Cold Calling for Merchant Services
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The document provides templates and guidance for cold calling scripts focused on merchant services. It emphasizes highlighting value for prospects, including lowering costs for credit card processing and passing fees to customers. Sample scripts ask questions to understand prospects' needs and pain points, then outline the caller's products and services, such as local processing and rewards programs. The document advises tailoring the pitch to each prospect's situation based on their responses.
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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
- 3. PRODUCT OPEN CLOSE Cold Call Script โ Product Intro
- 4. Weโre a local direct processing company. Weโve 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 Donโt 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
- 6. CLOSE PAIN QUESTIONS VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE PRODUCT Cold Call Script โ Value Intro
- 7. CREDIT CARD PAYMENT PROCESSING FEATURES โข Local direct processing company โข Consumer pay - fees go back on the customer โข Cost plus - traditional processing and that comes with a rate reduction and removal of the fees โข Rewards program kickback program pays you back just to process DIFFERENTIATION โข Local to your area FOR BUSINESSES IMPROVEMENTS โข Lower their cost for accepting cards โข Pass processing fees back on customers โข Earn income from processing payments CHALLENGES/CONCERNS โข Card processing fees can be a big hit on profitability โข Would be helpful if customers paid processing fees โข Difficult to find new ways to earn income PAIN QUESTIONS โข How concerned are you about how card processing fees impact your profitability? โข How important is it to find ways to decrease card processing fees? โข How helpful would it be to earn income while processing cards? CUSTOMER EXAMPLE โข We worked with software business โข They were not happy with the amount of fees they were paying. โข We helped to solve that with our local direct processing. โข This helped to lower the cost for processing โข Also helped them to earn income while processing PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE CURRENT STATE QUESTIONS โข Are you currently accepting credit cards? โข Who is your card processor? โข What type of rate are you paying? โข How happy are you with their
- 9. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 10. Hello, [Contactโs 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: โข Lower their cost for accepting cards โข Pass processing fees back on customers โข 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: โข How concerned are you about how card processing fees impact your profitability? โข How important is it to find ways to decrease card processing fees? โข 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 โข Are you currently accepting credit cards? โข How do you process credit cards? โข Do you sell your products online? โข Who is your card processor? โข What type of rate are you paying? โข How happy are you with their services? โข How long have you been with them? โข When was the last time you explored other options? โข 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: โข Card processing fees can be a big hit on profitability โข Would be helpful if customers paid processing fees โข 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: โข Local direct processing company โข Consumer pay - fees go back on the customer โข Cost plus - traditional processing and that comes with a rate reduction and removal of the fees โข Rewards program kickback program pays you back just to process Some ways we differ are: โข Local to your area
- 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE โข We worked with a startup software company and they werenโt happy with the amount of fees they were paying. โข We helped to solve that with our local direct processing. โข 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: โข Lower their cost for accepting cards โข Pass processing fees back on customers โข 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
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- 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
- 23. 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
- 25. 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
- 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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