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How You Look at It
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We’ve
heard all about that half-empty/half-full glass. But, as hackneyed as
the saying is, it’s true. Whether a situation is a problem or an
opportunity depends on how you look at it. For
example, have you ever been really concerned about losing a prospect?
Perhaps your company changed the service offerings in some way; maybe
their terminal has been discontinued and the merchant will need to
purchase a slightly more expensive one. Or, the monthly minimum may have
increased. It’s likely you were worried about encountering a conflict or
concerned with losing the account. All this worrying, and you haven’t
even talked to the merchant yet! The
point is, you won’t know if these elements are a concern to your
merchants or customers until you talk to them. It may be that this
merchant always exceeds the monthly minimum, so an increase is not a
problem. Or, the merchant may not be meeting the minimum because they need
more training on the service. This is your chance to educate the consumer
and increase your residual checks, simultaneously. If you need to sell a
new terminal, now’s your chance to ask the merchant if he may be
considering kiosks or sidewalk sales and tell him about your new wireless
offering. So,
before you expect the worst, remember a few things:
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