Empower Your Business with an Easy-to-Use Customer Prospecting Process in Mexico

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all right my name is James Shepherd I'd like to thank everybody for joining us today I am very excited about this event um this event came about as a result of um a discussion I had with one of our group members and the discussion was that a lot of times when you're selling merchant services when you're selling Payment Processing um it can be a bit of a lonely profession and you can a lot of times feel like um you are a lone wolf and you're the only one that's doing what you're doing and uh it turns out that there's actually hundreds of other people doing what you're doing and a lot of times especially when you're new you just don't really know where to turn to get advice or help and so what I wanted to do was I wanted to create a panel and I wanted to create a panel discussion where we would get the um experienced people uh to come on and explain to everybody else what they do so um what I'm going to do in just a second here and let's go ahead and get our panelists to just go and turn your uh cameras on and your microphones on all right so we're gonna just dive in because I have a lot of stuff that I know we're going to want to talk about and I really wanted to leave a lot of time for Q a at the end of this um and so I think we're gonna do Adam we're just going to kind of start out with you and so we're gonna I have two questions for each of our panelists we're just gonna go through and ask each of them these two questions um and the first question is how do you Prospect So Adam walk us through you know who are you out there prospecting you know how are you prospecting how are you getting new contacts what's your prospecting methodology and maybe even what hasn't been and how has it kind of evolved if you could share that with us for sure so um I started out in the industry uh 2014 I sold for Heartland for a little bit over five years and you know I did the knocking doors BNI Chambers of Commerce cold calling stuff like that and um about last three and a half years I've been primarily focused on social media I leveraged organic social media very well to generate leads and it's um that in my experience has been the highest return on investment with my time because that's really all we're doing when we Prospect right we want people to know who we are do business with us and process their payments right and um when you there's multiple ways to do it and I can expand out more later if you want I don't want to go too far into details but social media is powerful it's free it's easy to leverage and there's a science to it so let's give us some high level maybe for our listeners you can give an example right so like what's a real common way because I think we're social media which I as you know I love that but you know I think a lot of our listeners struggle with like I get up at 9am and do what like right talk about that there's two ways to do it two main ways right the first one is to be active in Facebook groups that have a bunch of business owners or really any of your prospects because if you think about it that's a Target Rich environment and a lot of people turn to social media so they can figure out a problem to a solution to a problem so there's plenty of business groups out there where people ask about payment processing and it's so simple that you could join the group go in there and search and look like literally search Payment Processing or stripe replacement or whatever go to those posts some of them might be six months older a year old and you can comment with and say hey did you ever find a solution for this or maybe best of them right that's a way like you see somebody that had a problem at one point in time maybe it's current maybe they just posted that's a lead right that's an opportunity for you to go sell something whatever it might be or solve their problem that's one way that's a quick way to get results and the best and the most consistent way to create results is to post from your Facebook page your personal page every single day and for a long period of time and keep your content 80 percent regular you know regular social media and 20 business related right because if you're sitting on your page and posting about like oh I do Payment Processing I sell point of sale I do this people are going to get bored of that like that nobody goes on Facebook to look for a new credit card processor they go on because they want to be entertained they're sitting at Chipotle and they gotta wait six minutes in line because there's people ahead of them so what do they do they pull out their phone and go to Facebook the 80 of the content that you post about like regular life and your pictures of your family you know whatever Deep Thoughts all that stuff people relate to that and they will get value from those posts and they're gonna think of you uh when it's time for them to get a merchant account or when somebody asks them who do they recommend or they open a business whatever because they've seen your name every day on social media or at least almost every day and in that in that way obviously with Facebook I I think I've cracked here and saying that unless you're friends with someone they're not going to normally see these posts so do you have some kind of a strategy where like are you trying to look for people to send friend requests to that would be more interested in this or like is there any strategy to that at all so that's one way to do it but you actually don't have to be friends with somebody just for them to see your posts if your posts have enough engagement the algorithm will show posts to people that are local they're interested in what you have to say or they engaged on a previous post that was similar um and if you if you're active in these business Facebook groups and you add value to the group maybe you don't want to come off and be super salesy and say like oh I have something for sale like that usually doesn't work in general right translate that to the real world a lot of times when you Prospect a merchant face to face you need to like build a relationship and create Rapport before that person actually agrees to give you some of their time the same thing happens on online versus offline right so um if you add value to a group whether it's um I don't know five