--- title: Are You Using Service in Your Value Proposition? - CCSalesPro description: Service.  As much as I love to pitch service, the problem with pitching this form of value is trust.  No one comes in to sell something by saying, “Our Service is Terrible.” Yet, time and again, the merchants have experienced terrible customer service.  They are understandably skeptical when you tell them your customer service is […] image: https://www.ccsalespro.com/hubfs/Imported_Blog_Media/how-to-boost-post-1.jpg --- Blog # Are You Using Service in Your Value Proposition? Service. As much as I love to pitch service, the problem with pitching this form of value is trust. No one comes in to sell something by saying, “Our Service is Terrible.” Yet, time and again, the merchants have experienced terrible customer service. They are understandably skeptical when you tell them your customer service is […] [ James Shepherd ](https://www.ccsalespro.com/blog/author/james-shepherd) May 20, 2016 --- **Service.**  As much as I love to pitch service, the problem with pitching this form of value is trust.  No one comes in to sell something by saying, “Our Service is Terrible.” Yet, time and again, the merchants have experienced terrible customer service.  They are understandably skeptical when you tell them your customer service is really different.  **I believe the best way to pitch service is by doing two things:** - **Don’t over-emphasize it.** Talk about it as a matter of fact but never, never make “service” your central opening pitch.  Again, the problem is that the merchants don’t trust this promise of great service.  So the more you emphasize it, the more skeptical they become. - **Give them specific, measurable service promises.** “We provide great service” is meaningless.  ***“My clients are never without a terminal for one entire business day” is a value proposition.***  Talk to your processor about this.  Get some specific service promises that you can confidently make and keep.  Perhaps your processor “always answers the phone within one minute” or “always overnights a replacement terminal if your terminal is broken.”  Make your service pitch very specific.  Avoid broad statements about how “awesome” your customer service is or how much they will “love working with you.”  They don’t know you; they have very little trust in you.  Focus on promises not platitudes.   ***Read previous post:  [How to Provide Financial Value to Every Merchant](https://www.ccsalespro.com/value-savings-part-1/)*** > [How to Provide Financial Value to Every Merchant](https://www.ccsalespro.com/value-savings-part-1/) ***Read next post:  [Setting the Wrong Growth Expectation Could be Costly](https://www.ccsalespro.com/value-growth-part-3/)*** > [Setting the Wrong Growth Expectation Could be Costly](https://www.ccsalespro.com/value-growth-part-3/) [Blog](https://www.ccsalespro.com/blog/tag/blog) [![https://www.ccsalespro.com/2026](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/Vertical%20Mastery%20Webinar%20ad.jpg "https://www.ccsalespro.com/2026")](https://www.ccsalespro.com/2026) [![https://fullstackpayments.com/download-app](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/FSP%20vertical%20ad.png "https://fullstackpayments.com/download-app")](https://fullstackpayments.com/download-app) [![How to Sell Merchant Services eBook](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-2.jpg "How to Sell Merchant Services eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-in-6-steps) [![GetIsoAmp.com](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-(1).jpg "GetIsoAmp.com")](https://getisoamp.com/index.php/request-demo/) ## Similar posts Blog ### [Using Information to Build Trust – Merchant Services](https://www.ccsalespro.com/blog/using-information-build-trust-merchant-services) CLICK HERE to listen to the podcast! In this episode, James gives tips on getting past the gatekeeper, while cold calling over the phone to schedule... James Shepherd Nov 15, 2016 Blog ### [How to Provide Financial Value to Every Merchant](https://www.ccsalespro.com/blog/value-savings-part-1) Now that you have minimized the negative value on one side of the scale, let’s learn how to maximize the value on the other side. This is really... James Shepherd May 20, 2016 Blog ### [How to Define Your Target Market](https://www.ccsalespro.com/blog/how-to-define-your-target-market) A target market will answer the question “who are you NOT trying to sell?” I’m going to tell a little personal story of when I first got into this... James Shepherd Jun 29, 2015 ### Get notified about new blog posts Enter your email to have each new CCSalesPro blog article delivered straight to your inbox. 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