866.373.2249 marketing@goepsg.com

BE IN THE KNOW

The Official EPSG Blog
Industry Veteran Joins EPSG as VP of Marketing

Industry Veteran Joins EPSG as VP of Marketing

EPSG Welcomes new VP of Marketing

EPSG is pleased to welcome industry veteran Greg Slote as our new VP of marketing. “We are excited to have Greg as part of our executive team steering our marketing initiatives and helping to bring EPSG to new levels for 2019,” says President Brett Sturm. Greg echoes the sentiment adding that he is “thrilled to be part of such a forward-thinking organization that continues to evolve itself by seeking new platforms, technologies and talent.”

About Greg Slote

An expert in all facets of marketing, Greg Slote has spent the past 30 years growing enterprises through innovative marketing and branding strategies within the financial services, technology, manufacturing and media industries. At EPSG, his main focus is developing strategic initiatives to enhance and facilitate the way sales partners do business. An industry veteran, Greg spent the past 10 years at Federated Payments as the Vice President of Marketing prior to joining EPSG. Over his career, Greg served in senior marketing roles for a host of leading public and private companies including GE, DealerTrack, CMP Media and Ziff Publishing. Greg received his BS in Business from New York University. During off hours, Greg enjoys spending time with his family, playing guitar and piano, holds a black belt in Karate and is an avid foosball player.

EPSG’s March Madness Contest

EPSG’s March Madness Contest

Play EPSG’s March Madness for a chance to score points with your merchants while scoring nice prizes for yourself!

How it works:

There are three easy ways for active sales partners to take a shot at winning great prizes between March 1st, 2018 and tip-off at the final NCAA game on Monday, April 2nd, 2018.

How to earn account points: 

How to earn referral points:

Bonus points: 

Earn an extra bonus point for sharing an EPSG March Madness social media post. Use the hashtag #EPSGMadness.

Prizes:

 

The fine print: Promotion not valid in CA. Qualifications: Championship prize winner must have at least 30 accumulated points. Multi location deals must have different DBA addresses to qualify. Championship prize winner must be an active sales partner at the time of redemption. All prizes are subject to EPSG Management approval. At time of redemption of final four and championship prize, attrition of qualified deals must be below 10%. Regular comp plans still apply to all deals. *Cruise departure from closest port of winner’s location.**All merchant accounts must be able to be submitted to underwriting at the time of submission in order to qualify for the contest. The application must have all signatures, initials, voided check, tax id #’s and social security #’s, pricing, equipment, etc. It is the rep’s responsibility to make sure all applications have the necessary information needed to progress to underwriting and no exceptions will be made to this rule. And other restrictions may apply at the discretion of the corporate office on an as needed basis. All contests are intended for and only apply to sales agents and or sales reps for EPSG Platinum Services Group or EPIC Processing Services.

Are You IOLTA Compliant?

If you are a lawyer who maintains a client trust account, then this program applies to you.

IOLTA stands for Interest On Lawyer’s Trust Accounts.  It requires law firms to take monies related to a trust and keep it in an interest bearing depository account.  Participating financial institutions take the interest earned on deposits held in IOLTA accounts and remit the interest directly to the IOLTA Fund. The Fund generates millions of dollars and these funds help to finance legal aid for those in need. 

Why was this program created? 

Unlike the criminal justice system, people with civil legal problems are not guaranteed an attorney. From the abused woman trying to find safety for herself and her children, to the elderly woman unlawfully evicted from her home, legal aid exists to ensure that all Americans have access to our civil justice system. 

Just as lawyers must find a financial institution that supports IOLTA, they must also research which merchant services providers can support a process whereby trust payments and unearned income (such as retainers) get deposited into a trust account, while income for earned legal services get deposited into the operating account.  The IOLTA program also prohibits fees from being debited from a trust account.  All business expenses, including merchant services fees, must come out of the operating account.  

Once you’ve taken the time to ensure you’re compliant with IOLTA, why don’t you let your clients know!  Display some information about the IOLTA Program,  advertise its purpose and let people know your firm proudly supports it.  You can also post this information on your website and any marketing collateral your firm produces.  Small businesses who support local charities proudly let their customers know by advertising it at their place of business – why shouldn’t you?  