tips on how to reduce chargebacks or you know cat is Cash discount right for you like whatever it could be anything or it could just be simply commenting with people and giving them value and knowledge for free people will see you as a resource and they'll ask you questions and nine times out of ten if you get on the phone with them or help them solve a problem it's going to result in a sale at some point in time I love it that's really interesting it's you know the one one thing Adam that I really I was thinking about and I I still never made a training about this I wanted to but one of the things I did when I was selling is I actually because back then there wasn't that many Facebook groups just you know like that was like seven years ago that I was like personally selling a lot full-time and what I did is I actually created the Facebook group so I had like the first one for my community you know is the Blair County Facebook or Blair County business owners whatever and so I started the group and then as a result of that I spent like I think at least for 60 days I didn't even say anything about like what I do I was just like moderating the group like I do with our Facebook group now I've kind of like you can't put promotions you can't you know what I mean that kind of thing and keeping it really a good group um and then you know I started reaching out to people and just saying hey I know we're in the same Facebook group we should connect in person you know and that's how I got my appointments and I would I would go in so have you is there anything anything other so you talked about Facebook um is there anything else that you're doing uh prospecting wise with social media or anything else along those lines that you're doing or is it mostly the the two strategies you just mentioned those are like the main two that I do now um and I'll say this like when people see you on the screen and they see you frequently or consistently and you have the same message right like I like to post inspiring stuff like because in the early in the morning because who do I want to attract business owners right business owners we deal with a lot of crap and that sometimes we need to read something that's inspirational right or something that they can relate to so you build that value and that connection it takes time to have success with like the daily posting but like I have not missed a day since January of 2019. every single day I have made a post from my personal page whether it was you know a long Forum post that people don't really read you know like let's be real or it was a picture of a clover system or a picture of my kid whatever the the work compounds because the people resonate with you I would bet you that every day now between I would average it's probably between two and three people that hit me up and they say like today I got a message hey man I'm buying a business and I need a merchant account here's my calendar link can you help me like that's what the end product is but it takes a long time and a lot of this discipline and consistency to actually make it happen it's not the only way to generate leads it's how I like to do it as a millennial um and it works so I love it I love it really really really good so all right let's let's move over to Tam um so um let's start out by how do you Prospect so what's your methodology what are the core ways that you're out prospecting today sure James so I started my background real quick in band and uh for a couple years 2013 to 15 and eventually went on our own and initially the first thing I did when I started for those of you that are near go you know I went through my memory first right and just made a list of all the businesses that I know that I went through all my contacts on my phone and just made a list of everybody that either owned a business or new individuals who owned businesses or a center of influence or a co-i we call it and then we also I also went through my social media Facebook friends I just made a master list that's how I first started just people that I already know or people that I know that no business owners um so and I went through those and then after that uh what we did was uh I also social media wise I love to reach out directly on Instagram to businesses uh just message them and have a chat start a chat that doesn't work just to clarify that you're saying you go on Instagram and what you find like a company page and you message them or like how do you find the person to yeah exactly I'll find the the their company page and just message them directly just quickly the introduction have a chat let's see you know sometimes that opens up and uh you know again it's not nine out of ten they're gonna sit down with you but it does work uh if you do that enough uh and then the the main thing that I do is we currently uh are using a sales Genie uh it's just a CRM where you can pull up leads uh I like it because a lot of times it has the owner name or or the or the manager name what have you unless you walk up with a name and what we do is uh create a list so I create a list of let's just say 30 businesses in a certain area right and then we use this app called circuit router there's many Circuit Route Planner is what we use it's essentially so circuit Route Planner so you have 30 locations to go through obviously you don't go back out for zigzag so it'll give you kind of what's the best mannerism in approaching your route uh essentially and uh we do that and then uh of course then we you have to have a CRM to plug it in so it's quite Thrive there's many great crms I don't advertise for crms but whatever you like to use the key is just to have something to once you have that interaction put the data in right away uh and set up a time to follow up so constantly while the expression your head right there in the car boom boom something an app on your phone where you can use so it's efficient and you don't forget um and then we have a drip campaign after that where we drip drip drip drip drip totally close and then eventually if they say no leave us alone with filter Now we move on to the next one so uh we use the combination of these mannerisms to gain business see why there are great centers of influence I love relations with CPAs attorneys that work with businesses uh we try to build as many relations as possible go to networking events of course but um let's