This morning I had two very similar phone calls. Both sales people with whom I talked asked, “How can I improve my opening pitch?” They weren’t...
Why You Need Two Leads Per Day
This episode is part of my exciting mini-series featuring tips from top sales reps. One of the best tips I’ve heard stressed the importance of getting two scheduled appointments a day. Learn how the right perspective and two leads per day can give you a big edge on making good money in this industry. […]
This episode is part of my exciting mini-series featuring tips from top sales reps. One of the best tips I’ve heard stressed the importance of getting two scheduled appointments a day. Learn how the right perspective and two leads per day can give you a big edge on making good money in this industry.
The timing of the two appointments is very important. The first one should be early in the morning, before 9:00 a.m. This appointment should be scheduled in the area as far away as you plan to go that day. Auto repair shops usually open early, as do some pizza shops or bakeries who start food prep early.
The second appointment should be scheduled at about 4:00 p.m. It should also be in the area as far away as you plan to be. These two appointments scheduled in this way will necessitate your staying in the field all day. Your income level has a direct correlation to the number of sales you make. And this is determined by spending the maximum amount of time in front of merchants. All merchant services sales reps need at least two appointments scheduled every single day. That structure will get you in the field and keep you there!
There seem to be many sales people in our industry who are deceived. The deception is that the amount of money you make depends on the commission structure you get. NOTHING could be further from the truth! The whole idea is ridiculous! There is almost zero correlation between the compensation structure you negotiate and the amount of money you make. The way you make money in this business is by finding a processor who has a good comp plan. Believe me, I always negotiate good deals. There ARE some terrible compensation plans out there for sure. But there are also a ton of really good ones. The key is the relationship with that processor, that manager, that mentor. How is the relationship going to help you have more face time out in the field talking to merchants?
Let me explain and help you get a better understanding of this issue. Don’t be deceived!
>You may see a compensation structure which is 10% better. However, consider that the one paying 10% less per sale also provides you with appointment scheduled leads and mentorship training. They allow you to make twice as many sales. Now which one looks better?
>Reps have said to me, “I know you recommended this company to me. But then I saw another company whose schedule A is a full penny less per transaction.” I explain that the average merchant is doing about 300 transactions a month, so you’re talking about $3.00. Then you have your 50% split, which is $1.50. MY recommendation gives you appointment scheduled leads. They have my training and a CRM. They have a quote tool. You are going to make 50% more sales or double the number of sales. And you can have my help on the phone. But, no, you want to sell for the other company because you’re going to make an extra $1.50 a month per merchant!? YOU ARE INSANE!
Sales doesn’t work that way. I don’t care about a penny or $10 or $20. The main consideration is how many sales are you going to make? The number of sales you make is NOT a direct correlation of your compensation. The number of sales you make is a direct correlation of two things:
- Your skill level and sales ability.
- The structure you have which gets you in the field to spend maximum amount of time in front of merchants.
Now that you’re enlightened on that issue, let’s return to the subject of two scheduled leads per day. There are three ways to get those:
- Get with a processor who does appointment scheduled leads which aren’t total garbage. I can recommend a few of those. Go to ccsalespro.com. Click on “find a processor.” There are some who provide very good leads. They don’t pay quite as much money because they must pay for the leads. (If you think that doesn’t cost money, you do it!)
- Hire somebody to set your appointments. Go to upwork.com or outbounders.com and get a telemarketer. Explain to them that you need a morning and afternoon appointment.
- Schedule your own appointments. If you are on your own, that’s fine. Reach out and call people. Find that follow-up appointment, “Hey, I got your proposal done. I have some other meetings tomorrow. Would you mind if I met you early tomorrow? What’s the earliest I can meet you?” The merchant responds, “I’ll be in a 7:30.” You say, “Perfect! I’ll be there at 7:30 tomorrow morning.” Then the next person you call: “I’ve got some things going on tomorrow. Is there any way I can meet you at 4:00 in the afternoon? Or what is the latest we can meet?” The merchant says, “I’ll be here till 5:00.” So, you respond, “I’ll come at 4:30 then. That gives us half an hour.”
You have just given yourself two bookends to your day. Now you have to stay in the field that entire time. Walk into businesses all day long. You are going to be amazed at the number of sales you get!
Read previous article here: http://www.ccsalespro.com/300-deals-per-year-rep-learned/ A “300 Deals Per Year” Rep: What I Learned
Read next article here: http://www.ccsalespro.com/fun-make-money-best-advice-sales-rep/ Have Fun and Make Money. The Best Advice for a Sales Rep