Here is all the information we discussed on the phone. Looking forward to speaking with you soon.

Size: px
Start display at page:

Download "Here is all the information we discussed on the phone. Looking forward to speaking with you soon."

Transcription

1 Here is all the information we discussed on the phone. Looking forward to speaking with you soon. I ve composed this to help you and your team sell the merchant processing services. Every representative is different. Some have more time than others, some like to be more involved than others. This is for everyone. Attached are plenty of documents that will provide some tools. There are two types of merchant accounts. They either already have the equipment and service, or they don t. New Merchants Not Yet Processing: The easiest merchants to sign up are the ones that are just opening their business, or not yet processing. They have a need, and are the most pro-active. When approaching a merchant, be respectful of their time. For the best reactions, try to approach them when they are not too busy. Attached to this is our Worldpay Fun Facts Flyer. If you can print that in color and gloss, it makes for a great introduction piece. "Hi, I'm Tommy Blattner. I work with one of the largest credit card processors in the world, Worldpay. (hand them the flyer) We have an A+ BBB rating. I would love an opportunity to share our services with you is the year of EMV Terminals! (EMV stands for Europay, Mastercard and Visa) Look at your new credit cards. If you have one that has an EMV smart card on it, then use that as an ice breaker with a merchant. Can I use my smart card here? If they answer No, or What is that?, you can now be their new trusted advisor. What a perfect time to introduce yourself and increase security to their businesses and customers. Please take some time and educate yourself on the EMV upgrade due by October 1 st, All merchants that are not EMV compliant will be responsible for any financial damages from credit card fraud. Use the EMV flyer attached. Benefits and Program flyers are attached to this as well. Worldpay has a few options to set up a new customer to accept credit cards. Please see the Terminal Section below for information. Worldpay has a free Virtual Terminal through 5 Linx. The Virtual Terminal is called Century Connect. It would allow your customer to process payments on their Smart Phones, Computers, i Pads and Laptops. If your prospect has access to a computer, then call me and schedule a demo with your customer. OUR TERMINALS Counter Top Terminals: These terminals connect to Internet or Phone lines. They are $ or 4 Payments of $ VX520 flyer attached below. They DO accept the new Smart Cards coming out that will reduce fraud for the merchant and his customers. They also accept EBT (food stamps) as well. The US Government stopped providing free EBT services to all US merchants!..., so you can sell these terminals to convenience stores and other businesses that need food stamp processing. Virtual Terminal Smart Phone Card Readers & i Pads: Century Connect card reader for smart phones and I Pads, priced at $ Virtual Terminal Computers and Laptops: USB device for computers and laptops, with 5 foot extension cord. Priced at $ Works with our virtual terminal, Century Connect.

2 Remote Wireless Terminal = (with wireless service) full size terminal w/ pin pad and printed receipt = $ *Note* wireless service is an additional $15 per month. That s less than installing a new phone/internet account. This terminal is expensive, but has CDMA reception, and does not need a sim card. Excellent for taxi s, food trucks and remote businesses that require a paper receipt. Normally I don t like a lease, but we can lease this terminal for $25 a month (48 months), as an option. E Commerce Account (website) = Website credit card processing. The cost is an additional $9.50 per month, a 10 cent per day batch fee, and an additional.05 cents more per transaction. There are 3 components to structuring pricing for new accounts: 1. Monthly recurring fees. Discount rate. Transaction fee. Pricing is always customized to fit the business. It s based on the monthly volume, and average transaction cost. Always call for pricing. Merchants Already Processing: Merchants are different. You have the really small merchant processing under 5k per month. Can we save them money? Not much. These small accounts usually sign up because of our services, not the minimal amount we save them. The lower volume equals less margin for savings. We do not provide a written cost analysis for these merchants. (Free rate review). We do want an opportunity to talk about cost. Next is the medium processing merchants that process from 5 to 10k per month. Most of them, we can save a few hundred a year on average in fees. Throw in our promotions and services and learn what their needs are. Merchants processing over 10k per month are actually the easiest. Usually we can save them over a thousand a year. That seems to spark more interest, as the dollars add up. Again, the higher the volume, more often, the easier to save more money as savings is tied to volume. Once in a while, you will get a merchant who was signed up with extremely good rates. So results will vary. Besides rates what is important to their business?. Learn our strengths for each type of a business. We have many. Some merchants do not get their money next business day. Some could really benefit by adding our Every Swipe Counts program, or adding a flexible virtual terminal to their computers and smart phones. Those idea s get merchants interested. Don t make the sale, just about rates. Call me to game plan that business type. Trust me, you will close more deals if they like you. and they will like you if you give them an idea that can help their business grow or save them time. If a business owner owns multiple locations, then you want to share our online portal with them. Time is important to these individuals, and our World Pay portal has many, many time saving tools and reports. See the demo on your benefits flyer. Your first priority for signing up a merchant already processing credit cards is learning about their existing terminal. You need to inspect their processing equipment. They will either be using a counter top terminal, a POS (point of sale) or just software on their PC. A great ice breaker is: How is that credit card terminal working for you? It is natural behavior for them to tell you their problems. Write down their equipment, make, model and software if using software or POS. Always, always, always call me if they are using POS to check for compatibility. You don't want to waste your time or theirs if we cannot connect to their software. Our Free Rate Analysis: 99.9% of all merchants know only one question to ask you. What is your rate? This is the

