Page 39 - GS200401

Education

that in May, agents are going to tell you how much I have
raised their costs. When they do, be prepared to tell them
that you and I have already talked, and you understand
You have to communicate the the changes. Don't let them mislead you."
changes before they happen in Use the same approach for those you telephone. They may
a fashion that leads merchants not be able to see the statement, but they can understand

to listen to you first. You must the discussion. In all cases, close with the caveat.
have a conversation. By spending March and April retaining your merchants
while adding new ones, you will handle fewer calls in
May – and fewer merchants lost. You can also then spend
May visiting prospects, asking them, "Did you know your
rates went up?"
After classifying, prepare for those you are visiting by
pulling the most recent statement and identifying where Jeff Fortney is senior vice president of business development and part-
the changes may impact them (if they do). Outline your nerships for TouchSuite LLC, a fintech company providing POS systems,
discussion in advance, remembering that the goal is to payment processing, SEO solutions, working capital and marketing
explain the changes in layman's terms, and how they may services to small and midsize businesses. A long-time payments industry
(or may not) affect the merchant. Be honest and clear. professional and mentor, Jeff focuses on strengthening and developing
corporate partnerships and evaluating new business to drive strategic
Be prepared to answer questions again in layman's terms. growth. He can be reached at jfortney@touchsuite.com.
Close with a caveat along these lines: "I want to warn you