Networking & Best Practices - EVO Payments

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Networking & Best Practices


Sales Cycle

Cold Calling Best Practices

Niche Markets

Networking Referral Partners

Best Practices

Summary

Q & A

Agenda

http://ramonmontagner.blogspot.com/


Cold Calling


Opening

Probing Questions

Listen and Look

Close

Organization

Sales Cycle


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

http://smallbusinessindia.intuit.in/customer-service/effective-cold-calling/

http://www.betternetworker.com/articles/view/sponsoring-and-recruiting/phone-skills/fast-lesson-how-cold-call-mlm-business-building


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

http://callproof.com/six-simple-tips-for-warming-up-cold-calls/


Niche Markets Healthcare

Business to business

Internet

Retail

Restaurant

Emerging Markets

Non Profit

Lodging

Small ticket

Automotive Shops

Supermarkets

eCommerce

Petroleum

Best Practices

https://www.eventbrite.com/e/target-markets-how-to-research-build-your-brand-plan-and-launch-effective-target-marketing-tickets-1120109277


Best Practices

Niche markets

Healthcare

Business to business

Internet

Retail

Restaurant

Emerging Markets

Non Profits

Lodging

Small Ticket

Automotive shops

Supermarkets

eCommerce

Petroleum


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

http://www.psychologytoday.com/blog/the-image-professor/200912/got-handshake-the-silent-communicator

http://www.google.com/search?start=60&tbnid=JeYjJKhCL7mAOM:&tbnh=0&tbnw=0&noj=1&imgrefurl=http://www.psychologytoday.com/blog/the-image-professor/200912/got-handshake-the-silent-communicator&imgurl=http://www.psychologytoday.com/files/u661/PT_Handshake%20of%20Man%20with%20Arm%20Extended.jpg&w=341&h=352&ndsp=20&tbm=isch


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

http://wallrain.com/professional-pictures.html


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

http://www.professionaljourney.com/tag/asking-questions/


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

http://www.promidibundledownload.com/frequent-questions.php


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

http://kpcw.org/listen


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

http://www.esqtechsolutions.com/2011/11/29/who-listening/


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

http://onlinereadingglasses.blogspot.com/


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


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

http://mpstaff.com/2012/04/writing-interview-thank-you-notes/


Be Prepared: Marketing items

PDA, Smartphone, or iPad

Pen and note pad

Business cards

Paperwork and addendums

Demo logins

Organization

http://www.cies.us/newsletter/may_10/UREAG_Graybeal.html


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


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

http://www.cheappaydayadvance.com/comparing-payday-advances-to-other-loans.php


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

http://longislandprofessionals.blogspot.com/2012/12/long-island-professional-womens-network.html


Networking


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

http://www.dallasmetronorthtbw.org/

http://www.google.com/search?tbnid=pH0dD09QtxBAMM:&tbnh=0&tbnw=0&noj=1&imgrefurl=http://www.dallasmetronorthtbw.org/&imgurl=http://www.dallasmetronorthtbw.org/images/tbwPictures/2010/09/homePage01.jpg&w=800&h=785&ndsp=25&tbm=isch


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


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

http://blog.questionpro.com/2013/11/04/what-not-to-do-at-a-networking-event/


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

http://www.nametagcountry.com/category/Name_Tags_Sticker_Hello_Name_Is


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

http://www.howtomarketpt.com/2012/02/networking-for-personal-trainers/


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


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.

http://letsnetwork.biz/

http://images.google.com/support/websearch/bin/answer.py?answer=185515&hl=en


“To make the most of a networking event, spend 75% of your time with people you

don’t know.”—Jeffrey Gitomer

Best Practices

http://myob.com.au/blog/networking-101-where-to-go-tools-to-use-and-why-you-should-care/


Referral Partners

CPAs & Web

Developers

Dealers

Networking Groups

Suppliers

Miscelaneous

Banks and Associations


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


Questions?

http://www.zippyshell.com/entrepreneur-franchising-blog/questions-to-ask-buying-franchise

Documents

Networking & Best Practices - EVO Payments