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Education

they don't like, don't pounce with a solution. Instead, By asking probing questions, you will effectively position
acknowledge their concerns, and then probe to confirm yourself as the solution provider even if you must research
whether the problems stem from their current solutions further to find the right solution.
or from something else.
Sure, you should understand POS basics and understand
3. Does it meet your needs today? If merchants like common needs that merchant types (such as retail and
nothing about their current solutions, the answer to restaurant) will require in a POS system. But mastering a
this question may still be yes, because they don't see specific POS system and selling it, instead of identifying a
their solutions doing anything but processing sales. If merchant's needs and finding a system that fits those, will
they list a litany of items they don't like, consider a yes likely result in lost sales – and lost merchants.
answer from them to be truly a no. If they have given
you nothing they don't like, consider the answer a yes. Invest your time in your marketplace, identify individual
needs and meet them. This will increase your success rate
If the answer is truly yes, let them know that's great, and as well as retention. Isn't that why we are in the business?
then ask: Are you expecting to expand your offerings,
and if so, will you have a need in the near future that
your solution doesn't answer? Provide examples such Jeff Fortney is senior vice president of business development and part-
as inventory management or table management. Again, nerships for TouchSuite LLC, a fintech company providing POS systems,
do not fall into sales mode just yet.
payment processing, SEO solutions, working capital and marketing
If the answer to the third question is no, tell them you are services to small and midsize businesses. A long-time payments industry
sorry to hear that. Then ask what their current system professional and mentor, Jeff focuses on strengthening and developing
doesn't do and whether they've looked for solutions to corporate partnerships and evaluating new business to drive strategic
address this? The merchants may have tried to solve growth. He can be reached at jfortney@touchsuite.com.
the issues but given up for various reasons, such as
cost, timing, etc.

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