3 answer I recommend you give them: Would you like your quote right now over the phone, or would you like a written proposal? Regardless the answer, you are dialing me right now. I m calling our corporate rate desk. They will ask you a few questions and make you an offer When I pick up, you say your name, your RIN #, the name of the business, and let me know if they are already processing or needing new service. Introduce me, and hand them the phone. If it is new service, I ll try and close it right there. If they already are processing, my objective is to get their statement for a free rate analysis. You must get all pages of the statement.(this is the most common mistake)! Fill out your fax cover sheet attached and fax it to my direct efax # listed at the bottom of this . You must make them answer the question, yes or no on the fax cover sheet. This will be used as leverage when the analysis is completed. If they ask, we do have a 3 year contract. The contract protects both parties. If this concerns the merchant, ask them when you bought your house, did you get a 30 year fixed mortgage or an adjustable rate? Processors who don't have contracts have nothing legally bonding them to keep their rates locked. 5 Linx pays the representative their 5 Linx points (4 per account), commissions ($50 to $200), and residual income on their merchant accounts after 30 days processing activity on the new account. I get paid a one-time commission as well. We have to protect our commissions with an early termination fee. It is the following: 1st year $495.00, 2nd year $395.00, and 3rd year $ We only want to sign up merchants that will process, and use the service. It s like signing up for cable TV. If you sign up, you will pay for it, even if you don t use it. Some merchant s will have Early Termination Fee from their existing processor. ETF s and new equipment are tax deductible items. Please ask them to confirm with their CPA. Every Swipe Counts Program: We have a partnership with Susan G Komen. Nail Salons, Beauty Salons, Clothing stores, ect... Use your tools to their strengths when your selling. SGK flyer attached. Who to call first? Your warm market. Start with the people you know first. Gain confidence before you approach your cold market. Focus in on one particular type of businesses, like day cares, before moving to a new business type. That way you will learn your mistakes and how to focus in on the selling points per business types. If you need advice call me, I'll help. When your just starting out, schedule conference calls with me and your merchant. They work, and you get live, on-the-job experience, and you know what s been said to your lead. When you introduce me, I prefer to be given the title of corporate pricing or pricing manager. Just call me before we make the call so we can talk about it first. Who to stay away from? Pay-at-the-pump Gas Stations. So you just had a great conversation with your merchant and you can add value and save them money. The next day when your merchant wakes up in the morning, they are not thinking about their merchant processing account. The representatives that send me the most business are the ones that give subtle reminders to get their prospects signed up. The key to this business is keeping an Excel spreadsheet of prospects you talk to. Most of them won t sign up the first week you talk to them. Use an automated calendar linked to your account to schedule follow ups. You will call them a week or two later to see how they are doing, and they sign up. It is a different game if they don t have the service yet. Be persistent on new accounts. They will sign up with the person that pursues them the most. You want to be the person they said no thank you to, not the person they said, oh your too late. Once they give you the green light, do

4 the fax cover sheet for them, install the terminal for them if you can, make it convenient. That s how you get referrals. You re the face, and I m your assistant. I ll be there for you, and advise you. I ll share with you what is working. If they ask who is Worldpay? Hand them a WP Fun Facts flyer. Please save my direct number below to your cell phone TOMMY. All leads must be sent in, complete. Use my fax cover sheet if possible so they have to answer Yes or No. This will increase your closing percentage. ~ Team 5 Linx UPDATE~ Some of the representatives I work with are having tremendous success. We have been successfully signing up multiple location businesses with our Century Connect product. Demo User Name is: CPdemo Demo Password: demo2015 Century Connect is our virtual terminal. Normally it has a cost for the service, but with your partnership to Worldpay, it is free. Century Connect is accessible on computers, lap tops, i pads, and smart phones. In 5 Linx, you call this your "mobile solutions". You sell it when you find a business owner that needs a mobile solution on their smart phone, but that is not it's strength... It's strength is its ability to record ALL financial transactions (cash / credit / debit card / e check and recurring payments) for a business, and it's accounting abilities. If you find a business owner that does not have software to track his sales, your closing percentage is very good! The best businesses for this so far are the following: Churches Day Cares Apartment Complexes Tanning Salons Gyms Small Car Dealerships Attorneys Storage Facilities I recommend you contact the managers or owners of the businesses and ask if you can schedule a 5 minute demo with them. I can do the first couple demo's with you via conference until you learn it. Ask them if they are using any software to log their customers transactions. Let the owner know the software's capabilities. If they don't allow you to schedule a demo, then ask them if you can them the demo, and get their address. I've composed some templates for you to use. Just tell me what business type and I can provide you one for that type of business. I'll attach below the template I use for churches so you can see the selling points. Do the demo yourself and explore it. There is a help menu in the upper right hand corner of Century Connect as well.

5 So far we have been closing several multi-location apartment complexes, day cares, and churches. Always ask/research how many locations they have. More locations equals, an easier close, because the Century Connect is structured for that environment, AND Worldpay has a free online portal. The portal ( ) is an umbrella to over-look all locations processing, with-out flipping through dozens of paper statements. You can also order gift cards, supplies and make changes to your account as well. This saves managers time. This is powerful stuff. The closing percentage is very high when someone views the demo with you and doesn't have any software in place. me if you have questions. I hope to do plenty of conference demo's with you all very soon. Happy selling! Tommy Blattner Senior Sales Account Executive, Inside Sales T: F: Network Boulevard, Suite 200 Frisco, TX worldpay.com