Working as a merchant services agent in the payment processing technology space can be exciting, as the digital payments industry is rapidly growing. According to Statista, total transaction value in digital payments is expected to grow at a compound annual growth rate of 9.52% between 2024 and 2028, resulting in a projected total growth amount of $16.59 trillion. That makes it easier to sell a variety of payment processing tools, since you’re helping diverse businesses stay competitive in a variety of industries.
Advanced technologies can enhance sales in the payment processing sector even more. As capabilities in areas like real-time data analysis, transaction security, and customer service efficiency grow with the help of technology, the following are some more examples of technological innovations that can empower sales agents in payment processing.
Integrated Sales Opportunities with Independent Software Vendors (ISV)
A dedicated payments partner who’s interested in your business success should help you adapt to industry trends and grow with the payments industry as a whole, so you can continue winning new business opportunities that benefit your bottom line. Software and merchant service worlds are converging at a rapid pace. When you partner with a payment platform that provides you with dedicated support, you can naturally grow your business through connections to the platform’s independent software vendor (ISV) partners.
Without a partner to guide you through ISV opportunities, it can be difficult to wade through the vast amount of competition that’s intensifying among software integrated payment providers. A referral model that connects sales agents with ISV opportunities makes it easier for sales agents to partner with leading software providers and enhance offerings to their clients, thus growing their business.
A streamlined referral model also makes integration easier. There may be opportunities such as co-branded marketing and sales collateral that’s already been developed and refined by software partners, which sales agents can easily use for functions including product education.
Smart referral models can enable sales agents to access new markets, improve retention, and improve lifetime value. ISVs may take on the majority of onboarding, training, and servicing, making the sales job easier for agents.
Easy-to-Use Demonstration Hardware & Software
When you’re trying to sell merchants payment processing software, it’s essential that you can easily demonstrate it as soon as you need to and ensure seamless adoption once merchants sign on. A payment processing provider that offers diverse types of payment processing methods makes it easier to sell potential clients on using that provider in their space.
For example, CardConnect’s payment processor partner, Clover, offers easy-to-use technology that’s effortless for sales people to master and then demonstrate effectively to leads. Tools include:
- Lightweight, handheld payment technology
- Smartphone payment processing
- Desktop stations with minimal physical footprints
Using payment processing technology that takes up less space, is lightweight, and is easy to carry and manage makes it easier for sales partners to offer clearer demonstrations and help merchants understand the power of that technology. Once merchants decide to use specific products, the continued ease of use can help them grow their businesses, which could lead to more payment processing sales and business growth for agents.
Mobile Device Management
Some payment processors will also offer anytime, anywhere access to insights into payment processing devices and how they’re being used. For example, the CoPilot Clover Integration (CCI) gives sales partners always-on visibility into their merchants’ Clover information. Features include the ability to:
- Manage Clover devices remotely, including Home Screen messaging
- Reprovision devices from one merchant to another
- Manage promotions and the Clover App collection
Features like these help agents improve the service they provide their merchants, since they can track data in real-time and evolve their customer relationship management (CRM) strategies with enhanced offerings. Agents can complete payment processing actions more quickly from wherever they are by using the virtual dashboard, which enhances speed of service for merchants.
Portfolio Management
A portfolio management platform like the one within CoPilot enables sales agents and independent sales organization (ISO) partners to track everything in a portfolio, from merchant application processing, to risk monitoring and merchant support, with transparency every step of the way. CoPilot’s portfolio management also automates every stage of the merchant lifecycle, which vastly improves agents’ ability to support customers and sign new business more quickly.
It's also helpful when a portfolio management tool offers residual reporting, so agents can track every line item detail, see application and product status tracking, and manage device ordering and ticketing. A digital application that provides everything from seamless onboarding to device management makes sales and CRM easier for agents.
Predictive Analytics
As technology advances, so do capabilities for advanced data gathering and analytics. For payment processing sales, for example, the CoPilot Merchant Churn Probability Model is a machine learning algorithm that models the relationships and interactions between a predetermined set of variables to predict the likelihood of merchant cancellations or becoming no-use. Variables used in the model include:
- Customer demographics and pricing (i.e., the merchant’s category code [MCC] industry)
- User behavior (i.e., level of engagement with other payment processing products)
- Support features (i.e., number of customer support tickets)
The algorithm uses these variables to identify patterns and assign each merchant a churn probability score. Through testing and analysis, it’s been observed merchants with a score of 50% or higher are likely to churn at 7x the rate of merchants with lower scores.
Based on merchants’ scores, agents have the opportunity to reach out to merchants when it matters most, to continue to foster relationships and avoid cancellations.
Other Technology to Consider
Communication Tools:
Communication is critical for successful CRM. Email management systems and other communication software and platforms can enable agents to communicate with merchants in a timely manner. Agents who effectively track their emails and respond quickly can stand out from competitors whose communication is lagging.
Artificial Intelligence- (AI-) Powered Tools:
AI-powered tools, such as marketing automation and drip email campaigns, can help automate repetitive tasks and optimize marketing and sales strategies. Look for platforms that effectively engage and nurture leads in the background, freeing you up for more customer-facing actions that can help you grow your business.
Unattended Payments:
Unattended payments are a type of technology tool that enables agents to target potentially new verticals, such as car washes, golf driving ranges, and other locations where vending machines and contactless payments are common. Unattended payments are any checkout system that replaces a cashier with a self-service terminal or kiosk. These can range from vending machines at a laundromat, to tap payments throughout a subway station. The new CardPointe Unattended is one such unattended payment option that can be added to agents’ sales portfolios.
Accelerate Payment Processing Sales by Staying on Top of Technology Trends
It’s also helpful for sales agents to attend trade shows to learn about the latest industry trends and innovations, so they can stay ahead of the competition and tailor their offerings more effectively. Trade shows also enable agents to engage directly with merchants and showcase their services, address specific needs, build trust through face-to-face interactions, and ultimately sell merchant services and foster long-term business growth.
Sales agents can use the technology offerings mentioned in this article to elevate their sales, improve retention, and streamline their workflows. To access tools like those covered here, contact CardConnect. CardConnect offers a suite of technology tools that benefit sales agents in the merchant services industry. We’re constantly developing new tools and improving existing features to make selling merchant payment processing easier for agents.
Consider CardConnect your partner in growing your business. For a free consultation, sign up here.