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Inspiration

Celebrate Christmas in July

by giving before the holidays

hristmas in July is often associated with sales Trust, the evergreen competitive advantage
promotions, summer parties and a chance to
think about cooler days ahead. But it can also These small gestures rarely appear on monthly sales re-
C serve as a reminder that generosity doesn't ports, yet they often produce the strongest returns over
have to wait until December. time. People remember those who make them feel valued,
especially when no obvious business agenda is attached.
For professionals in merchant acquiring, summer is fre-
quently a busy season filled with prospecting, implemen- Christmas is traditionally called the season of giving, but
tations, travel and planning for the year-end rush. It's generosity has no calendar. Encouragement offered in
easy to become so focused on closing the next deal that July carries just as much weight as encouragement offered
we overlook the relationships that made those opportuni- in December. Because it is unexpected, it may mean even
ties possible in the first place. more.
Appreciation, a gift people remember Our industry is built on transactions, but lasting suc-
cess is built on relationships. Technology evolves. Pricing
gift What if Christmas in July became less about decora- changes. Competitors come and go. Trust, however, re-
tions and discounts and more about appreciation? Take mains one of the few competitive advantages that cannot
a few minutes to reconnect with a merchant you haven't be duplicated overnight.
spoken with in a while, not because you want to sell
something, but because you genuinely want to know how As you look toward the second half of the year, consider
business is going. You could: giving away something that costs nothing: your time,
• Reach out to a referral partner to say thank you for your gratitude, your willingness to listen or your belief in
the trust they've placed in you. someone else's potential. Those gifts have a way of return-
ing when you least expect them.
• Recognize a colleague whose behind-the-scenes ef-
forts often go unnoticed.
• Share an introduction that could help two people
succeed, even if there's nothing in it for you.

Kate Gillespie, President and CEO

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