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Table of Contents

Lead Story

Fintechs: friends or foes?

Patti Murphy

News

Industry Update

News Briefs

Selling Prepaid

ETA sets forth recommendations on prepaid rule

Mixed forecast for open-loop prepaid cards

Views

Why every MLS needs to know how to cross-sell

Barry Davis
Womply

Don't leave alternative payments on the table

Dale S. Laszig
DSL Direct LLC

A solid niche for cash advance products

Steven Feldshuh
Merchants' Choice Payment Solutions East

Education

Street SmartsSM:
Never sell a merchant account again

Aaron Nasseh
Finical Inc.

Portfolio rationalization

Adam T. Hark
Preston Todd Advisors

The real reason so many newbies fail

Jeff Fortney
Clearent LLC

Company Profile

Apogee Payment Systems LLC

New Products

Automated, out-of-the-box cash discount program

XeroPoint. Cash Discount Program
Processing Solutions Inc.

Inspiration

Persuasion in practice

Departments

Letter from the editors

Readers Speak

Tapping into your super-user base

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

August 28, 2017  •  Issue 17:08:02

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Boost Your Biz
Tapping into your super-user base

Empowered by the Internet, high-spending, high-frequency "super shoppers" have emerged. Representing only 13 percent of the general population, this group accounts for 87 percent of all spending on physical goods purchased online each month, according a global analysis by Worldpay. Robbie Kellman Baxter, author of The Membership Economy, went so far as to call this group of "superusers" – as she defines this segment – a powerful secret weapon.

As an ISO or merchant level salesperson, tapping into core supporters can become more of a business asset, but you must first identify them. "Your superusers are those customers who show up a lot, send you support requests, submit the most comments in your brand's community, speak at your events, serve as references and send tons of members your way," said Baxter about creating a customer-centric strategy for recruiting loyal followers in the membership economy.

Once you've identified this segment, it takes significant pressure off your sales and marketing teams, Baxter noted. Below are several tips to help you nurture your own superuser group and cultivate more just like them:

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 Contact names or information may be out of date.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

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