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Payment Processing ISOs - 3 Big Things to Organize

Posted by Todd Little | Wed, Oct 31, 2012 @ 01:00 PM

Disorganized ISOToday's ISOs are under more pressure than ever to perform, given the increased competition in the payment processing industry and a sometimes confusing array of choices for merchants. To meet the challenges of today's payment processing marketplace, you need to be on top of your game. With that in mind, here are three helpful tips you can use right away to better manage your time and generate more sales and revenue.

  1. Organize your workspace. Whether you work from home or an office, de-cluttering and organizing your space is a crucial first step. Get rid of all the old files and documentation you no longer need, back up important digital documents and files, sift through client files to ensure they're properly organized and devote a little time each day for workspace upkeep. Having a clean, clutter-free environment to work in will energize you as well as save you time locating materials, phone numbers and paperwork each day.
  2. Organize your selling time. Time is money, right?  That's especially true for the merchant-level sales professional. Maximize the time you have to sell each day. Go through your list of contacts, and arrange your sales prospects in terms of priority. If you haven't yet invested in customer relations management (CRM) software, start looking into it; CRM software such as Salesforce or ACT! can provide a variety of tools to help you reach out to contacts, track activity, prompt follow up and maintain the relationships you've worked so hard to build. If you're working from your own database, be sure to respond to client calls, emails and queries as promptly as possible, and invest in scheduling software to help you manage appointments and contact information.
  3. Organize your offerings. If you sell many services, clearly identify which services work best for different prospects and which prospects could benefit by your products and services.  Don't waste their time, or yours, on offerings that make no sense for their business. Just as important, make sure you have the newest services your merchants are asking for: mobile, RDC, collections, electronic check processing, and Future Deposit. If not, do some research and update your offerings. Industry publications such as The Green Sheet, ISO & Agent and Transaction Trends not only report on new technology and the marketplace but can be good sources to connect you with reseller opportunities. If you can, attend industry conferences and meetings to learn about new products and make personal connections.

As the year comes to a close, now's the perfect time to clear out the old and take on the new.  If you're interested in finding out more about new check services to add to your portfolio, I hope you'll take a look at what CrossCheck has to offer.

Contact Partner & ISO Relations

Topics: Independent Sales Organization (ISO)

Written by Todd Little