Quote:
|
Originally Posted by Trading_Jason
Thanks for the replies. I'm selling credit/debit/personal check processing services....
....After all, the merchant already knows how the process works, what their monthly statements look like, etc., even if they're not certain what they're paying per transaction.
|
A surprising number of merchants have outdated equipment, and have no idea what benefits the new technology offers. You are also correct that some merchants aren't aware of their transaction charges and monthly fees. This will most likely be a good opening question.
Quote:
|
Originally Posted by Trading_Jason
My manager kept insisting during the newbie kickoff meeting not to let them know you're new to this. I don't think lying is a good idea (especially in this case if you can't do it well  ) |
Since you will be faxing sensitive information off to the office, I wouldn't offer up the fact that you are new, however, if they ask don't lie.
Quote:
|
Originally Posted by Trading_Jason
Do you all think I should be researching the places I'm going to before going? My county clerk's office has records accessible online, so I can search DBAs for instance, and at least find out who registered the DBA and when. Then I'll at least know, in theory, who the owner is and how long they've been in business....Would that be impressive to them you think?
|
Honestly, having been a retail business owner, it wouldn't necessarily impress me. I was use to salesmen coming in during working hours. If I had time for them, and it sounded like something I'd need, I'd listen. Otherwise, the smart salesmen asked for a firm appointment to come back.
Quote:
|
Originally Posted by Trading_Jason
The other thing is that we're supposed to get a copy of a couple of months of their current service provider's statements to fax to our manager so he can do a comparison....If I were a merchant I don't think I'd feel very comfortable with someone walking in my business, unknown off the street, and asking for my business records like that.
|
Your business cards (even with the handwritten name) will help. If they are hesitant, suggest they call your boss to confirm your employment. I'm sure you can have them black out anything that would be a specific concern. I don't remember the monthly statements having any sensitive information on them.
Quote:
|
Originally Posted by Trading_Jason
Even the contract asks for their SSN and stuff. Are people generally trusting on this?
|
People are surprisingly trusting. But then most businesses that require that information on a contract are surprisingly trustworthy. You won't be the first to ask for sensitive information. Neither will you be the last.
I think you will find it far easier than you expect. Just remember to get a firm appointment if they don't have time to talk when you first try. Use the fact that they may well not have a clue as to their transaction and monthly fees as a great opening. The comparison is free. Technology changes quickly. You'll do fine.
Let us know how it goes.
Pam
This is a great site for sales information. Look around and use the search feature to find information on "cold calling", etc.
