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ISOs can be an important resource—and asset—to restaurant merchants. Helping them identify their problems, then selling solutions that solve them.
Every restaurant has their set of own issues they struggle with…their “pain points.” Maybe it is keeping up with the lunch break rush.
Maybe they’re a food truck with limited space. Or they simply like to increase sales.
In order to sell them a solution, Independent Sales Organizations (ISOs) must understand what these pain points are.
Also to comprehend the pain points, they must speak to their customers. Identify their needs and difficulties, and then address them with an item that resolves their most troublesome issues.
To learn more about a merchant’s problems, engage them with probing questions. Maybe they need the ability to change or update their menu frequently.
But don’t feel confident technically to help make these changes themselves, and can’t afford to pay some other person to get it done either.
Perhaps they need all tactile hands on deck within the kitchen during rush times as opposed to manning the bucks register.
Maybe they’re searching for ways to engage their customers more frequently.
You can't say for sure their needs—and just how to address them—until you engage them in conversation.
Technological innovation is currently on a rapid upward trajectory. In almost every industry, including integrated payment solutions.
Fintech start-ups are continuously creating and bringing new and better choices to the market at a rate that is rapid.
However, a restaurant merchant’s business is food, not technology. Many merchants may not even recognize the issues they will have. Or realize there are easy and affordable solutions available for them.
That produces ISOs and MLSs an invaluable resource. Not only you will assist them to understand their needs, you can help resolve them.
Now you can propose a solution that eliminates their most common pain points. Since you understand merchant’s problems.
For example, you can propose a payment processing solution with a self-serve kiosk. That allows easy updating and customization of the menu if they want to update their menu regularly.
If they’re worried about building their brand. There are options that offer custom branding on self-order kiosks that take orders and payments. If they’d like to build customer loyalty, you might propose a mobile app with a loyalty reward program that is integrated.
Whatever their problem is, there are clear remedy systems to fulfill it. And from now on could be the time for you to show your customers how they can benefit from your expertise. And to harness the market-leveling power of technology with their business.
Many small to medium-sized merchants aren’t technologically savvy. So an on boarding process is imperative to familiarize all of them. With their brand new smart device and how to take advantage of every one of its capabilities.
Try to find manufacturers of integrated terminal that is smart. Which offer sales support, online tools, and customer care to make the on boarding process as simple as possible.
Follow through using the merchant to see whether they have questions and are also receiving the full advantages of the app.
Hopefully, this is to check whether they are utilizing the full spectrum of solutions their system offers. But, if not, the time has come to make sure they have been maximizing the offerings of the payment system.
Most merchants will discover a return on their investment within two months. Tests also show that within that period, most systems pay for themselves because of ticket size usually increase of 10% to 30%.
After they are seeing and reaping the advantages of the smart system with options, these are generally happy customers. Including increased sales and efficiency, which they do not even know were available before.
Now you can up-sell new features or apps that will further help them boost their business.
As a reliable adviser and resource solution, they are going to value your expertise and recommendations.
Originally published May 31, 2019, Updated August 26 2019
