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Education

Rely on quality for reputations, referrals go through our database of former clients, including those
who signed up but were never installed. We call them,
To ensure that prospective merchants are interested, write send an email, and then mail them a handwritten note as
quality merchants, hire your own high-quality people, and a follow-up.
please, please partner with a reputable ISO or a processor.
Merchants don't give a second thought to your payment For decades, teaming up with complementary businesses
processor, they know you and your reputation is at stake. also has been a successful strategy for top producers.
Partner up with other local businesses that aren't directly
Listen more than you speak. Listening to our loyal competing with yours. Think about how you can market
merchants is another really good way for us to attract new to each other's customers to generate new business. In
ones. Responding to emails, personally calling individuals addition to more obvious referral sources like agent banks
who have complaints and mailing handwritten notes is and trade associations, CPAs, for example, or that friend
simple but effective. who works as a commercial insurance agent (whose
business you may not have been able to write) would make
Asking for referrals seems straightforward, but I can't excellent referral partners.
tell you how many times I've asked a sales partner, "Did
you ask for referrals?"—only to be met with a blank stare And, of course, my personal favorite, cold calling, which
followed by, "I don't know why I didn't." Getting referrals deserves its own article ...
is easier than you think. The most difficult part is having
the courage to ask for them.
Natasa Cvijanovic, co-founder and CEO of Tesla Payments, has a proven
Some salespeople believe that asking for referrals will track record within the payment industry of cultivating successful rela-
offend their merchants. The truth is that if your merchants tionships with ISOs, MLSs and strategic partners. In developing national
are happy with your service, they will gladly recommend sales channels, she provides training and coaching to sales partners to
you to others. That is why it is critical that you build strong enable them to become better business partners and advocates for their
relationships with your merchants. merchants, and to assist them in building portfolios producing steady
residual streams. She is also dedicated to consistently delivering high
Referrals are the most effective and easiest ways to generate levels of professionalism, integrity, dependability and trustworthiness.
new business, but far too many salespeople simply sit back Contact her at natasa@teslapayments.com.
and wait for their existing merchants to refer their friends
and family to them. And if you are one of those salespeople,
you may find yourself waiting for a long time. If you want Snapshot of Upcoming Events
to grow your business, you have to ask for referrals and
come up with a strategy for soliciting referrals from each
and every one of your existing merchants.

Are you networking and generating word-of-mouth
through your involvement in local networking
organizations and events? The adage "Dig a well before
you're thirsty" applies. By establishing a network of
colleagues and business contacts, you ensure that when June 13 - 15, 2022
you require an introduction to a prospective merchant or
another opportunity to expand your business, you can Loews Midtown Atlanta
rely on your network for assistance. www.southeastacquirers.com/

Can you call on your network today to help you grow
your business? If not, there is still time. However, taking
inspiration from 35th U.S. President John F Kennedy,
ask not what your networking group can do for you. ...
It is important to maintain an attitude and intention of
assisting others when networking rather than focusing on
how they can assist you. You can build more meaningful
relationships that result in new customers by focusing on
assisting others with their business needs.

Network to keep the old, sign the new September 7- 8 2022
Is reviving old merchants a strange concept? This is a Hyatt Regency Huntington Beach
common practice in our company. Something old can be https://westernstatesacquirers.org/
transformed into something new. Every few months, we

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