I'm really excited about this little mini series.
I've been enjoying doing these little mini series.
For one thing it kind of allows me to kind of batch and get a lot of content out to you
guys at the same time, so I can think through it.
Also I think it is important to dive deep into things and understand it.
In this mini series, I'm going to talk to you about how to sell specific business types.
By way of introduction, this particular episode, I really want to talk to you about why you
should target specific business types when you are selling merchant services.
The reason you want to target specific business types, there are several.
The first one is that it allows you to create a custom opening pitch.
When your pitch is customized at the beginning, it really just enables you to get a much better
response during those first five to ten seconds, which any good sales person will tell you,
are the most important measure of time there, right at the beginning of the sale.
Either you are going to grab their attention, or you are not.
If you don't grab their attention, you have no chance of selling them.
When you can customize an opening pitch, it is super important.
That's the number one thing, it allows you to customize the opening pitch.
#2.
It allows you to customize your value proposition.
We are going to talk about in these upcoming videos.
How should your pricing change if you are selling a pizza shop versus a jewelry store.
Those are very, very different things.
I'm going to talk about what challenges each of these business types space in terms
of payment processing and how you can create a value proposition specifically for them.
So it allows you to customize your value proposition.
There will also be things like the technology as well.
There are certain point of sales systems that would work really well with some business
types.
Some business types don't need a point of sales system.
It goes back and forth.
#3.
It allows you to customize your marketing materials.
This to me is really going the extra mile, but it makes total sense.
One of the things I'm really a big believer in and something where I think a lot of people
miss opportunities is that you don't look at your merchant services operation as a business.
You look at it and you treat it like a job.
You think about it like a job.
That can really hurt you because there are big opportunities that you can have.
For instance, when me or my team of sub agents would go out and sell pizza shops, I would
actually get, if I had two or three sub agents on that, I would literally get them new business
cards.
The business card would have a little pizza shop and it would be like pizza shop payment
pros, whatever, and it would talk about pizza shops.
I would get a little trifold brochure about what we can do for pizza shops.
Here is the point of sale system we recommend for pizza shops.
Everything was about pizza shops, so when they went in they would have that information.
You are like, "Oh my, that must be so expensive."
Not really, you go to Staples and it is like $10 to get business cards.
You don't need very many.
You need like 100 business cards because there are only so many pizza shops in your area.
So I would get a few business cards customized.
Then I would get the trifold brochures.
They are a little more expensive, but you don't need that many.
You might need a hundred of those.
It's not going to cost me tons of money.
For a couple hundred dollars, you can create for yourself a 30 to 90 day campaign, where
you are going after a specific business type.
I really want to encourage you throughout this mini series and through this video specifically
think about how you can target specific business types, and how can you invest a couple hundred
dollars to customize your approach and take maybe a day or two to set up the campaign,
so that you can just really go after it and take 30 to 90 days to really just go after
it and get as many of these pizza shops or whatever it is as you can possibly get on
board.
I can tell you that if you spend a couple hundred bucks and then you work really hard
for 30 to 90 days, you are probably going to end up making thousands of dollars off
of that.
That's a really good investment.
So those three things you can really customize, your opening pitch, your value proposition,
and your marketing materials.
Now let's dive in, if you are listening to this or watching this and it's already
a little further in the future.
Hopefully, you can see the next video in the mini series, if you are watching this right
when I put it out.
Tomorrow you are going to see the first one.
I'm going to kind of go through some of the business types that I think we most commonly
sell in the industry, and I'm going to talk about the value proposition and what you need
to understand in order to sell these specific business verticals.
My name is James Shepherd.
Thanks for reading!
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