ACN s Preferred Merchant Services Partner
Your Guide to Selling Merchant Services 1. Merchant Services 101 2. Engage Merchants 3. Submit Leads 4. Stay Involved
1. Merchant Services 101: What is Merchant Services? Also known as credit card and debit card processing, it s the authorization and funding of electronic transactions for businesses.
The Players Cardholder or Customer Merchant or Business Processor: Anovia Payments Issuer: Credit Card & Debit Card Companies The owner of a card issued by a bank that is used to make credit card purchases A business that accepts credit cards as a form of payment for goods and services An organization that processes and settles a merchant's credit card transactions Visa, MasterCard, Discover, American Express PIN-Based Debit Cards Gift Cards Electronic Checks Merchant Services 101
The Transaction Flow A card is swiped or key entered into the Merchant s Point of Sale System 1 Customer gives a merchant their credit or debit card. Cardholder Merchant Merchant Services 101
The Transaction Flow (continued) The Point of Sales System then communicates that transaction to the Merchant s Processor 1 2 Customer gives a merchant their credit or debit card. Point of Sales System communicates with the Processor (Anovia) Cardholder Merchant Processor Merchant Services 101
The Transaction Flow (continued) The Processor then routes that transaction to the company that issued that specific credit or debit card 1 2 Customer gives a merchant their credit or debit card. Point of Sales System communicates with the Processor (Anovia). 3 Processor confirms with the Issuer of that Credit Card whether the transaction is authorized. Cardholder Merchant Processor Issuer Merchant Services 101
The Transaction Flow (continued) The Card Issuing Company tells the Processor that the transaction is either Approved or Declined 1 2 Customer gives a merchant their credit or debit card. Point of Sales System communicates with the Processor (Anovia). 3 Processor confirms with the Issuer of that Credit Card whether the transaction is authorized. Cardholder Merchant Processor Authorization is sent back to the Processor. 4 Issuer Merchant Services 101
The Transaction Flow (continued) The Processor sends an electronic message back to the Merchant s Point of Sales System saying Approved or Declined 1 2 Customer gives a merchant their credit or debit card. Point of Sales System communicates with the Processor (Anovia). 3 Processor confirms with the Issuer of that Credit Card whether the transaction is authorized. Cardholder Merchant Processor lets the merchant know the transaction is approved. 5 Processor Authorization is sent back to the Processor. 4 Issuer Merchant Services 101
The Transaction Flow (continued) The Processor sends an electronic message back to the Merchant s Point of Sales System saying Approved or Declined 1 2 3 Customer gives a merchant their credit or debit card. Point of Sales System communicates with the Processor (Anovia) Processor confirms with the Issuer of that Credit Card whether the transaction is authorized. Cardholder Transaction is complete! 6 Merchant 5 Processor Authorization is sent back to the Processor. And this all happens in 3-5 seconds! Merchant Services 101 Processor lets the merchant know the transaction is approved. 4 Issuer
Card Issuing Company Charge the Processors The Card Issuing Companies charge all Processors the same set of Rates and Fees Referred to as Interchange Interchange is a complex set of percentages (i.e. Discount Rates) and flat fees (i.e. Transaction Fees) charged on each transaction There are over 300 different Interchange Levels that may apply to any given transaction. Interchange makes up approximately 65-90% of a Merchant s overall monthly fees. Pricing is extremely complex 1 Visa, MC, & Discover charge a Processor Interchange Fees for every transaction they process on behalf of a merchant. Processor Issuer Merchant Services 101
Processors Then Charge Merchants A Processor marks up Interchange, and then charges a Merchant for each transaction that they process The mark up above Interchange is where Revenue is generated; a Processor s mark-up only constitutes approximately 10-35% of a Merchant s overall fees 2 1 A Processor Marks up Interchange, and charges a merchant for every transaction they process. Visa, MC, & Discover charge a Processor Interchange Fees for every transaction they process for a merchant. Merchant Processor Issuer Merchant Services 101