zero in on two things you said you know obviously the Instagram uh messages I think that overlaps a little bit like kind of what Adam was talking about yeah let's talk about when you're walking into a business let's start with that one so when you first walk into a business what do you say well how do you start these conversations what what tip would you give along those lines so obviously not obviously when I walk in I don't want to start off by saying who do you use for your POS right um should they get 10 of those that they have on the phone half walk in so uh when I walk in I try to kind of take a take a second and just take in the environment look at the menu items kind of fill out the staff see what's going on just a minute and then find something where it's a talking point for me something I like on the menu or the design of the restaurant anything just anything to connect with anyone and then um depending on who's there I'll I'll say hey my name is Tam and you know honestly uh if it's something simple where it's a coffee place or a restaurant I'll order a drink first you know spend a couple bucks no big deal right just to and then when you're up front you can check out the POS right what they're using so uh I kind of do that and then I kind of step back and then I re-engage and I say look uh you know I love your place I noticed you have uh you know shrimp burrito one of my favorite uh and uh I just want to kind of uh you know ask you I noticed using the Clover uh with your point of sale are you the decision maker are you the manager and then they'll tell me you know no the manager is Juan or whatever um and then I'll look up two and I have a quick conversation he said one I know this is your lunch time I don't think a lot of your time you're busy but I don't know if you're using Clover um I work with Clover by the way and I work with multiple POS systems uh love story short I know you're busy right now but what's it that time I can come back and sit down and have five minutes of your time just have a conversation and you know and and you know see what you're happy with what you're gonna happen with and and whether we can help you or not and um if they're busy that's what I do just to get a commitment to come back and I'll just just get an appointment boom real quick but if they have time obviously right there I'll try to engage right there and just go deeper but I'm also aware of what's going on so if they're busy and there are 50 things going on I'm not going to try to push the sale so you cannot feel a little bit aware of the environment deal you know I think one of the one of the tips you just said that I love so much is and maybe you could restate this or tell me if I'm wrong but but for me when I'm going out in the field like I went out a couple of months ago to sell dual pricing and when I was out there you know it really reminded me that like one of my primary goals in mrm prospecting is I don't want them to think that I came there to sell them something I always have to have another excuse like that's what I you know what I mean so it's always like hey I was actually going to visit somebody else I have you know I don't think I've ever been in here before how long have you been here and so you know so whether it's I'm there either as a customer like you're talking about like hey I need to buy a drink whatever and then you know that so it's like I'm here as a customer and I happen to notice right that you know that we can do business together or or for me it's I just want to stop in to network I want to stop in to say hello I'm not here to sell anything I just I was talking to my client down the road or I'm just driving by you know that so I think having that good excuse you know once you plant it in the decision maker or even the gatekeeper's mind that you're there as a customer or as a local person it's not like there to sell them it's a lot easier the walls are a little bit down right yeah yeah a little bit okay so we're gonna keep it moving because I want again I want to have time for Q a and I might have some follow-up so um Jimmy let's go to you so Jimmy tell us um let's tell us how long you've been in the business for one thing and then tell us how do you Prospect right now what's your prospecting method that's working and for you to get contacts great thank you guys and I think both Adam and Mr Tam both of you guys have great ideas that I've used as well so without touching on those I've been in the industry now eight years almost nine years um it started in 2000 towards the end of 2012 beginning in 2013 and um I think for me one of the things that I do now is I like to find Common Ground a lot of times people within the first second third tribe they get discouraged and they kind of want to walk away but one of the things that I think stats have shown us is usually is by the 12 meeting that these people have senior phase heard your spill and they're actually listening so I have to remind myself that if I go with the expectations that I'm going to close that deal then it's probably going to happen but I definitely want to a find common ground and I think some of the Gentlemans mentioned that whether it's hearing a good message that morning um once they know what I do I need to know what they do what's their date and if you're okay I'll share a story I would pass my specific client every month and it was it was a big a big client that I wanted to that I wanted to close and I would sit there would talk to them and this happened for like six months straight I wasn't going out of my way I would just park go up and it got to the point where I knew he was married I knew how many kids he has hey so how was your daughter hey is she dating the same guy it was those conversation and the funny part is six months into this as I'm getting up to leave I'm no longer even selling this is how crazy it was we began to have a relationship he tells me hey Jimmy we're ready to close with you guys and instead of being excited I said why that was my response I was caught on guard right thank God he moved forward but I think one of the things is we need to find common ground and the way I Prospect these kinds is I want them to know that I'm gonna be here if I'm going to be here at the beginning when you say no imagine when you say yes so I think finding common ground and something that's helped me um I think is