play between companies and their customers.

In the payments industry, merchant service providers need to maintain open communication channels with merchants to keep them happy and sell them new services.

But at the same time, providers don't want to smother merchants with emails and sales calls, which can result in attrition and lower sales. Following are five tips to achieve and sustain balance in your merchant relationships:

The important thing is to convey to merchants that their time is valuable; relationships will only be strengthened when you don't waste it.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems