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[Music] good morning good afternoon ladies and gentlemen wherever you are out there again my name is carson cook and thank you so much for tuning in to the merchant services slayers group um guys i'm very excited to have you here if you are new to the channel new to the page new to the videos this is where we discuss everything related to merchant services merchant services sales the industry so on and so forth we cover a lot of different things in our videos guys here and we have a lot of fun on our merchant services slayers page so if you're not a part of the page go to facebook and join the page we have a lot of fun uh full of a lot of very good content that's not only funny but also productive effective and efficient right to help agents close deals out there and that's what we're all about so today i'm going to talk about a very important topic uh one that we talked about today on the conference call with our agents and wanted to really get into this and it's a super important and very valuable topic especially if you're new to selling merchant services and that's how do we prospect okay and what i mean prospect is how do we go in cold to sell a merchant services deal okay now in this industry you have to understand especially if you're getting into the industry now or even if you've been in the industry a while and you're starting to recognize a lot of different changes the last 15 to 20 years is that it's becoming extremely competitive okay now there's a lot of agent isos out there there's a lot of people watching these videos that have their own company uh there's a lot of competition okay with a lot of competition a lot of call centers like ours um you know a lot of isos like ours okay that we have a lot to deal with we have a lot to compete with so if you're new to the industry this is where it can be overwhelming okay so what we're going to talk about today are three main facts around how you should design your prospecting pitch when you're actually going in cold to meet with a merchant now this is if you're selling face-to-face okay this is not necessarily inside sales even though the same aspects hold true uh the same sales design with the prospecting pitch actually holds true whether you're on the phone with inside sales or whether you're face to face and outside sales so this message is mainly directed more to agents that are going in the field that are meeting businesses on a daily basis that have worked with some sort of iso that has been through training or so and so forth to where now they're getting their feet wet and they're going into a certain scenario where they're prospecting okay and they're prospecting for a few different things now there's going to be some groundwork that i want to lay down before i give you our prospecting pitch or the one that seems to work the best okay and the groundwork is important understand so especially if you're new getting into merchant services the first thing that you have to understand okay is that that you are getting into a highly competitive business okay that's that's like number the rule number one that you have to understand okay now what that means is that if you sound like everybody else and you don't do something to differentiate yourself from the other people that are walking in you're going to run into a lot of hostility you're going to run into a lot of objections a lot of concerns and so on and so forth so it's almost like we try and train our guys the same way is that there's a lot of untrained agents that walk into businesses daily okay constantly weekly monthly daily and these merchants they don't like to deal with that right so they give them they get to they get to perfect their pitch so the merchants probably turned away with their pitch a lot of agents more than the untrained agents has had experience with pitching so they go around to five to six to seven businesses now they try their pitch they come back they call their manager and they say this is not for me i can't handle this this is too stressful okay it's not necessarily this too stressful most of the time when i hear this from people that have been in processing with different isos means that they're poorly poorly trained now it's very simple if you know that you're going into competitive environment you have to you have to take yourself out of that environment okay and and look at it from a bigger perspective that if there's a lot of people doing it and failing that doesn't necessarily mean that that um you know that it's a bad industry just that they're doing it incorrectly and there's a lot of people doing it so if you sound different than everybody else and you're gonna have a lot more success a lot more chances so the first things first is that when you're defining this is understand that when you start prospecting you're going in cold okay and remember this is for businesses like gas stations grocery stores restaurants hair salons barber shops you know businesses that do anywhere from 10 000 a month all the way up to 150 to 200 000 a month okay they're going to be treated the same way it's no different right and for those that own isos out there that have some big whales we've got big whales and we've got little little merchants too and if you're selling processing it's a good idea to diversify your portfolio and to have as many deals in as possible both high risk both low risk both high volume and low volume it's mainly the volume that counts the numbers that count within this game so first off when you're prospecting you don't want to judge a book by its cover you want to make sure that when you're selling merchants you sell everybody right you set you set deals with auto shops uh it's not good necessarily to niche okay and it's sometimes it can be if you have a specific software or pos it can handle that but at the end of the day when you're prospecting you should hit every and each and every single business that's out there gas stations grocery stores restaurants hair salons barber shops liquor stores um you know funeral homes i mean pretty much any business that accepts cards should be your fair market okay you want to diversify your portfolio just makes sense okay so this is when you're actually walking into a business cold to sell a processing deal now what we teach our guys okay or our ladies or our sales agents or whatever you want to call it nowadays