sticking to a certain industry because once stay within a certain industry whether if it's restaurants whether it's b2p whether it's car dealerships whatever that may be Health Care Dental not saying you can't step out of that but when you've actually um understood that industry when you meet individuals that work for example Health Care you'll know the language to speak that's going to trigger something for them to actually say huh this is more than a sales guy he understands process in our pipeline so really getting to know them and I try to never go into an account without first making a phone call and finding out who the boss is I don't have to tell them doing credit card processing or merchant service hey my name is so and so I just and they don't even care what your name is most of the time who is your manager was your manager in today yes he is what was his name again just write those things down and make a list for those things as as Tam had mentioned so when I go in there I can now say hey is Mr James here and they're assuming we've met right and kind of having that that Common Ground hopefully that kind of answers your question yeah so let's dig into I like the phone thing well a couple things I love about that but let's start with the phone so um nobody's talked about that yet so you use the phone initially so you're saying before you even go to a business you have you find how do you find the list of people that you're going to go to Google now you have a data provider what do you do when I first started we have a lot of the resources that we have now with Instagram with social media you have that but I'll I'll have a perfect example a few weeks ago I wanted to get a comptroller from a specific dealership so all I did is I Googled that Google who the Comptroller was and I found two different names and I need okay so what I did is I found both those individuals and Linkedin one of them used to work for the dealership I was looking for and the other one was now currently there so I immediately knew huh I got two emails one email's gonna bounce back because that domain she's moved on but now I want to find out let's hit both of these up so I was able to actually reach out I walked into the dealership and there was a receptionist and first thing I always ask is ask people's name that is so important as soon as I walk in hey how you doing my name is Jimmy what's your name um Katie hey Katie thank you so much hey is so and so here um I want to speak to her oh she's actually not here today well I'll tell you what just let her know I came by I'll come by next week I leave my card but now when I send that email I want to make that phone call hey come shoulder I spoke to Katie last week by the way give them props she was really sweet now it's like wait Jimmy knows and and so forth so without getting too deeper that's kind of how I like to do things I really really like that that's actually that's actually really good one of the things I would say that I don't know if you found this Jimmy I wonder if it's kind of partly maybe the vertical you're going after but and maybe Adam and Tam I don't know if you've seen this but to me it seems like the amount of follow-up in the number of visits has a lot to do with the size of the business at least for me right I don't know for me it seems like when I'm going after the really big fish um I seem like you I remember one of my biggest sales I ever made was this huge um ski resort and like golf course you know like basically they own this like Mountain here in Pennsylvania and they have like all this stuff you know they do and six months you know like you're like every month I literally would drive up there it's like 30 minutes to get you know drive up there and I knew everybody there and I'm like hey how's everything going just checking in because I knew they were under contract and I couldn't get them out of it as liquidated damages but just talking to them talking and talking to them and eventually you know so My Philosophy going into these like smaller towns would be eventually I'm going to sell everybody and Jimmy one thing you said I thought was interesting is it sounds like you know you got to understand some people are going to be having a bad day like right like I don't know do you experience where like you don't want to take it personally when you go in and it's like you can still follow up even if they said like I'm not interested well that doesn't mean a month from now maybe they're maybe they aren't ticked off at their employee or didn't just have to fire somebody they might be in a better mood do you find that like you keep going back to people even after they don't buy yeah and I'll say something that maybe you guys may or may disagree with so what happened was was this specific individual she ends up telling me hey no we we integrate with our system you guys can't integrate it's kind of like sole proprietor I get it but the fact that she picked up the phone and called me I found that as a value so what I did is we ended up sending cookies to the team on a Friday and say hope you guys have a great end of your weekend and there was a special Gourmet cookies and then I told her hey I'll be checking out with you every month in case you have any questions because remember when a client says no to you it doesn't matter the next thing you're doing is just keep that relationship because if they say no and you walk away you were just there for business and yeah we got bills to pay but I believe that the people who have said no to me within a year they eventually say yes because I I generally want to build relationships with these individuals so maybe it was the end of the month for some of these people and you know it's the end of the month let me send something just just say don't sell them nothing just say I hope the end of the month or the beginning of the month ends up pretty good here's some some cookies I hope you have whatever it may be you know I hope you and your team because I don't want to send it directly and come off kind of ways for the team yeah here it goes for everybody else so um yeah that's one of the things I would inconsistency I think Adam mentioned that consistency is key with just about any aspect of Our Lives yeah I love it okay so we're going to move on quickly here too am I pronouncing this right is it Duran am I saying that right you got it