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Farmers markets, also suffering under the weight of the Degner added he's also been spending time on his website
COVID-19 pandemic, are also interested in leveraging and learning search engine optimization strategies.
online sales opportunities, said Demke-Calixe. EPNA
offers an app farmers market sellers use to showcase Selling merchant services over the phone, or through so-
and sell their products online for off-site pickups. "It's all cial media, requires a different mindset than face-to-face
contactless," Demke-Calixe said. "We've had great traction sales. "It's a warmer sales process," Mac Nab said.
with this." At last count, about 50 farmers had signed up,
she added. James Shepherd, founder of CCSalePro, concurred, stat-
ing, "Selling on the phone or through other stay-at-home
Learning to pivot options involves two distinctly different phases. The first

Many MLSs that excel at face-to-face selling have pivoted phase is more like a qualification process in that it gener-
to other sales tactics as stay-at-home orders keep them ates leads. This is where creativity comes into play."
from pounding the pavement. "We're focusing more on
our online ordering service, cash discount and getting For example, an MLS can form a Facebook group for local
everyone more comfortable using the phone for prospect- businesses to share their experiences and challenges dur-
ing," said Jeff Smith, director of sales at World Bankcard ing the coronavirus pandemic. The first step in the process
Services in Fairfax, Va. is calling business owners to explain what you're doing
and ask them to join the group. Once they join and partici-
"I've started getting comfortable on the phone," said Bren- pate, you'll have a feel for whether they are good prospects
don Degner, founder of Summit Payments in Aurora, and what they might need in terms of payment processing
Colo. "I'm also focused on following up with prospects solutions. Only then does the MLS go in for the sale.
that have fallen through the cracks over the last several
months. Signed one up today on cash discounting." Another tactic might be to telephone clients that are using
old POS technologies. "Tell them that you can offer financ-
ing options for new equipment if they qualify," Shep-
herd said. Then the MLS poses some questions to as-
certain whether they qualify, and if they do, schedule
a demo.

VizyPay, which uses a combination of in-house agent
We’re More Than an Authorization employees (W2) and independent contractor (1099)

We’re The Best Solution For You and Your Merchants agents, has been working on getting its independent
agents up to speed on new marketing techniques.
VizyPay's in-house agents, with their focus on mar-
keting through social media platforms, have been
tasked with helping agents in the field. "We took all
the knowledge from our inside sales team and put it
together on our agent portal as tools [independent
agents can use] for pursuing new clients," Mac Nab
said.
RETAIL/POS DEVELOPERS
VizyPay also has been promoting its Look Local First
eCOMMERCE
program, which encourages consumers to shop local.
And according to Mac Nab, interest in the program
has increased since the COVID-19 outbreak.
Reimagining business
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Plus ePN offers customized, versatile services Tim Beck, a Harrisburg, Pa-area MLS doing business
to help you support your business under the Align Payments moniker, said he's been
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countants and other influencers about how I can help
Through our ePN Partnership, ISOs/MSPs will experience: them retain and bring more value to their clients."
• No fee, lead distribution
• FREE online documentation, development test account, and sample code for Beck also has been talking to merchants about "pay-
experienced developers ment technology solutions that will not only help
• FREE brandable marketing materials through our Reseller Support Center them survive, but thrive." These include POS sys-
(800) 296-4810 • eProcessingNetwork.com tems, ecommerce platforms, virtual terminals and in-
© eProcessing Network, LLC. All Rights Reserved. All trademarks are the property of their respective holders. tegrated marketing. "That terminology is resonating
with them," he said.
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