In this post, we’ll guide you through the first steps of prospecting as a new merchant services salesperson, including how to tap into your existing network, approach businesses you already frequent, and explain the value of reviewing their statements for potential savings.

1. Start with Your Friends and Family Who Own Businesses

Your first and easiest prospects should be those closest to you: friends and family members who own or run businesses. You already have a relationship with them, so the barrier to entry is much lower. Plus, you know they’ll give you their time and trust.

When approaching them, emphasize that you're new to the business and would appreciate the opportunity to help them review their current credit card processing services. Make it clear that there's no pressure to switch right away, but rather you're offering to look for ways they can save money or improve their payment systems.

Here’s a simple script you can use:

"Hey [Friend’s Name], I recently started working in credit card processing, and I’m trying to help businesses save money on their merchant services. Would you mind sharing your recent processing statement with me? I can take a quick look to see if I can save you some money or improve your services. Worst case, you’re already getting a great deal, and we can confirm that!"

With friends and family, it’s all about trust. They’ll likely give you a chance to review their current setup, and from there, you can see if you can provide them with better rates or a more efficient service.

2. Talk to Businesses You Already Shop At

The next easy win in your early days of selling merchant services? Businesses where you’re already a customer. These can be local shops, grocery stores, dry cleaners, or gyms you visit regularly. These businesses know your face, and the owners or managers will likely recognize you. This puts you in a great position to strike up a conversation about how you can help their business.

For example, after you make a purchase, you can say something like:

"I love shopping here, and I wanted to mention something that could help you out. I work in merchant services, and I’m helping businesses like yours save on credit card processing fees. If you’re open to it, I could take a quick look at your statement and see if I can help you save some money or streamline your payments."

Because you’re already a loyal customer, these businesses are much more likely to listen and consider your offer. It’s a great way to leverage your existing relationships while providing value to the people and businesses you already support.

3. Reach Out to Restaurants You Eat At Regularly

Restaurants are prime candidates for merchant services because they process numerous transactions daily and often have high processing fees. If there are restaurants where you eat frequently, start a conversation with the owner or manager the next time you dine.

Here’s an example of how you can approach the conversation:

"I’ve been coming here for a while and love the food. I also work with businesses like yours to help reduce credit card processing fees. I know restaurants typically deal with a lot of transactions, and sometimes those fees really add up. If you’re open to it, I’d be happy to review your processing statement and see if I can help you save some money."

Restaurant owners are always looking for ways to cut costs while maintaining efficiency, and by offering a free review of their statement, you position yourself as a problem solver—not just another salesperson. You’re showing them that you care about their bottom line.

4. Ask for a Statement to Review

When it comes to selling merchant services, one of the most effective tools you have is the review of a business’s current credit card processing statement. This is where you can prove your value by showing tangible savings or improvements.

Asking for a statement doesn’t have to feel like an awkward or hard-sell moment. Instead, frame it as an offer to help, with no downside for the business owner. Your goal is to provide them with a no-cost assessment to see if you can reduce fees, offer better customer service, or streamline their operations.

Here’s a simple way to ask for a statement:

"Would you be open to sharing a recent credit card processing statement with me? I can take a look and see if there’s any opportunity to reduce your fees or improve your processing times. Worst case, you’re already getting the best deal, and you can stick with what you have. Best case, I can help save you some money and make things run more smoothly."

Business owners are often busy and don’t have time to dig into the details of their processing fees themselves. By offering to review their statement, you’re taking that burden off their plate and potentially showing them ways to save money—a win-win for both parties.

5. Reassure Them: There’s No Downside

One of the key selling points when approaching friends, family, or businesses you already shop at is that there’s no downside to having their statement reviewed. You're offering to help them at no cost, with no obligation to switch providers unless they see the benefit.

Here’s how to position the conversation:

"There’s really no downside here. I’ll take a quick look at your statement and see if I can help. If I can save you money, great! And if you’re already getting a great deal, that’s good to know too—you can stay right where you are. Either way, you win!"

By removing the pressure and reassuring them that the worst-case scenario is simply confirmation that they’re already getting the best deal, you’ll make it easier for business owners to say yes to your review. This simple, low-pressure approach helps you gain trust and opens the door to building long-term relationships.

Conclusion

Starting in merchant services sales doesn’t have to be intimidating. By focusing on picking the low-hanging fruit—your friends and family, businesses you already frequent, and restaurants you love—you’re building a foundation for success while learning the ropes. Start by asking for a statement to review and emphasize that there’s no downside to checking if you can help them save money or streamline their operations. Worst case, they’re already in a great spot. Best case, you’re a hero who just helped them improve their bottom line.

Get out there and start turning your existing network into your first customers!