ETA Expert Insights: Top Tactics for Successful Sales in December

By ETA Payments Sales & Strategy Committee

With the holidays and the end of the quarter and year, December presents unique opportunities for the payments industry and their clients and potential clients. In a recent roundtable discussion led by ETA Payments Sales & Strategy Committee Chair Patrick Gallagher of Reliable Payment and Vice-Chair George Smith of Payscout, the following top tactics for selling in December were discussed:

• Review December is an ideal time to review the successful strategies for the previous year.
• Circle back Reach out to prospects to see if it’s the right time to start new discussions.
• Gratitude Visit clients to thank them for their business, bring a gift and ask for a referral.
• Education is a Gift During December, provide education to clients and potential leads (consider hosting a webinar to meet this goal).
• Laser Focus Tailor your comments about payments to those that concern your client’s business.
  • For example, the following messages can work: as you close your books, don’t wait to switch provider
  • As you’re introducing new services: December is a good time for some to implement.  Don’t wait until February or March to implement new systems
• Pre-Plan Spend this time optimizing the sales from November and getting them ready for January. This helps to maximize January sales.
• AwarenessKnow your customers’ busy times and avoid trying to meet with clients that are busy with holiday sales or peak periods.
  • Don’t meet with jewelers during the holidays or restaurant owners at lunch.
  • Enterprise sales can be done during December as they’re available to prepare for 2023.
• Add-Ons Reach out to membership associations to offer payment processing services as a benefit to their members as this is peak renewal time for them.