We’ve all had our slumps. Maybe you’ve experienced this scenario before…
It’s been a long couple weeks. Your problems started with your existing merchants, from terminal issues to merchants who simply want to take their business elsewhere. These problems cut into the time you had to go out and sell your credit card processing services. But you did your best, going out on sales calls and trying to sign new merchants.
However, your results weren’t exactly stellar. Not one merchant signed! This news, combined with your other problems, pushes you further down into your slump. In fact, you’ve been thrown out of more merchants’ offices in the last few weeks than at any other time in your career. Clearly you’re doing something wrong. You’ve lost your sales mojo. Your credit card processing company is in real trouble. There has to be something you can do to get out of this slump.
Sound familiar? Whenever you find yourself in a slump, it’s important to remember than no matter how bad it gets, it’s probably not your fault. There are a lot of factors outside of your control, and you can’t make a merchant sign with you. You can only control what you do and do your best. The actions of others are out of your hands.
In the high-pressure game of trying to sell your credit card processing services, it can be easy to forget this. But if you do, you’re setting yourself up for unnecessary pain. Measuring your success solely based on how many merchants you sign ties your confidence and happiness to something you really can’t control.
The solution? Evaluate your success not on whether merchants sign, but on your own actions. If you do the right things, success will come eventually. Focus on the process, not on the results. Try this approach:
1. Only track your actions. Track what you say and how you say it.
2. Make sure you’re using a sales process or strategy that has worked for you in the past, or that has worked for others.
3. Record the number of potential clients you talk to, not the number that sign with you.
4. Track firm decisions only. A “Yes” or a “No” is something you can learn from. A “Maybe” or a “Let me get back to you” is not.
5. Let your only goal be to reach a number of decisions during a certain time period. Then book enough time to get those decisions.
6. It’s important to support your existing merchants in order to retain them, but your credit card processing company’s future also hinges on your ability to sign new merchants. Make sure you have enough time on your schedule for sales.
This approach may not help you sign merchants right and left. But it will prevent slumps from being so discouraging. Focus on the things you can control–your actions–and you’ll be satisfied no matter what happens. The success will come in due time.