whoever it is okay at the end of the day you have to understand is that when you're prospecting it should be like a light switch okay there's the sale which is where you walk in with some set of uh steps of the sale or a process or some preconceived idea or notion around a sales process and then there's prospecting now it's going to be very rare for you or anyone that's highly experienced myself anyone to walk into a business that very day and actually sign a processing deal on the exact same day of meeting them now we don't consider that a one call close if you do that right that's that's a that's a brilliant thing if you get a lead from the call center or if you get a lead from prospecting that that time or that opportunity when you get a chance to display your steps of the sale go through a process that's what we call a set okay and that's one thing all right so we're going to cover three things and an actual pitch that's going to help you set more appointments in the field get in front of more merchants and actually earn more business so the first things first okay when you're setting an appointment with a merchant no matter how that merchant comes out whether you're dealing with a gatekeeper or whatever and we can talk about that later we'll do another video on the gatekeeper pitch which which works very well we do this all the time it's it's awesome it gets right past any gatekeeper manager regional director anybody and it gets the owner out okay if you know the owners on the premises we'll do another video on that later but the owner comes out so let's say the owner comes out now you're face to face with the owner how do you set that appointment now we're going to base our pitch off three main facts again a big part about being competitive in a competitive industry or a competitive environment is know that you're in a competitive environment so if you understand how untrained agents you'll understand that a lot of people will walk in and say hi my name is carson cook and i work with some sort of so-and-so company and i'm here to see if i can save you money off your processing okay what can we do now that merchant is or that agent is literally going to get kicked out like as soon as possible they're gone they're gonna say oh great there's the door get the hell out of here that brick wall will be as high as mount everest no one's gonna be able to claim it you've already mentioned processing you're screwed okay so the first things first is we want to discuss three facts that we want to cover first before we get our pitch off now our pitch is what's going to set the appointment now again you're going to have to understand a third thing okay within prospecting for merchant services appointments is that you are going to have to fight for every appointment and that's okay if you expect the objections and you expect the concerns and you expect the fight then it becomes part of the process it's normal so expect the fact that you're going to get a lot of hostility okay expect the fact that you're going to have to deal with some objections and it's very simple that's fine once you've got that internalized you can start with the pitch so how i like to do it is instead of introduce yourself in the company and then give your pitch i like to address all the concerns put all the concerns on the table and discuss them first then get into your pitch so that way there's a little bit of confusion there's a little bit of an issue and you don't sound the same as every other person that walks through that door okay so the three facts are this number one merchants are business owners they are busy i don't care if they say that they're gonna have a downtime or this or that but every single person that you will speak with it doesn't matter if it's a five thousand dollar a month business all the way up to a two million dollar business a month they are busy that's it they're just busy okay that's fact number one fact number two they don't like salespeople they don't like the constant bombardment from our call center from your call center from your lead generation source from you from anyone they don't like you either that's just a rule so just get over it that's fact number two fact number sorry fact number three is that more than likely okay unless they approach you through some sort of magical lead source okay number three they are happy with what they have that's it they're just completely content with what they have if not they would have called you and you wouldn't walk in there right so if those three main facts are there now we can design an introduction part to our sale right an introduction part to our pitch to get the appointment set then we have the pitch part and then we have the circling around with the close to actually set the appointment now there's a few different rules here that we need to address with each discuss the objections first throw them on the table when you get an introduction okay give them a compliment do whatever you got to do i need a sales job you need to do make sure that you have a pitch that fits your iso's product whether it's a pos software some sort of pricing which is amazing so on and so forth and then always have a circle right and jordan belfort talks about this it's an address of concerns circle dress concerns circle go for the clothes go for the clothes go for the clothes so back to the light switch part that i was talking about the light switch is on you're selling deals and light switches off you're selling appointments it's as simple as that when you are prospecting in this business and you're going business to business you are not selling processing you are not giving information out on what program you have what system you have only the carrot right the carrot in front of the rabbit what you should be focused on in selling is the appointment you are fighting for the sale you're fighting for the appointment if i was going to take an appointment and put it on a platter and hand it to you this is what we're selling today so when you are selling merchant services appointments okay you're setting yourself with an appointment you're selling that you're not selling processing too many newer agents get wrapped up and not following instructions not following the training getting into businesses and just spitting information about the pos and the system and the pricing the merchants okay and again that's in this category of untrained