I had a merchant I wanted to set up. The business was called Fantasy Party and they operated out of their apartment. I wasn't exactly sure what the nature of the business was. I called and inquired and they said they entertain people at parties, birthdays, and surprise gatherings.
So, I went to the home and someone answered the door in a Minnie Mouse costume. All the people in the office were wearing outfits such as bunny rabbits, clowns, etc. Everyone was dressed in some weird costume because they go to sites and display their talents, whatever they may be. Some are clowns, belly dancers. Whatever the guest of honor's fantasy is.
I was able to write the business and take pictures of the employees in their working attire too! It's been an amusing type of account and they're still doing ok today. They've opened another office and are accepting all credit cards. They've even moved the business from their apartment to a larger home.
So, I guess they really do make fantasies come true. They increased their sales and I increased by income.
Roger Smith
The following is a story based on an actual experience in the field.
As part of my normal daily prospecting activities, I came across an automobile repair shop called Cope's Auto Works. I introduced myself as a Regional Manager for Netcom Data Corp., and asked him why there were no MC/V logos on his door.
He began a long diatribe about how he would never pay a bank money so he could accept credit cards. He told me his customers never asked him to use the cards, and that he had "no call for them anyway." He gave me many reasons (excuses) as to why he didn't have the service in his shop.
I tried to point out that all his neighbors in the same business accepted credit cards and that perhaps he was losing business as a result. I told him many people when faced with an unexpected repair bill, have no other choice but to use their credit card, and that those customers would go elsewhere for their repairs. He was obstinate and seemed to only get nastier, so I ended the call with an exchange of business cards, and told him if he ever changed his mind I would appreciate a call.
Upon returning home that evening, I checked my messages and Mr. Cope had called, and he was quite anxious to see me. Seems that after I left, one of his customers came in with an overheated car. He checked the engine and it had seized, along with the water pump and various other problems. Total damage was over $1,500. His customer informed him that the ONLY way he could have the work done was if he could take his Visa card! Timing being everything, I rushed over there and was able to get him up and running in four days, thus allowing him to do the work. The profits on this one job more than paid for the cost of getting started and even helped pay for the equipment too! Mr. Cope was very pleased, and is now one of my best referrals!
Ronald Fulton
I had been in the credit card business about two months when I dropped in on a package store in Pensacola, Florida. The owner (Jim), was an elderly gentleman about 75 years of age. He was kind of set in his ways and didn't really pay much attention to my plan to sign him up with my credit card processing company.
Although I was going to save him considerable money and at the same time make his company more efficient with a new credit card system, Jim didn't like change and thought it was too much hassle.
Jim owned most of the package liquor stores in the area and several lounges so I wasn't going to give up on this one.
I came calling again in a few days and Jim pretty much ran me off. I kept asking him for the account but Jim always said, "I don't want to do nothing." Ok, I get the message.
The next Friday I came in to buy bottle of Baccardi rum and once again Jim firmly said, "I don't want to do nothing." I said "I didn't ask you, I only came in for a bottle of rum. I think this was just a reflex from fighting off too many salesmen. He seemed a little more at ease than usual, knowing I wasn't going to pound him about the account.
I continued to drop in every few days just to say hello and pet his dog, never bringing up the topic of credit card systems. Then one Friday on my way home from work, I stopped in to buy a bottle of wine (Jim was pretty friendly by this time) Jim commented about the tie I was wearing. He said "I really like that tie. That's a damn nice tie."
I said, "Do you really like it?"
He said he did and I proceeded to take it off saying, "Hey if you like it, I want you to have it." He refused, but I insisted that I wanted him to have it. Jim looked really surprised by this gesture of mine. He said, "You know, you're a really nice fella, come see me Monday, I'm going to do business with you."
Monday I acquired four liquor stores and two lounges, and of course they all needed new processing equipment. By the way, Jim has been with me for over four years. See what a $15 tie will do for you.
Bryan Black
On one of those slow afternoons early in the week I decided to surf the Net and try to pick up a lead or two. I found myself in a swarm of MLM opportunities and got to thinking. I picked a local company I had heard of before and gave them a ring. After some telephone tag I finally got a hold of their CFO. We decided to meet at his office to see what I could do for them.
The morning of the meeting came, so I put on my best suit and headed for his office. Traffic was a bear and I ended up being ten minutes late, (Strike one went through my mind). The CFO was very courteous and willing to listen to what I had to say, however by his fidgeting around, I knew he was pressed for time.
I got right down to business and asked what kind of volume in checks they were doing in a year. The answer had me stunned for a second. I was not sure he had actually said forty million.
They were using a check guarantee service that had a pretty good hold on them with a great rate that I was not able to compete with. I thought for sure I had wasted the morning with this guy who was thinking the same thing of me. An idea sprang into my head and after shooting at him my initial thought, he said to work on it and get back in touch with him. I got some necessary information from his secretary and left to put my idea on paper.
The following week I went back to the CFO's office and filled him in with my program. Instead of competing for the check guarantee program I wanted to set them up with a verification program that was much cheaper than the guarantee program and also run collections on the bounced checks. I guaranteed seventy percent return on all of the checks that bounced.
I was doing all this at one fourth of the cost of their guarantee program.
So now, I am receiving commissions on the verifications, a small fee from the check writers, and I bill the ULM for the service.
The moral of the story is to take advantage of slow times and use your imagination. There are so many ways to make money that none of us have thought of before.
Michael Snell
The Green Sheet pays $100 for Tales of Sales Experience which we publish. Send your sales success stories to us at greensheet@greensheet.com or PO Box 6008, Petaluma, CA 94955-6008.