yeah you got it awesome so so Duran um tell us first how do you Prospect how do you go out and find new contacts I'm sure there'll be some overlap with what's already been said but give us some context of how you find um new contacts definitely so I think actually I think I do things a little bit differently than everybody but yeah I'm a little bit more old school actually so and I'm gonna go from the beginning right so when I first start out what I would do I would do drive-bys actually I would go to like industrial areas and I what I would do is I would write down the business names whatever I could get and I would Yelp them right and then from there um you can you can get a lot of information you can get the owner's name or you know whatever the case may be and then I would call them and I'm I'm not as much of a walk into the business I'm more of a phone guy um and the reason the reason I say that is because you know you could hit three or four or five businesses in a couple hours or you could hit you know 20 30 40 calls in a couple hours so that that's why I looked at it as a number game and you know as long as you're putting in the work and uh and you're really working uh you're gonna you're gonna get results so so that was my kind of start and then then what I started to do was really word of mouth I think I think my favorite thing now is kind of getting referrals from my deals so what I do is I called my deals and I get referrals and and you know I was actually speaking with Tam earlier today I think those are the warmest the entertainment I worked together actually at Wells Fargo um those are the warmest deals you can get because if you're going to get a referral from somebody that's already processing with you in my opinion that's a really hot deal so when you get to the level where you have 20 30 40 deals and you can get deals from your deals I think that's the easiest way to go about you know growing your business so I've got two follow-up questions and by the way I in full disclosure I actually did not plan the panel quite as well as it might seem here um but it's amazing that like literally each of you do something significantly different so I think that's fantastic because we're gonna be able to answer a lot of questions and if you have a question already go ahead and start typing those out in the question box we're gonna get to those in a minute I'm going to try to moderate and throw them to the right person here so um Duron when you think about um the initial call you know you you did the drive-by you've got the name of the business you look it up and figure out you know then what do you say when you when you first talk to them what are your tips of just how do you get that initial contact so I think it's always situational uh and it depends on the business uh but I was targeting wholesalers so what I would say payments right so exactly because you know the way I looked at it is you know you're going to put in the same amount of work why not work on the ones that will make you more money that was my my right so that was my thought process in the beginning so what I would do is I I would call them and say hey uh you know I do business let's say it was a cabinet company right I would say hey I do business with this cabinet company so I just like Jimmy was saying you hit it on the nose I I do you you build rapport and you you find common ground right so I do business with this the company and uh you know I'd love to you know I'd love to show you what I do and they're happy and they're saving a lot of money so I'd love to you know love to introduce myself and show you what I do so that that's how that would go I would try to find some common ground just like Jimmy said this is that's I think that's the best takeaway um that you could ever you know anything if you take away anything here I think it's the Common Ground thing yeah so I and I like that and I think one thing that's interesting too and correct me if I'm wrong here Durham but in my experience when you're going after B2B the approach can be a little bit more direct meaning you know there's not quite as much competition there of like they've talked to seven other payment people today and so you can actually say something more direct like um I I offer Payment Processing services but we optimize for B2B or whatever if you felt like do you it sounds like you're talking about that pretty quickly in the conversation versus maybe somebody going direct to like restaurant retail they might start off a little bit differently to kind of warm them up a little bit because they know when they bring up payment processing it's like well you're the 10th person like Duron what are your thoughts on that I think that's that's 100 accurate because these guys aren't getting an approach every two seconds these guys are hidden these guys are in industrial places people don't even walk in and if they do it's like UPS just to get a you know the sales people don't walk in which is which is great because yeah and they do the most right so that that's that was my thought process coming into this industry I was like you know let me spend time on some something people don't do too often and let me be that you know that odd Stitch right so I I think you hit on the nose as well and that's that's exactly what I did one last question real quick and then I want to get into the to the Q a um so again if you have questions uh right now type them out I have a bunch of questions so if I don't have a lot over here I'll I'll ask a bunch but um Duran uh talk to us about the referral since you're the one that brought that up um other than providing fantastic service and experience to your Merchants is there anything you're doing to proactively generate more referrals are you asking for them and how are you doing that like give us a little context of how to get more referrals so what I do is I call my current clients right you know we've all we've got our sub agents but you know I really wanna you know aim at the the newbies you know the people who are just new to this industry so that being said um I I what I do is I call my client and I and I just say hey do you you know I don't I don't we all have our own relationships with our clients but do you have anyone that you know they're business owners so they do do you have anyone that you can refer me to and then you know if we get that