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Q & A – Choosing The Right Pricing Structure: Tiered Pricing VS. Interchange Plus
The question today comes from an agent asking how to decide which pricing to use for merchants. Will interchange or tier pricing be the best option for the agent? How does the size of the business influence this decision? This is a great question. Many newer agents...
Q & A – Generating Merchant Leads with Online Marketing
The question this week is from a director of client services for a processing company. He also partners with marketing companies to create very personalized, niche specific cold email campaigns to generate appointments. He asks, “What kind of messaging or angle...
Q & A – Customer Says, “I Will Shut Down Your Merchant For Cash Discounting!”
The agent’s question today involves a big account - a 45 location fast food chain doing a few million per month and as many as 200,000 transactions per month. An irate customer felt there was extra tax charged. AGENT: How do I explain that to satisfy the customer...
Q & A – How to Train Merchant Employees for Cash Discounting
The agent today is newer to the world of cash discounting. He has a car dealership client seeing more customer dissatisfaction than expected toward cash discounting. What advice can James give to make easier implementation of the program and offer better training to...
Q & A – How to Overcome Objections to Cash Discounting?
The question today comes from an agent who’s getting objections to cash discounting. She wants to know how to overcome these objections. Before answering that specific question, I’d like to help you avoid the objections altogether! The only objection to cash...
Q & A – Cold Calling Merchants in Saturated Markets
The agent today is from the UK. She asks what to do when the merchant says, “You’re the sixth person to call today about card services!” How can you get past that instant barrier? AVOID THE BARRIER Here’s some sales psychology. When setting appointments, there...
Q & A – How Do I Become My Own ISO?
The question today comes from an agent who has returned to the industry after a few years break. He disagrees with the direction of his current company and asks, “How can I break with my company and launch out independently?” James first explains the various...
Q & A – How Can I Justify Switching From Shopify
The agent this week has several prospective clients who use Shopify. She asks how to overcome the objection of cancellation fees for switching? I think the Shopify model is one of the best in the industry. They’re one of the toughest competitors for agents. They’ve...
Q & A – How to Flip Stripe Merchants to Your Gateway
This week’s question is from an agent whose clients are mostly eCommerce merchants. Many eCommerce merchants are well satisfied with Stripe. She asks, “What is the talking point and strategy to engage satisfied Stripe customers?” There are a couple of big benefits...
Q & A – How can I ease the fears of my client?
The question this week is from an agent whose cash discount client has some concern about legal threats from that ½ of 1% of disgruntled customers. The client is a 45-location well-known fast-food chain in the southeast which has completed the first month with the...
Q & A – Can a business pick and choose who pays a surcharge?
The question this week comes from an agent concerning a large client he’s had for a couple of years. Work is in progress for a custom solution which will allow the business to surcharge through a virtual terminal environment. However, will compliance issues prevent...
Q & A – Should I Pitch Surcharging or Cash Discounting?
The question this week is from an agent with a big opportunity to sell a multi-location business of drive-through coffee shops. This is a small transaction business with average ticket size of $5 to $6. They are currently processing with PayPal at 2.7% and no swipe...