Page 39 - GS170401

Education

nally, you are in control. Externally, It is critical to fully understand your current partner's pricing practices. For
the harm done to you is the direct example, if you are not sure whether said partner pads fees, pull a few of your
result of other people's actions. There merchant statements. Compare the cost of assessments, Mastercard's Network
are steps you can take in both cases to Access and Brand Usage fee and Visa's Acquirer Processing Fee to the costs
protect your honesty and reputation. your partner is charging. If any of those fees are higher, it's an indication fees
are padded.
Internal threats
Many give lip service to their honesty, Also, ensure that your merchants know to call you with any concerns. You
but to be truly honest, your activities should be (at a minimum) their escalation point for issues that arise.
must demonstrate the meaning of the
word. You must be intentional in your If anything concerns you about your partner's business practices or policies,
actions. Doing so means avoiding you have two choices: you can approach the partner with your concerns and
statements that, although they may see if the company is willing to change, or you can find a different partner.
be true for you, have an indirect
implication on your merchants. For If you choose the latter, do your homework. Make sure you know how the
example: potential partner prices, and the company's position on honesty. The more
transparent, the better. Remember, honesty isn't just a good policy and practice,
• Sure, I can do that: Even if the it sells well. Who doesn't want to do business with an honest person?
merchant makes a request you
are 100 percent sure you can Jeff Fortney is Vice President, ISO Channel Management with Clearent LLC. He has more than 17
accommodate, merchants (and years' experience in the payments industry. Contact him at jeff@clearent.com or 972-618-7340.
most people) hear "Sure, I can To learn about how Clearent can help you grow faster and go further, visit www.clearent.com.
do that" differently than you
do. They often hear that you
haven't been listening. Instead
say, "I am confident I can meet
that need."

• I always tell the truth: Due to
external forces, you cannot
provide guarantees. Absolute
words like "I always tell the
truth" or "I never lie" always
and never imply that you don't
actually understand how
honesty works. Instead say,
"I don't lie. I will tell you the
truth, even if the truth doesn't
mean I gain your business."

The key to controlling your inter-
nal approach to honesty is to live it.
Be transparent, sharing the good,
bad and ugly. But be wise. There is
no need to be blunt. Your choice of
words, especially when the informa-
tion is negative, doesn't need to be
unsympathetic to the situation. Be
honest, but be aware of the impact of
your words.
External threats

Although you can't control the actions
of others, you can control whom you
decide to trust. It begins with your
ISO partner and any vendor you
support.

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