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Cold Calling for Merchant Services

Cold Calling for Merchant Services

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Cold Calling for Merchant Services
Sounded really good
Sounded professional
Sounded confident
Sounded prepared
Clearly explained his product
Had good objection responses
PRODUCT
OPEN
CLOSE
Cold Call Script – Product Intro
We’re a local direct processing company.
We’ve launched a couple of new programs this year designed to help businesses to lower
their cost for accepting cards.
One of the programs is our consumer pay, where the fees go back on the customer.
The other one is our cost plus, which is your traditional processing and that comes with a rate
reduction and removal of the fees.
Both are going to come with our rewards program, which is kickback program, starts paying
you back just to process.
PRODUCT
OPEN
CLOSE
PRODUCT
OPEN
CLOSE
Don’t need to talk so much about the product
Goal of the cold call is not to sell the product
Build interest with the value
Save the product discussion for the appointment
CLOSE
PAIN
QUESTIONS
VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
PRODUCT
Cold Call Script – Value Intro

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Cold Calling for Merchant Services

  • 1. Cold Calling for Merchant Services
  • 2. Sounded really good Sounded professional Sounded confident Sounded prepared Clearly explained his product Had good objection responses
  • 4. We’re a local direct processing company. We’ve launched a couple of new programs this year designed to help businesses to lower their cost for accepting cards. One of the programs is our consumer pay, where the fees go back on the customer. The other one is our cost plus, which is your traditional processing and that comes with a rate reduction and removal of the fees. Both are going to come with our rewards program, which is kickback program, starts paying you back just to process. PRODUCT OPEN CLOSE
  • 5. PRODUCT OPEN CLOSE Don’t need to talk so much about the product Goal of the cold call is not to sell the product Build interest with the value Save the product discussion for the appointment
  • 7. CREDIT CARD PAYMENT PROCESSING FEATURES • Local direct processing company • Consumer pay - fees go back on the customer • Cost plus - traditional processing and that comes with a rate reduction and removal of the fees • Rewards program kickback program pays you back just to process DIFFERENTIATION • Local to your area FOR BUSINESSES IMPROVEMENTS • Lower their cost for accepting cards • Pass processing fees back on customers • Earn income from processing payments CHALLENGES/CONCERNS • Card processing fees can be a big hit on profitability • Would be helpful if customers paid processing fees • Difficult to find new ways to earn income PAIN QUESTIONS • How concerned are you about how card processing fees impact your profitability? • How important is it to find ways to decrease card processing fees? • How helpful would it be to earn income while processing cards? CUSTOMER EXAMPLE • We worked with software business • They were not happy with the amount of fees they were paying. • We helped to solve that with our local direct processing. • This helped to lower the cost for processing • Also helped them to earn income while processing PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE CURRENT STATE QUESTIONS • Are you currently accepting credit cards? • Who is your card processor? • What type of rate are you paying? • How happy are you with their
  • 10. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 11. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Reason for the call is that we help business to: • Lower their cost for accepting cards • Pass processing fees back on customers • Earn income from processing payments But I am not sure if you are wanting to improve those areas is why I am reaching out.
  • 12. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE If I could ask you real quick: • How concerned are you about how card processing fees impact your profitability? • How important is it to find ways to decrease card processing fees? • How helpful would it be to earn income while processing cards?
  • 13. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • Are you currently accepting credit cards? • How do you process credit cards? • Do you sell your products online? • Who is your card processor? • What type of rate are you paying? • How happy are you with their services? • How long have you been with them? • When was the last time you explored other options? • Are you the right person to discuss this area with?
  • 14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE A lot of businesses we work with have challenges with about: • Card processing fees can be a big hit on profitability • Would be helpful if customers paid processing fees • Difficult to find new ways to earn income Are you concerned about any of those areas?
  • 15. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide credit card processing and that includes: • Local direct processing company • Consumer pay - fees go back on the customer • Cost plus - traditional processing and that comes with a rate reduction and removal of the fees • Rewards program kickback program pays you back just to process Some ways we differ are: • Local to your area
  • 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • We worked with a startup software company and they weren’t happy with the amount of fees they were paying. • We helped to solve that with our local direct processing. • This not only helped to lower the cost for processing, but ultimately helped them to earn income while processing. Key: Customer | Pain Point | Product sold | Value Point
  • 17. But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you available for a brief call where we can learn more about you and share some examples of how we have helped businesses to: • Lower their cost for accepting cards • Pass processing fees back on customers • Earn income from processing payments Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 19. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
  • 21. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
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  • 27. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 29. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
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