When you walk into the business, your reason for doing so should always be curiosity, not sales. My motto for walking into a business cold turkey is...
6 Steps to Getting Out in the Field
Make sure you have a plan for your day. Know when you’re going to hit the first business and have some accountability to accomplish that. Today I wanted to spend some time working on my training outline in the morning; I plan to hit my first business by 11:00 a.m. Here are several items you […]
Make sure you have a plan for your day. Know when you’re going to hit the first business and have some accountability to accomplish that. Today I wanted to spend some time working on my training outline in the morning; I plan to hit my first business by 11:00 a.m.
Here are several items you should have on day one to get out in the field:
- Business Cards. There are other marketing materials you’ll want to use, but start with business cards. If you have a Staples nearby, visit staples.com and order cards. I purchased 400 cards for about $14.00 and was able to pick them up same day.
- Complete our online courses. Visit ccsalespro.com and click on training courses. There are several free courses available which will give you a foundational knowledge of merchant services. Complete these before you get out in the field, and that will give you the baseline confidence you need. You’ll need more training as you get farther along. That’s when the jumpstart program will help you.
- Understand your value proposition. What are you offering? At this time mine is EMV compliance, providing new chip card terminals. My other big value proposition has always been cost savings. I may add or change as I go through the jumpstart program.
- Identify your sense of urgency. I won’t detail mine here; you’ll have to get the jumpstart program to hear that. You need to have a good sense of urgency. The prospects need to know why they should sign up now rather than later. You should have no more than a five business day sales cycle time. At the time of this writing, the holidays are near. To get people to buy right before the holidays is challenging. So I’m offering something if they sign up by a certain date.
- Drive your streets. Don’t be afraid to get out of the big city. If you have a lot of competition in your market, get into the small towns or even roads going to small towns. Although there’s still plenty of competition, probably very few people have actually walked into that business to pitch merchant services. You will be a novelty. I’m counting on that today as I visit the rural road I designated. There might be fifty businesses on the street.
- Make sure you have your CRM set up. I’m using our marketing platform, so I’ll be entering my leads into that. If you need help with yours, email firstname.lastname@example.org.
Mainly I want to encourage you today to get out in the field. I had an interesting conversation with a CEO of a processing company. Like me, he is getting in the field to recall what it’s like after not having been out in a while. After working four hours, he had three or four statements. He and I still find it true that the sales side isn’t too difficult; the difficult part is getting in the field to make it happen.
My name is James Shepherd. If you haven’t subscribed to my YouTube channel yet, go to YouTube.com/ccsalespro. Have a great day in the field!
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