Direct Marketing

Our client was one of the top three executives from a publicly traded company in the payments industry with a market capitalization approaching $1 Billion. We partnered to pioneer a better way to market merchant services.

 

Merchant service providers enable businesses to receive payments from customers using credit and debit cards.  The industry utilizes a variety of direct, indirect, and affiliate relationships to market its services.   Our client had successfully recruited and trained armies of agents using a variety of proprietary techniques – but so too had competitors.  

 

And now the market was saturated.   A typical business can receive five sales calls or more per day from merchant service providers through a variety of channels – telephone, in person, email, and through affiliate relationships with business associations.  Further, thinning margins made it more difficult to recruit and retain sales agents. 

 

We developed a sales strategy that implemented a consultative approach to selling a suite of small business services including SEO/SEM, website design, text marketing, credit enhancement and merchant services.  

 

We took our clients sales and recruiting techniques and built a business around them. We created vendor relationship, negotiated sourcing agreements, designed the website, produced recruiting and training videos, and created all marketing communications. 

 

The program worked.  Businesses were much more interested in hearing about services that they truly needed help with than in hearing about merchant services.  And that opened the door to merchant services sales.