(Part I of III) How To Present Merchant Services to Your POS Prospects
Top 10 Objections When it Comes to Merchant Processing
A question I come across a lot from our partners is “What is the best way for me to introduce merchant services to my clients?” It’s a great question and one that I enjoy answering.
There is no doubt the topic of merchant processing can be difficult to cover with merchants. Chances are, the business owner has been burned by a processor in the past or spends a good portion of their week dodging aggressive sales reps. The industry has gotten a bad wrap because of this.
In this three part series, I will layout my experience in the POS and merchant processing industry and how I found success with relationship focus selling.
The Digital Marketing Cycle- From Lead to Customer
Let’s face it, many business owners see merchant processing as a commodity. And who can blame them? The industry pumps out salespeople who sell on rates alone and have limited knowledge of the industry, its regulations, and the systems that authorize their transactions.
Objections to merchant processing has evolved over the years. Some are valid, and some are merely used as a polite way of expressing they are not interested. With that said, I think this a good time to share my “Top 10 Objection and Rebuttal” list with Priority I.S. Partners. Hopefully this document will help you when you come across merchants who politely tells you they are “not interested.”
Tips on Informing Your Merchants About Additional Services Your Company Offers
Digital marketing has evolved and will continue to change for the unforeseeable future. In its infant stages, a business could see a good bit of traction from Search Engine Optimization (SEO) alone. Fast forward to recent times, many companies have had to find creative ways to drive “clicks” to their site in order to win the “Google Game”.
Understanding and Preventing Merchant Processing Holds and Reserves
You have an amazing company, and you’ve worked hard to include value added services that can help your merchants’ business grow. The final, and probably the most difficult, step is informing your customers and capitalizing on their interest.
Outside of using time and resources to physically call on each of your merchants, there are cost-effective tools available that can help your communication. Below are some ideas on getting started and the steps you can take to maintain a strong online presence with your customers and attracting new prospects.
Card Brand Rules Every Merchant Should Know
There are a number of reasons a merchant can experience a credit card hold/reserve. There are also a number of things merchants can do to prevent this headache.
Knowing the basics of credit card reserves and holds can save merchants quite a bit of frustration and hopefully help them avoid experiencing a delay when receiving their funds.
Reviewing Your Merchant Support Notes is Easier Than You Might Think.
As POS and credit card technology changes, so do the requirements from Visa, MasterCard, Discover, and American Express. Merchants rely on their merchant processor more than ever for information on how to remain compliant with bankcard regulations. Doing so can help the merchant avoid chargebacks and fees passed down from the four major card brands.
Minimum Purchase Amounts
Merchants are allowed to require a minimum amount in order to run a credit card, however there are a couple rules they should know:
It's a Better Time Than Ever to Offer EMV
As a Priority I.S. partner, you have the ability to review all support notes left for you merchants in MX ISO Agent, all from one single, convenient source.
To Get Started
1 Log into MX ISO Agent at mxisoagent.com using your partner credentials. If you do not have login information, please contact our support team at firstname.lastname@example.org.
2 Once logged in, click on “Dashboard” in the top navigation bar.
PCI-DSS Doesn't Have to be Difficult.
The topic of EMV is not new among the POS and merchant processing industry. But while the discussion has lost a bit of steam, the opportunity for merchant processing and point-of-sale vendors hasn’t.
It is no secret that the adoption rate for EMV has been slower than expected. What is more surprising is the number of merchants who still do not understand what EMV is or the risks that are involved with not accepting chip cards. The industry as a whole has seen an influx of fraudulent chargebacks due to consumers who are now savvy enough to identify merchants who do not accept EMV. Cardholders looking to take advantage of merchants who still swipe has become more common costing merchants millions of dollars a year in indisputable chargebacks.
Understanding the Differences Between Cash Discounting and Surcharging
As an added benefit for your merchants, Priority I.S. offers FREE Self Assessment Questionnaire (SAQ) support and Quarterly Network Scans through our ControlScan app.
Below are the steps your merchants can take to set up their ControlScan account and begin the SAQ/scanning process. Be sure to download the Word document below for the copy and sample images that can be forwarded to your merchants.
5 Ways POS Systems Are Changing (and Why It Matters)
It’s a hot topic now: Cash Discounting vs Surcharging. How are they defined? How are they implemented? What are the repercussions of running one of these programs improperly?
There is a shift in merchant processing and many processors are scrambling to understand Cash Discounting and Surcharging as the rules become clearer on how merchants can pass the processing fee off to the cardholder when using a credit card.
Preparing for a POS Down Crisis
Point-of-sale (POS) systems are advancing, providing businesses with greater flexibility, control and intelligence than ever before. Businesses have moved from traditional cash registers and stationary credit card readers to iPads and even mobile- or cloud-based POS systems. This shift in technology will not only provide businesses with additional features, but also allow businesses to keep all reports and transactions in one place.
Softening Your Merchants’ Impact of an Interchange Rate Increase
Even the best POS systems go down. It is not a matter of if, but when. Preparation and practice for this type of event is key. The best thing a business can do is to get ahead of the situation to mitigate the damage and reduce the financial impact.
Why Transparency Should be Important to ISV/VARs and Their Merchants
As expected, Visa and Mastercard have confirmed an April 2019 increase in interchange rates, the fee charged by banks that covers the cost of handling and credit risk inherent in a bank credit or debit card transaction. While they have not announced the amount of the increase, your merchants should expect to pay slightly more for their merchant processing in the coming months.
Chargebacks: Knowing, Avoiding, and Fighting Them
There’s little doubt that today’s technology is complex, and ISVs and VARs must embrace the ever-changing POS and Merchant Processing Industry to stay relevant. Dig a little deeper and one can quickly see that there are other elements at play. There is an increasing need to offer downstream transparency, from the processor to the merchant.
Using Priority's Free MX Express Mobile Processing App as a Backup
Chargebacks…the bane of many small to medium size businesses. Chargebacks have run rampant in the merchant processing industry. Many business owners feel helpless as the chargeback process has evolved into an unwinnable process to fight a form of fraudulent disputes. The best course of action? Prevention.
Visa: Why Target’s Tap-And-Pay Leap Will Ignite Contactless Cards
If your merchants need to be out and about while transacting or are looking for a powerful backup processing solution, MX Merchant offers a mobile Android/iOS app built to suit their needs. MX Express is an easy to use application that allows merchants to accept mobile card payments (with or without card reader) with optional gratuity.
Five Keys Choosing the Right Merchant Processor
After many years as a holdout in the world of near-field communication (NFC) payments, Target grabbed a lot of headlines yesterday (Jan. 22) with its announcement that it is embracing contactless payments. Target will enable this feature at checkout at all 1,800 of its U.S. stores over the next several weeks.
The Seven Benefits of Partnering with Priority I.S.
Selecting the merchant processor that’s best for your business is not an easy task. Too many merchants fall into the trap of simply looking for the provider with the lowest quote only to find themselves paying more after exposing hidden processing fees. Over time, this can turn into a very expensive mistake.
A New Year, A New Office!
Control What Matters the Most—Your Ability to Succeed!
It doesn’t really matter what business you are in today—everyone is looking for ways to be in control of data. Companies want to make a significant impact and stay in-step with advancing technology and do it securely. As we move into the new year, competition will only get more intense.
To better serve you, we have designed our space with agility and service in mind. During the build out, our focus was to provide our team with the environment and tools necessary to help you succeed. We are incredibly thankful for all of our partners and can’t wait to make 2019 an amazing year!