referral I asked for a couple actually asked for at least three um and if they do that's the hottest lead because then you call this guy and you say hey X Y and Z sent me you know your information and boom the the you know the walls are down everything's open the referrals already it's already hot and ready to go so it's not really about what you say as long as you're taking care of them and you've built the trust a lot of people don't understand our world these guys are busy you know selling hamburgers or you know doing whatever they do day to day so they don't know exactly how they're they're charged what I've learned is 99 of these businesses they don't know what they're paying they know what the the overall just but they don't know how right so as long as they trust you and you know you're taking care of them you could price them high and you could price them on on the trust really um so if they trust you whether you know actually my my highest charged clients are the ones that like me the most uh surprisingly enough so you know they they uh they refer me the most too cool love it okay Adam we're going back to you with the first question all right so first question is talk about the timeline a little bit of okay you're and this is coming from Stephen so you're on Facebook you're posting like every single day religiously when did you start to get like at least you know you got a lead or you started to see a little momentum was it like a year it was like a month you know but give us some ideas um it was probably I mean I don't remember the first one but I remember when I was like dude this is working like yeah like probably a couple in a week or something um let's say six months because what happens is you're gonna piss in front of my French a lot of people off that don't want to see your content but that's okay because the Facebook algorithm will filter it away from them and it's going to show it to people that want to be inspired in the morning they do care about uh of the relationship aspect of of something someone with someone's selling to you and like they just know that you're the person for that you're their trusted expert in their Network for that service love it and I I think that that Rings true to me as well I mean I remember when I first started doing what I'm doing um 13 years ago when I started the YouTube channel every day for three years well five days a week for three years I did a video and a blog post now mine was to Merchant sales people and you know for I would say about six months it would be like oh every once in a while somebody would like reach out I'm like oh my word that's crazy somebody watched my video you know um and then it was like somewhere around that six month Market starts to you know go so I love that um Jimmy you mentioned LinkedIn a little bit as kind of just a more like a data source you know you went there to find something out I'm just curious do you use and this is coming from I think Stephen as well here but um are you using like the LinkedIn sales Navigator do you do any other kind of Link do you actually reach out on LinkedIn or do you just use it as a data source to then do a phone call email or visit you're muted right now Jimmy let's go sorry about that I do it to find out there's so I don't I don't do anything additional on LinkedIn I don't reach out there LinkedIn I have um the results haven't been as much as positive as I wished it would have been but I haven't been as consistent either but I will say that what I tried to do on LinkedIn is find out their current situation so that way when I walk into a location I'm not walking in asking for Mr James Shepherd when James Shepard was there three years ago and usually in LinkedIn everybody's keeping up to date because either they've if you change your position you're looking for a new job or whatever the case may be so that's that's kind of what I've done on on LinkedIn or just social media but LinkedIn primarily are any of the four of you using the LinkedIn sales Navigator like the extra paid thing where you get more data how are you using a damn mini any maybe you could just give like the 30 second Spiel to our audience of like what how do you use that as a merchant sales professional uh similar to Jimmy just to uh reach out to the owners and it gives you when it comes to searching it's easier to search and it gives you more access to searching when you when you pay for it so I have I have access and I can be more specific in my searches to get the data that I want for specific businesses what have you um and if you're looking for obviously uh this is off topic real quick but if you're looking for agents it also works well because you can type in will come up yet cool yeah I know I like that um I mean personally for our company and again like our sales people are selling isos on stuff right so it's very different but um sales Navigator like I just think it's the best thing ever it's so cool um you know like one of the one of the my favorite things about it is that even somebody who you're not connected to you can actually get a cell phone number on them like a lot of times so I have our sales people they'll literally text somebody and you know and and like hey you know I got your number from you know I got your number because I'm connected to so and so like whatever you know whatever we can say to and it's like man right away you get that response back instantly on the text message so I think that's that's pretty cool um but yeah if you're not doing that just go to linkedin.com sales I think it is and you can learn about LinkedIn sales Tower I think it's 80 bucks a month for an individual license um um okay uh here's a question um Duron let me take this to you so when you're cold calling have you tried Outsourcing it at all to have other people do this initial call have you done that what is your you know how has that gone for you what are your thoughts on that so I'm I'm really I I kind of self-run so I do it all myself to be honest I don't I don't really have telemarketers or anything like that so I really do it from a to z i you know I think the best sale is the one that you're fully in control of uh even with my sub agents I try to take control and I try to do it myself but um as far sorry can you repeat the second question you're asking about Outsourcing yeah that was really it I was just curious if you had