Anovia Processes Payments in ANY Business Environment We offer solutions for all Point of Sale environments, including face-to-face, Over the Phone, Mobile Devices, and Online E-Commerce Storefront Mail/Phone Order Smartphone/Tablet E-Commerce And we process for all types of electronic payments, including: Visa, MasterCard, Discover, American Express, and JCB Debit and Credit Cards Gift and Prepaid Cards Electronic Check Cards Merchant Services 101
2. Engage Merchants 1. Identify Opportunities 2. Start Conversations 3. Handle Objections 4. Set Expectations
Identify Opportunities
Who Should You Target? Where Do You Spend? Friends and Family Current Associates Local Businesses Regional Franchises & Chains Dine-In Restaurants Doctor Offices Mobile Businesses Repair Shops Hotels Bakeries/Butcher Shops Health and Fitness Pet Services Home Services Specialty Stores New Businesses Salons/Spas Retail Shops Websites Identify Opportunities
Who Should You Avoid? National Chains Big Franchises Pay at the Pump Identify Opportunities
Start the Conversation
You Offer A Distinct Advantage Be Confident You have a Strong Offer Power of ACN Hand-picked Anovia Payments Collective buying power of all ACN customers means better pricing and service to each individual Merchant Dedicated Account Executive and Support Team Meet or beat pricing guarantee YOU your passion and support $100 Start the Conversation
Do You Accept Credit Cards? Who would I speak to about your credit card processing? My partners at Anovia Payments can help. Do you have 10 minutes to have our payments experts analyze your program? Start the Conversation
Are You Speaking to the Decision Maker? Start the Conversation Can you get a pre-commitment from the customer? If Anovia can offer a better program will you change? Can you get a FULL merchant statement? All pages, front and back, are important in creating a comprehensive comparison of rates and fees. What is the best time and way to reach you?
Handle Objections
I m Too Busy or I m Already Approached All the Time IT S QUICK: Only Takes 10 Minutes IT S GUARANTEED We Will Meet or Beat the Current Deal, or We Will Give the Merchant a $100 To qualify: Submit a referral and include a current merchant statement Process at least $3,000 per month in MasterCard/Visa volume Excludes large multi-region chains and franchises Handle Merchant Objections
Why Do You Need My Merchant Statement? Handle Merchant Objections Better for the Merchant Allows us to provide a merchant with our best rate Allows us to provide a comprehensive rate analysis Helps us win deals **Improves our odds by 40% Easy and Safe to Send Merchants receive them once a month via mail, email, or online Doesn t include sensitive account information or cardholder data It s Preferred, Not Required For business new to processing OR Merchants that won t provide their statement submit it anyway!
I m in a Contract I Can t Break. Don t be Discouraged most Merchants are under contract. Our Account Executives know how to sell through this concern. Our Low Pricing can more than compensate for an Early Termination Fee, essentially buying out the contract. It happens all the time. Handle Merchant Objections
I Already Have a Great Rate. We are able to Meet or Beat current rates more than 90% of the time. Isn t it worth 10 minutes to validate a great rate?!? Extremely low rates and fees are just one of many reasons we are the best fit: Superior customer service and technical support Dedicated Account Executive Free online reporting Free loyalty program Relationship selling closes deals. Price/rate selling creates shoppers. Handle Merchant Objections
Can you work with my Terminal or my Software? CONVERT TERMINALS We can convert most terminals at no cost, so Merchants can use their existing equipment. SUPPORT POS SOFTWARE Our processing platform supports most all payment processing software solutions in the industry. PROVIDE NEW SOLUTIONS Anovia also offers low cost, future-ready equipment or software options to process payments. Handle Merchant Objections
Set Expectations
Create an Opportunity for Success They will have questions or concerns! Confidently let them know that Anovia will be able to answer those questions in our first 5-10 conversation Tell your Merchant to expect a call from Anovia within 1-2 business days And make sure the merchant is ready to take our call, and have a 5-10 conversation with us If you are with the Merchant and they have 10 minutes Start the referral process now AND connect them with us immediately Set Expectations
3. Submit Lead 1. Submit Online 2. Complete Information 3. Contact Options
Submit Leads Online
