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Education





            •  Ask questions about the state of the business.
               "I was just admiring your ___________. I work
               with many merchants in your industry. Since
               the holidays, many of my partners have seen a
               downturn in your sales. How has it been with
               you?" Or, "So, how has the after season treated
               you?"                                                Industry Show:

            •  Comment on their business.  Don't be shy.           Worldwide Business Research
               Look around and find something that you
               find ingenious, something that catches your                    Future Digital Finance
               eye (inside or out) and compliment them on          Highlights: Future Digital Finance promises to
               it. "I have been noticing XXXX, and it's quite      bring together more than 200 senior-level execu-
               impressive.  It  catches  the  eye.  What  a  great   tives from the most innovative institutions in an
               idea. I bet it helped your sales." Or, "I have been   intimate setting to shape the future of finance. In
               intrigued by your restaurant/store for some         addition to providing networking opportunities
               time. I am glad to have the opportunity to talk     with industry leaders, the conference will address
               to you."                                            the biggest obstacles that big banks, regional
            •  Ask a specific question about their business.       banks, credit unions and credit card companies
               "In talking with other shops/restaurants, I hear    currently face to help all stakeholders remain
               a common concern about x" (make this general        competitive in this era of digital transformation.
               at this time). "Has this impacted you, and how      On the agenda will be 60+ forward-thinking
               have you handled it?"                               speakers from RBC, PNC Bank, Citi, Barclays,
                                                                   Wells Fargo, BNY Mellon, Webster Financial and
        Notice that there is no reference in any of these          more. In addition, there will be more than 30
        questions to payment processing. With this approach,       hours of interactive sessions, including closed-
        you are setting yourself apart from the others who sell    door VIP meetings, roundtables, workshops,
        payment processing. You are building the merchant's        town halls, and Tonight Show-styled group pan-
        trust that your interest is more than just about what      els – all designed to help attendees develop deep.
        you want, but what helps them.                             When: March 9 – 10, 2020
        Gaining valuable insights                                  Where: Hyatt Regency, 400 SE Second Ave.,
                                                                   Miami
        Additionally, you can use the information you garner
        when talking with the merchant. You can base your          Registration: bit.ly/2rVn0I1
        offering's structure on what they have said. If a
        restaurant owner says that they would love to find a       Southeast Acquirers Association
        way to turn tables quicker, ask further about what they                     SEAA 2020
        have done to do so. If they don't mention pay at the
        table, that would be an ideal time to raise that option.   Highlights: This annual event is ideal for anyone
        By really talking with your merchant customers, you        in the electronic payments industry who wants
        gain knowledge.                                            to sell, learn or network with the industry’s “feet
                                                                   on the street” merchant level salespeople, ISOs,
        And the old adage that knowledge is power is still true    processors, hardware and software vendors,
        when it comes to successful sales. We sell a confusing (at   value-added resellers, media representatives and
        best) product that is often seen as a required nuisance.   many more professionals in the sphere.
        Why not gain the knowledge that will enable you to         In addition to an inspiring mixture of presenta-
        position your services as an asset and not a liability? It   tions, panels, workshops and other educational
        all begins with a conversation.                            opportunities, there will also be plenty of time to
                                                                   network with colleagues and friends, new and
        Jeff Fortney is  senior vice president of business development and   old, in a number of friendly settings selected to
        partnerships for TouchSuite LLC, a fintech company providing   bring people together.
        POS systems, payment processing, SEO solutions, working capital   When: April 6 - 8, 2020
        and marketing services to small and midsize businesses. A long-  Where: Intercontinental Miami,
        time payments industry professional and mentor, Jeff focuses on   100 Chopin Plaza, Miami
        strengthening and developing corporate partnerships and evaluat-
        ing new business to drive strategic growth. He can be reached at   Registration: https://events.american-tradeshow.com/
        jfortney@touchsuite.com.                                   seaa20/begin

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