tried Outsourcing it and what the result would be I wonder have any of the other three of you done this have you done outside telemarketers and any thoughts on on that I I thought about it um personally I think um like the gentleman mentioned I like to really be on on top of that the what I have done and I didn't mention is I have partnered up with an individuals like like the rest of the team here because I I'm a strong believer that if you want to get things done fast you could do it yourself but if you really want to break records to build a team I'm not talking about from an ISO perspective or anything I'm just speaking like for me I'd rather team up with someone like Tam or Adam or my other gentleman where I could say hey guys this is the field you're good at this is what I'm good at if we came together we could actually do something so I could now for example let's just say Adam let's just say I'm I'm in the restaurant primarily which I'm not but let's just say I was and Adam's like hey Jimmy let's partner up and now when he sends an email out he could say Jimmy's referrals he uses my referral names right he could put those in so when people can't reach out to my referrals hey they may not know Adam but they know Jimmy and together we could go and and I think together as a team there's enough money to be made out there it's a healthy competition but I think that to me has been better than just Outsourcing somebody who's going to get paid hourly and and may not have the same passion and I think we'll see so much more of that over than over the coming years because as we get more into verticalization right and more and more people are like hey this is my Niche like this is what I'm I sell this I sell these three different softwares to these two different kinds of businesses like that's my thing then I think we're gonna start to see more of a collaborative environment because then all of a sudden we're not a threat to each other as much because we've got this kind of specific vertical Focus I think that'll be really interesting um let's see here let me find oh okay here's one good night we didn't talk about this um pricing so let me just really quickly start with Adam but um are you selling cash discounting dual pricing interchange Plus what primarily what are what's your pitch yes all the above um I think that a well-balanced portfolio has a little bit of all that right most people are switching to cash discount or dual pricing now because that's just the the pulse right now in small business owners I think long term we should still sell traditional accounts the merchant doesn't want to pass the fee off or or eliminate their costs um because the long game is based on volume right not margin because what happened we don't know what could potentially happen with regulations and all these things that are probably have some of us a little nervous but what wins is kind of what you talked about with your podcast right it took you six months for you on any traction right just like posting on Facebook consistency so if you keep selling accounts taking care of the ones you have building your portfolio Leo yes cash discount is usually awesome dual pricing is usually awesome traditional mids are great too I mean it's relationships and maybe at some point they're eventually going to switch to uh cash discount or dual pricing so treat them as though they are already a cash discount slash dual pricing bit I love it Tam what are you selling yeah so uh we're we're kind of balanced between B2B and Retail to be honest when the pandemic hit uh you know a lot of a lot of restaurants and bars closed down and uh I kind of put it into this video optimization all that fun stuff and then as it started to come back I started to see this push towards restaurants on POS and and I got back into the POS game as well so we have a pretty healthy Palace actually between B2B and restaurants and uh to be frank with you when it comes to cash discount and dual pricing it's hard enough to sell it because if you don't somebody's gonna come replace your account there's a lot of pressure to sell it but it's it's I'm being very Frank um so you kind of I mean and again I understand if people don't want to but at the same time it's kind of if that's what everybody's gonna sell they're going to come hit your Merchant up and you got a chance to do it they're going to replace your Merchant and there you go so we we do we do a healthy dose of both and uh you know and uh like just like the runoff I love industrial too so I'll go into those areas and uh and hit them up with the optimization and give them better technology where the terminal and the virtual team will talk to each other and they love that stuff I wish I would have found that sooner you know if I could go back and tell my 13 year ago myself something it would be like go after the bigger when the B2B you know not not like exclusively like Adam just said balancing the portfolio but it was like I feel like I didn't even discover that that was possible until I was like almost done with selling full-time optimization stuff came out much later I feel like in the industry it was around but yeah it wasn't until maybe seven eight years ago that it even started to really take off so right um Jimmy what about you what are you selling to and I think you have some fertilization there as well but what are you selling primarily I want to just touch something on you said I do agree with the whole B2B when it first came into the industry there was a guy who was doing nothing but restaurants he was killing it but I noticed he he was pulling hair out of his head so I said how can I work smart so I really like and I'm sorry I forgot the gentleman's name that starts with the D but you guys are all gentlemen but I give myself a gentlemen um I do show surcharge cash discounting traditional but I lean more to traditional and surcharge but I always present it to my customers and the reason why I say the following if another guy comes in here he's gonna try to I don't want them leaving thinking Jimmy didn't offer that so I'm gonna say hey these are the three options we have these are the three reasons why I think it's good and I always tell them and these are the three reasons why you think you shouldn't I'm going to give you the Good the Bad and the Ugly and the Ugly may not be possibility but anything's possible I