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Bringing ISVs and ISOs Together with Agent Distribution
.Don't forget to follow us on SoundCloud! See you for our next episode. Let's make 2023 the year we finally learn how to bring the worlds of ISO, Agent and ISV together to compete in a beneficial way to all concerned! This week, we interview Thomas Moore, VP of...
Selling EBT Acceptance to Grocers & C-Stores
.Don't forget to follow us on SoundCloud! See you for our next episode. If you're selling payment processing to grocers and c-stores, consider selling EBT processing too, says Kyle Morgan, CEO at Mercantile Processing Inc. "You should be offering it as a value-add,"...
Dual Pricing is Growing (New Agent Poll)
CLICK HERE to Download the PDF In a recent poll conducted in the CCSalesPro Community with individual agents, we found that 48% of agents are leading with Dual Pricing and only 33% with Non-Cash Adjustment / Service Fee programs. The remaining agents...
Understanding Merchant Statements and Fees
CLICK HERE to Download the PDF How well do you understand merchant statements? Learn the ins and outs in this edition of the merchant sales insight. We dive into topics like issuing banks that charge interchange, interchange padding and optimization,...
Offer Mainstream Lending to Merchants
.Don't forget to follow us on SoundCloud! See you for our next episode. This week we speak to one of the founders of OnDeck to learn why he launched a new company, "Lending Front." This company is bringing mainstream lending to merchants through partnerships with...
The “New” Cash Discounting Compliance
*I am not an attorney; this is not legal advice. Visa is back on the attack against non-cash adjustment and other forms of cash discounting. They are working with large acquirers for enforcement. Fines are being levied. The time has come to pivot if you are...
Q & A – Are Written Proposals Risking Your Sales?
The agent today asks James, “What is your opinion of giving written proposals?” Many people in our industry don’t agree with the practice of giving merchants a written proposal. There is always the possibility that a written proposal might be used by...
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...