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Sell Monster Merchants on Cash Discounting
Merchant Sales Podcast · Sell Monster Merchants on Cash Discounting
As various forms of Cash Discounting and Surcharging become more mainstream, larger merchants are showing interest. These accounts generate life changing residual income, if you can overcome the challenges of selling multiple decision makers and implementing a compliant program across hundreds of locations. Our sponsor, Dynamic Merchant Processing, specializes in these accounts and has a team of experts to back them up. Learn how they are closing monster merchant accounts and generating massive monthly margin.
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“I never could have pulled this off on my own,” Dustin told me. “It’s more than selling. It’s more like project management. There are so many steps and sign-offs that you never would imagine if you were selling a local pub.”
“My first deal came from a referral partner who has nothing to do with the credit card world, but he loves making introductions. He introduced me to the CEO of a company that operated a chain of restaurants,” Dustin said. “When I explained the value cash discounting could deliver to his bottom line, he was sold. It was then time to get buy-in from other key executives, including the CFO, general counsel, and the CTO.”
“These businesses want to know others are doing cash discounting before they will commit,” Dustin explains. “Once they see others doing it and the potential savings, getting a “yes” is easy. But that is just the first step in what can be a complicated boarding process.”
“You need to have skilled teams of boots on the ground to ensure the switch to cash discounting occurs without a hitch. With this kind of money at stake, there’s no room for errors,” says Dustin. “I strive for perfection all the way until the last location is up and running.”
“The name of the game is getting leads. Once we have a lead, we can follow up quickly and get the program moving,” Dustin said.
“I know there are smaller ISOs and agents out there who are eager to sell cash discounting to monster merchants, but they don’t have what it takes to get a deal across the finish line. I can come in with my expertise to handle the negotiations and other moving parts,” Dustin added. “I have the experienced staff and partnerships in place necessary to pull this off.”
“We’re not looking for every deal. We want those that make sense, for the merchant and for us,” Dustin said. “And if it does, it will make great financial sense for the referring ISO/agent.”