If you have heard it once you have heard it a thousand times, I'm not interested! If this is not true, you should ask yourself if you are spending enough time on the street. Indeed, the response most often given by a prospect is that they are happy doing nothing. Of course, your job is to make them want to do what human nature compels them not to do: Do something! Make a change!
What do you say when you hear, "Thanks anyway, but our current service is fine." Do you walk away? Of course not!
But, the merchant has a pointóif they're satisfied with their current service, why should they change to yours? Because your service will WOW them, rather than just meet their basic needs. Try the following responses to show them what they're missing!
"Great, I like to deal with merchants who make good decisions. But, when the decision was made to go with company X, maybe you didn't know about us. That may have been the best choice then but now we offer: multiple check, sales saver..."
"You may feel you're satisfied because you weren't aware of all we offer. Let me tell you some of our benefits and you'll see how you can go from satisfied to ecstatic."
"Did you have a different company before your current one? Why did you change? Were you happy that you did? Well, it can be even better!"
"I think I understand what you're saying. You don't want to go through the effort of changing. Well, I can give you a variety of reasons why this will be good for you, your business, and your personal well being. You won't waste business time and resources chasing payments and you'll have more time for a personal life."
"What do you like best about your current service? Well, let me tell you how we can expand on that and give you the best possible service."
"Fine is OK, but as you know, business is tough and there is always someone nipping at your heels. To thrive and not just survive your service has to be exemplary. We know that, and that's why we strive to provide the best (not just adequate) service. We want you to be thrilled with your service, not just satisfied."
"Of course you're satisfied, and the service is fine. But, don't you want more than just the status quo? Don't you want something better for your business?"
"Is it really fine? How many claims did you submit last month? Did you have to call customer service? Why? Did you get a prompt response? Was it the response you wanted or was it just ëfine.'"
There are many companies whose service is fine. The key is showing your prospect that your service is exceptional.
Paul H. Green
Editor-in-Chief
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