think we all agree within the last few years once I present that I'm saying I'm here for you so that way if anyone comes in and tries to sell maybe just traditional they know Jimmy has that too but I frankly between all of us here I really just stay with traditional and surcharge but I also do percent cash just kind of that's something I want to do love it love it uh Duran I'm guessing you're doing mostly interchange Plus if you're doing B2B right or am I wrong you know it's it's kind of crazy I actually I thought everyone on this panel would say cash discount but I guess not um so here's my take on it uh you know I've done cash discount and I do do it don't get me wrong if I was a new rep it's all I would do and the reason I say that is because you want to come out and you want to make some money quick and cash discount is the best way to make some money um yes I do interchange Plus 95 of my portfolios interchange Plus a little bit of you know whatever tier whatever you want to uh sell but traditional um but cash discount is a really good way to make money uh I don't know how long it's going to be around but let's not get into that yeah I just you know I cash discounts great if I was starting today and that's all I would do but I think long term wise like Adam said uh it's going to be the traditional and it's going to be the uh it's going to be the IC plus and all that stuff you keep your clients there for longer um look I don't know cash discount hasn't been around long enough for me to say that but that's just my opinion right now sure yeah and it's like my opinion is it's all going to be software right so you know what I mean I don't know the pricing is all like I like all of your saying to me the Dual pricing is like that's the opportunity of the moment and I think it's it's very important it's not irrelevant but it's irrelevant compared to software in other words all these businesses are going to be using software that's designed for their business and payments are going to be integrated so like that's that's the trend we all you know to me I'm way more concerned about that than anything else um but let's go back up to wait who's doing this I think Tam you were talking about how you uh do drip drip drip yep yep so what tool what tool are you using and give us the 30 second version of like what does that mean what are you sending emails texts are you what do you what do you mean by that um so I sent I I schedule my reminders uh and then again you can use uh just the Outlook calendar or pipedrive or one of these crms what have you to remind you um depending on the merchant that's the so if I have visited them and there did have a merchant where I have to revisit them I'll just drop by again in 40 so I'll send message a reminder but if I have to call them or texted them then I'll put a reminder to text them again so drip campaign is essential to be three to four days you you touch based on your touch base until you get an appointment and close so um it just depends on the the original approach to ask your question and what the approach to do based on that the key is every three to four days and I think to clarify though you are personally doing that you're not saying there's there's not not like this automated thing where you're this yourself okay yeah you just you're driving to your next appointment just multitasking right that's what we do so we all only have one minute and we have a lot of other questions I just want to say two things really quick um before I I think our panelists here and we shut this down for today um the first thing that I want to say is I would really encourage our audience to think about the you know executive assistant type person like everybody always goes to the telemarketer but what I find is actually the thing that most of us are are best at as far as prospecting is prospecting like we're really good at that and other people are not it's actually really hard to find somebody that's going to be anywhere near as good as you as making that initial connection well most of us are terrible at is organizing and planning the route you know we talked about routing the day well if you're going to do that drip campaign who's going to make sure that you're dripping them who's going to make sure that they put that into your route who's going to make sure that you're in the right area to do that drip visit or that caller who's going to give you your list of calls for the day or you know so um my biggest personal increase in productivity where I went from about 15 a month to 25 a month was when I got you know somebody to do my schedule and everything like that um I think one other thing I want to to mention there is pipedrive which Tam you mentioned a couple of times pipedrive is fantastic again Tam said I mean we're not like paid sponsors of pipe drive but yeah they really are super slick for our industry because it's so focused on the sales process it's not about customer relationship management you get into like Salesforce or Zoho you're like trying to fly a rocket ship when all you need is a tricycle and with pipe Drive I mean it's you know next action next action next action um and so I think that's I think that's really really cool um so last thing I want to say is we're going to stop it here because it's five o'clock but I know there's a lot of other questions that I didn't get to if you're one of those people I apologize if I didn't get to your question go to the community right now the Facebook community and the group post your question right there and say hey I attended the panel loved it but here's my I didn't get this question answer what do you think and let's get the group involved in this discussion I want to add a lot of value to the group and then again remember next Friday 4 15 we're going to talk about overcoming objections um we're gonna have some panelists back you know we're trying to mix it up over the next four weeks we have a variety of opinions um but definitely you know visit back with us again so Adam Tam Jimmy Duron tons of value I'm like super glad that we did this I'm super glad you agreed to do it I mean again these guys are not this is they're taking their time for free to do this and none of us are doing sponsorships or this is just we're doing this for the agent Community to help and I really really appreciate you guys time so thank you so much for joining today