Submit Lead Anywhere You Are Online Computer Smartphone Give as much information on the form as possible. This can give the account executive hints to make the initial call warmer, plus keep you in the loop. There are fields for: ACN IBO e-mail and phone number How you know the Merchant Tablet Alternate telephone number Submit it with the Merchant in less than 3 Minutes Best time to call Submit Online
Start at Your Storefront Select Merchant Services from Distributor Page: NAME.shopacnrep.com/smallbusiness To Get Started Submit Online
Choose Get Started Select Get Started to begin entering Merchant Information Go to Form Select Language Or scroll through company information, videos, products information and Merchant testimonials. Submit Online
Enter Merchant Contact Information Secure and Encrypted Optimized for Mobile User Friendly Descriptions and Help Topics 1 *required Merchant Information Business Name* Contact First Name* Contact Last Name* Preferred Phone Number* Alternate Phone Number Choose best time to call Contact Email* Best Time to Call Submit Online
Enter ACN IBO Information Secure and Encrypted Optimized for Mobile User Friendly Descriptions and Help Topics 2 *required IBO Contact Information 0123456 ACN IBO Name ACN IBO Phone Number ACN IBO Email Select Relationship How do you know the Merchant? Submit Online
Enter Merchant Business Information Secure and Encrypted Optimized for Mobile User Friendly Descriptions and Help Topics 3 Business Address Address 1 Address 2 City Address / State 1 / Zip City State Zip Code How will you accept payments?* -- Select -- Number of Locations -- Select -- Do you currently accept credit cards?* Yes No Submit Online
Merchant s Choice: Sign-Up Now or Later Designed for New Processors or Small Businesses Designed for Merchants that Want a Custom Analysis Sign-Up Now Submit Referral Online application for ACNs Preferred Pricing Program Options for all types of payments: Mobile Card Reader Storefront Terminal Ecommerce Gateway Virtual Terminal Request a callback for an Anovia AE at a later time Option to upload statement for free analysis and get a proposal more quickly Submit Online
Complete Information
Provide As Much Detail As Possible Give as much information on the form as possible. This can give the account executive hints to make the initial call warmer, plus keep you in the loop. There are fields for: ACN IBO e-mail and phone number How you know the Merchant Alternate telephone number Best time to call Use notes section to add any hot points or insight Complete Information
Multiple Contact Options
Submit Referral or Connect Instantly Proceed with submitting a traditional online referral, and an Anovia Representative will contact the Merchant within 24-48 business hours -OR- Click to Call/Click to Chat Options will appear, and your merchant can talk or chat with an Anovia Representative immediately Select Call Now and enter number you can be reached. Phone will ring immediately. Select Chat Now and a window will open and an Anovia representative will start the conversation Anovia Payments representatives are available Monday-Friday, from 8:00 AM to 6:00 PM CST on most business days.
4. Stay Involved 1. Register for Alerts 2. Take Action as needed 3. Partner w/anovia Rep.
Register for Alerts
Stay Informed with Rep Alert Texts and Emails Unable to Contact (We have tried multiple times to reach the merchant via email and/or phone ) Proposal Presented (We have presented a quote, waiting on merchant response) Waiting on Info (We need more info from the Merchant) Activation Pending (Merchant is ready to start processing, we need them to process their first transaction) (855) 4-ANOVIA Sign-up for Rep Alert text and email messages through your Back Office. Register for Alerts
Take Action as Needed
Take Action When Alerted Call Email Stop By Have you seen the email from Anovia Payments? I can forward it. Anovia is waiting on additional information from you. Can I help? I ve got Anovia s number Let s call them together. Take Action as Needed
Stay Top of Mind with Merchant Contact the Anovia AE if your Merchant has questions or concerns. Sales cycle is usually 30 days, but can be weeks or months, so stay persistent. Even if a Merchant is under contract, check back periodically. Take Action as Needed
Partner with Anovia Rep.
Team Up with the Anovia AE Give us your contact information so we can keep you in the loop. Sometimes Merchants are quick to reject an offer over the phone, but have a much harder time saying no to someone standing in front of them. Get us on the phone while you are with the merchant. You are their trusted face and we are their knowledgeable consultant. Partner with Anovia
Keep It Simple Engage Merchants Submit Leads Stay Involved
Merchant Services is Worth the Effort Earn Points Residual Income Great Recruitment Tool