The Green Sheet Online Edition
September 8, 2025 • 25:09:01
Help SMEs lead in the next era of transactions
Over the past five years, the payments landscape has undergone a seismic shift more dramatic, some argue, than the previous five decades combined. It's no longer just about processing transactions. Payments now play a central role in customer experience, digital strategy and operational agility.
If you work as a Payment Service Provider, ISO or merchant level salesperson, you serve as a consultant and strategist, not just a service provider. You're a consultant, a strategist and often the first line of advice for small and midsize enterprises (SMEs) trying to navigate this rapidly evolving environment. To serve your clients effectively, understanding the pain points and opportunities they face is essential.
SMEs at a crossroads
Small and midsize businesses are dealing with heightened consumer expectations and tightening margins. In today's omnichannel world, customers want fast, intuitive and secure checkout experiences whether they're shopping online, in-store or over the phone.
However, our research shows that only 27 percent of SMEs feel confident in their current payment setup, and nearly half haven't upgraded their systems in two years. This means many merchants fall behind just as customer expectations surge.
This is where your role becomes critical. Merchants aren't just buying payment tools; they're looking for trusted guidance.
Mind the gaps: infrastructure, cost, expertise
Here are three recurring challenges SMEs face:
- Legacy infrastructure: SMEs may be running on outdated systems, missing out on real-time payments, mobile integration or advanced fraud protection. Such setups can lead to delayed settlements, lost sales and frustrated customers.
- Cost and risk aversion: For businesses operating on tight budgets, investing in modern platforms can feel risky. Subscription fees, hardware updates and staff training add up. In uncertain economic climates, deferral often seems safer.
- Lack of specialized expertise: SMEs are unlikely to have dedicated fintech experts on their team. Instead, generalists handle a range of roles, from marketing to IT, making it challenging to assess new payment solutions or figure out where to begin.
You can bridge these gaps with targeted advice, realistic implementation plans and context-aware recommendations.
Tools that elevate SME payment strategy
The good news? Payment innovation is more accessible than ever. As their consultant, you can steer clients toward practical, scalable solutions:
- Omnichannel and mobile-friendly setups: Ensure merchants can accept payments wherever customers are - mobile, desktop or wearable devices.
- Real-time payments and account-to-account transfers: These not only improve cash flow but reduce reliance on credit.
- Virtual cards for B2B transactions: Offer better spend control, quicker reconciliation and reduced fraud risk.
- AI and analytics tools: Help SMEs understand their transaction data to improve pricing, inventory and marketing, without needing a full analytics team.
Many platforms now offer plug-and-play solutions specifically designed for SMEs, making implementation far easier than even a few years ago.
Making the case with context
It's not just about showcasing features, but aligning those features with each merchant's business goals and customer expectations.
Driving meaningful conversations begins with the customer's pain points: slow checkouts, limited payment options and abandoned purchases all open the door to tailored solutions.
Bringing data into the mix helps contextualize urgency; for example, digital wallets accounted for over one-third of global consumer spending in 2024, underscoring their mainstream appeal.
Most importantly, position payments not simply as a back-end necessity, but as a strategic lever to boost conversions, improve cash flow and strengthen customer loyalty. Reframed this way, the value of modern payments becomes instantly more relatable and actionable.
Leading through change
Embedded finance, blockchain open banking: these aren't just buzzwords; they represent shifts in how merchants can serve their customers and grow their businesses. For payments consultants, staying ahead of these trends is fundamental.
By engaging SMEs with empathy, clarity and well-informed guidance, payments professionals can unlock long-term relationships and meaningful results. The tools are there, the demand is real, and the opportunity to lead has never been greater.
Change is here. Those who embrace the role of trusted adviser will measure success in both sales and impact. 
Melinda Roylett is Managing Director, Lloyds Merchant Services, which helps SMEs upgrade their payment capabilities and find tailored solutions designed to simplify payments, improve cash flow and enhance customer experience. Contact Melinda via LinkedIn at linkedin.com/in/melinda-roylett-b70baa1.
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