Networking & Best Practices - EVO Payments
Transcript of Networking & Best Practices - EVO Payments
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Networking & Best Practices
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Sales Cycle
Cold Calling Best Practices
Niche Markets
Networking Referral Partners
Best Practices
Summary
Q & A
Agenda
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Cold Calling
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Opening
Probing Questions
Listen and Look
Close
Organization
Sales Cycle
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In the beginning, most opportunities will come as a result of cold calling and cavassing.
While working and during off hours, ask for referrals from: Prospects
Current Customers
Family and Friends
Cold Calling
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Prospecting Avoid the STAR method
Don’t assume
Under promise and over deliver
Have a list of your contacts and referral partners handy
Don’t give away the farm
Get a commitment
Best Practices
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Niche Markets Healthcare
Business to business
Internet
Retail
Restaurant
Emerging Markets
Non Profit
Lodging
Small ticket
Automotive Shops
Supermarkets
eCommerce
Petroleum
Best Practices
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Best Practices
Niche markets
Healthcare
Business to business
Internet
Retail
Restaurant
Emerging Markets
Non Profits
Lodging
Small Ticket
Automotive shops
Supermarkets
eCommerce
Petroleum
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You have approximately 30 seconds to get a person’s attention An opening should set an agenda
and ground rules for the meeting: • Hi, my name is Michael. You must be the
owner! I’m here because I recently helped one of your neighbors—Joe’s Automotive Repair, down the street—enhance his bottom line by implementing a loyalty program to keep his first time customers coming back. What I would like to do, is come back Wednesday and show you how this could help your business grow. How about 10 am or 1 pm?
Opening
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Communication “The one asking the questions is
the one leading the conversation.”—Brent Stockwell
Remember that communication is made up of the words we use and non-verbal communication
Body language, eye contact, hand gestures, smile, and tone of voice is 85% of communication.
Opening
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Learn the various types of probing questions and when to use them: Open Ended
• Tell me about… How do you…? Explain to me…
Close Ended • Who is…? Do you…? Can you…?
Confirming/Reflective • If I understand you correctly… So you are saying… Is that correct?
Probing Questions
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There are certain probing questions that you may want to avoid during an initial greeting: Who are you currently processing with?
Are you currently satisfied with your current provider?
Are you the owner or decision maker?
If I could save you money, would you switch?
Probing Questions
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Why don’t people listen? They are thinking about what they are going to ask next
They are thinking about personal items or the speech might be too fast or slow
Pre-judgements Merchants don’t want to listen to salespeople.
Salespeople assume the merchants’ needs.
Listen
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How to improve on your listening skills: Take notes
Slow down
Remain silent
Don’t finish other people’s sentences
Remind yourself to listen
This is consultative selling; therefore, asking questions and then listening to the answers is critical to success in our industry
Listen
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Look for signals and areas of opportunity Signage
Return or refund policies
Type of equipment or POS
Stored value or loyalty program
Technical difficulties
Additional services
Association or memberships
Merchant sticker
Long lines
Check acceptance
Watch
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A Close can occur in several ways: Assumptive Close
• OK, now I will need your business license and pre-printed voided check to get you started
Choice or Alternative Close • Which terminal best suites your needs based on what we’ve discussed—the 4220 or
SPOT?
Summary Close • You told me that solution 1, 2, and3 have met your needs. Is that correct? OK, I’ll just
need the following information to get you started…
Remember your ABCs—Always Be Closing!
Close
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Follow-up on appointments with personal touches. This allows you to stay in front of the merchant.
If you did not close the sale and need to follow up with the merchant, utilize your lead system and include notes on your appointment. Mentioned products
Action items
Personal details
Organization
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Be Prepared: Marketing items
PDA, Smartphone, or iPad
Pen and note pad
Business cards
Paperwork and addendums
Demo logins
Organization
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You learn valuable information about
your customers and their
situations.
They eliminate pressure and you can ensure you
understand their point, especially
when dealing with complicated
matters.
The answers to your questions help
you judge the progress you are making in your presentation.
The Purpose of Asking Questions
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Appointments Give a suggested day and time
• You want to give the impression that you have a full schedule, even if you don’t.
Provide minimal options on pricing and equipment
Don’t leave paper proposals
Write notes on discussed items
Research the merchant’s business
Best Practices
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Servicing Once your merchant has signed,
provide them with the proper servicing expectations
Include our customer service number and service examples on your voicemail
Obtain testimonial letters
Offer existing clients additional products • SPREE
• Sterling Rewards
Best Practices
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Networking
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What is networking?
“Networking is the deliberate process of exchanging information, resources, support, and access in such a way as to create mutually beneficial relationships for personal and professional success.”
Networking
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Makes you successful by getting the business to come to you. It increases productivity and broadens your opportunities.
Helps identify potential customers to determine what products and services are best suited to a merchant’s needs.
Gets you in contact with the decision makers and key individuals who put you in front of more business opportunites.
Networking
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Speak to the masses
Have contact list handy
Community & charity events
Pursue interests and activities
Approach people “in the business”
Keep your network active and growing.
Strengthen existing connections.
Best Practices
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Networking Events Names are important
• Learn the name, teach your name
Tagline Include a short identifier after your name answering one or more
of these: • Why are you here?
• Who are you?
• How do you relate to me?
Best Practices
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Write down, before the event: What can you GIVE?
• List tips, resources, opportunities
What do you hope to GET? • List results you want, information you need, types of contacts you are seeking
Seek to GIVE first: What’s their agenda?
Networking Tools
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1. Do your homework: research the people BEFORE the event; plan your strategy.
2. Set your goals: write your agenda.
3. First impressions; firm handshake
4. Introduce yourself: be interesting and brief.
5. Prepare conversation starters
6. Act like a host
7. Keep it short: 5-8 minutes per conversation.
Top 11 Networking Tips
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8. Card Exchange: ask for a business card, write notes about follow up.
9. Have a graceful exit
10. Follow up: write thank you notes to those who offered helpful information, within 24 hours.
11. Reciprocal relationship: offer and look for ways to help.
Top 11 Networking Tips Cont’d.
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“To make the most of a networking event, spend 75% of your time with people you
don’t know.”—Jeffrey Gitomer
Best Practices
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Referral Partners
CPAs & Web
Developers
Dealers
Networking Groups
Suppliers
Miscelaneous
Banks and Associations
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Remember to always have a coachable mindset. “None of use are where we are today based solely on our own.
At some point and time, we had advice, strategies, and/or pep talks thrown our way.”—Bryan Harr
Be yourself and have fun! “The #1 reason why people buy from you is because they likeyou
and have trust in you.”
Summary
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Questions?