agents and this is also in that category of merchants that are prepared to kick your butt out of that business as simple as that okay super important so now that we have those three main facts which i hope you wrote down we're going to design the pitch so let's just pretend john walks into the business john comes up the car says hey what's going on um judy said that you were busy how can i help you and i said oh so you're john right say hey john what's going on man he's all good good how are you what can i do for you what can i help you with um well oh well john you're the big guy that's on the sign outside right so i might i might crack a joke at this point say well great john well you know um look man uh i just gotta be 100 honest with you look i know that you're super busy i know that judy just went back there and gotcha you're on the phone i completely understand man so i'm not going to take a bloody time i actually actually have an appointment that i have to get to down the street too and i have a lot of businesses that i have to meet before i go meet them um but and you know believe it or not ma'am uh john i completely understand you you have people that call you all the time they come in here they bother you they try and sell you something and i totally understand that and believe it or not john fact number three is uh john i'm pretty sure you're happy with who you have every customer that i've ever met that loves our program they they said the same thing and i get this daily i get i'm happy with what i have if not then you would have called me and i'm here but everybody's happy with what they have until they find something better right i mean that toyota corolla that i'm driving out there if i got a ferrari for the same price then i'd be even happier so you know i'm completely under aware of where all that but my program is 100 free it's unlimited volume unlimited swipes we have pos stations that are absolutely amazing with a lot of different functionality and again i'm not going to bore you with all that right now but the main part about this is that our program is absolutely free now we do charge a little bit for equipment we'll talk about that here a little bit but again i'm not trying to do anything right now i'm trying to arm you with the best financial advice that you can get so that way you can make a decision later if not tomorrow in the future so on and so forth so i'm just trying to see if i can set a point with you so what's a good time tomorrow where we can come in and we can we can sit down well well five o'clock work or we'll well three o'clock work i kind of have the afternoon open now at this point i have given my pitch okay and yes they will sometimes ignore you right in the middle but as long as you get those three main facts off those are the three main objections that most of these newer agents in the field get daily so if you address those first it's difficult for the merchant to come back and say the same thing that you said to them you beat them to the punch okay so that's an important key aspect of discussing objections uh not only that but right off the bat is that now you've allowed yourself to address the concerns and say here's your pitch like look i get this on a daily basis i understand that you're not you're happy with who you have i get that you have a better rate and i completely understand that people sell you stuff and i understand that you're busy but yet i'm still here and yet i have a program that i have to show you because this is free and i know you don't have our program now again i'm not going to discuss the details of it right now and i'm not going to go into the whatever because i like i said i have another appointment down the street now i highly suggest if a merchant tricks you into going into it now to say if i have time now then let's go if if there's any sort of question you should reset the appointment you should set the appointment and move on you should come back tomorrow because you've got to get the first commitment worst case scenario if they talk you into selling that deal right there then you're running the risk okay of having them say well i don't know you i've never met you before and it's a great presentation carson but i just met you i got to research the company now they might ask you questions once the appointment's set they can look your website up they can do whatever they want before they meet you the next day but now you have set yourself up for the steps of the sale right again the most amazing pitch but if they're only there 20 in their brain and they're not paying attention or listening or learning it's because you just met them so that's the prospecting pitch that i use a lot of our agents use that it's extremely precise and persistent it gets the point off nice fast and quick but it gets the merchant to set an appointment now they're gonna ask you questions about cash discount we'll ask you about this about that anytime you get a question if you're new to this guys that's brilliant you want questions that's buying questions then you just circle it back around you answer you give a little bit of the piece of the pie and say the rest of the pie comes tomorrow you give a little piece of the pie the recipe comes tomorrow give a little bit of the response but say you're busy and you have to set the appointment and sell the appointment stay focused on what you're selling and it is not merchant services it's not processing it's not pos systems it's not value-added services stop pitching sell the appointment get it set okay the numbers statistically have proven that if you can set the lead okay you're more likely to close it on that first initial set with the process as opposed to some sort of random walk-in okay and it doesn't work that way sometimes it does but i'd say one out of every hundred deals that i used to close i would get some i would get that right and it's very rare the machine's broken they hate their current company some guy came in last week and screwed everything up and screwed the pos up and i happened to walk in and got lucky and i pitched and sold them that same day it does happen but stick to your process stick to what you should do and make sure that you set appointments that's all i have for you ladies and gentlemen thank you so much for tuning the merchant services layers please like share and subscribe other than that i'll see on the sales board [Music]