First Step to Increase Sales
Put yourself in the shoes of a merchant. There are problems on your mind, customers and associates angry at you, and bills you can't pay. You're stressed out from the pressures of being in business.
Now you're giving up valuable work time and listening to a Merchant Services Salesperson who told you he was there to save you money. However, he is asking you to choose. You can get a VeriFone 330, 250, and a PIN pad for $50 a month . . . or a Hypercom T7P & S8 for $52 . . . or consider a NURIT 2050 and PIN Pad for $49 a month. . .48 month lease with a market value buyout. Then you put cash prices out for more alternatives.
The merchant hesitates, or seems confused, so the salesperson fears a lost sale and adds, "Perhaps you can start with a combination terminal and printer VeriFone 460, and add a PIN Pad and debit later for $45 a month, or just a VeriFone 330 and printer for $47 a month, because you really need to buy our CrossCheck for $295, Amex for $50, and our application fee of $95 needs to be added. Also, we have some software you can add to your computer and do credit processing for $300, plus our application fee and CrossCheck fee."
Now you ask the merchant to make a choice. What is the merchant going to say? We've all heard it... "I'll think about it."
The first step to increase sales is to analyze all factors (product, method of sale, present costs, ability to pay) and determine what is the best package, with no choices, that will fit the merchant's needs.
This takes time. Before you attempt to close, ask yourself; "What is the result I am trying to get for this merchant?" Do your homework and write down your pre-closing objective. CrossCheck increases your income, so make it part of your package, not a choice. One package, one price, tailored for the merchant . . . after you first analyzed what is best and affordable for the merchant . . . not you.
Matt Jordan, President
Affordable Merchant Services