For some examples of how the IOLTA program has helped those in need you can visit http://www.iolta.org/what-is-iolta/iolta-makes-a-difference.

All 50 states participate in IOLTA and to find your state’s site, visit this directory. Your state’s site should also provide a listing of local financial institutions that support the IOLTA program.

EPSG Campus Updates

On July 5th, we launched our new EPSG Campus! The Campus is a one stop shop to become a successful Sales Partner at EPSG. The Campus allows Sales Partners to quickly find general information or dive deep into details on almost every topic within the industry. We pride ourselves on keeping the Campus up-to-date and ever-growing with more information being added weekly.

Our most recent update includes the following:

  • A step-by-step demo video on how to use the new USA ePay Console Version 2 software. Joseph Fitzgibbons, from the EPSG team, will guide viewers in the process of running a sale on the new version, as well as addressing the differences between versions.
  •  

  • Now when visitors hover their mouse over each Campus building, a blue pop-up will have a description of what each building includes to help you find the information you are looking for more efficiently.
  •  

  • Our Merchant Application and Underwriting page now includes a section on the Top Reasons to submit a deal for Woodforest and will advise in what circumstances to use Woodforest rather than Deutche Bank.
  •  

  • Want to participate in an up-tempo, informational conference call? Our Street Talk series occurs bi-weekly and provides our Sales Partners with insight on industry topics, as well as, hearing personal experiences from top EPSG Partners across the country and our senior leadership team. Join us every other Thursday at 11:00am EST.
  •  

  • Stay up-to-date with Interchange. The Interchange and Pricing page will always have the updated rates for Visa, MasterCard, Discover and Amex. The 2017 rates have just been added.
  •  

  • Do you need to sign up a new Sales Rep or have a Referral Partner relationship? You can achieve this by going to our HR page. Just follow the step-by-step instructions on how to submit the paperwork via email or an EPIC ticket today!
  •  

  • In our Interchange and Pricing section, we have included detailed information on our proposal process and the instructions on how to submit merchant statements for analysis. We’re also added several examples of these statement analyses under the Proposal Links section. The examples show what to look for when comparing statements in order to provide a proper proposal for your merchants.

We are excited to be able to provide our Sales Partners with the EPSG Campus that allows them to access unlimited information, forms, addendums, and training videos that they may need. We strive to help our Sales Partners in any way we can to ensure their success with us!

Improving Your Strategy

BLOG

Getting beat up out in the field? Take a look at these 6 quick steps to improve your sales techniques!

  1. Change your mentality about your territory. If you do need to change your territory, transition to somewhere where you know you can be consistent and successful.
  2.  

  3. Change your pitch. Recognize that what you’re saying isn’t working and practice your pitch with someone to receive feedback. Change your product: If what you are trying to sell isn’t working, shift your focus and offer a different product.
  4.  

  5. Find a partner. It can get boring being on your own, but having a partner can allow you to critique each other, make changes, and improve your pitches.
  6.  

  7. Go where the competition isn’t. In rural markets there is less competition, but many business opportunities. Industrial districts can also be intimidating, but may contain types of businesses that you haven’t looked into before. There are a lot of revenue possibilities.
  8.  

  9. Don’t prejudge businesses. No matter what a business looks like from the outside, there is still a business opportunity to be had. If you’ve had a bad experience with a certain industry, don’t skip that industry just based on one bad experience.
  10.  

  11. Use referrals. Once you do an install for a client, don’t be afraid to ask for referrals. Assuming you set them up correctly, they will be happy and excited to be doing business with you. Utilize fees to your advantage, by offering referrals in exchange for waived fees.
Kevin Canada

Kevin Canada

VICE PRESIDENT OF SALES

After a successful tenure as a sales agent for EPSG Direct, Kevin was promoted to the National Sales Director out of the Austin, Texas office which houses our national recruiting team as well oversees the management for EPSG’s sales efforts nationwide.

OPTIX makes EPSG the sales company to work for!

BLOG

Are you looking to join a company who recognizes your hard work? A company, that as a reward, encourages you to pack your bags and get away for a few days… for free? At EPSG, we offer the opportunity to do just that!

Each year EPSG holds an incentive program called OPTIX. It is a wonderful program where we reward our top sales partners with an all expense paid trip to a tropical locale. It is one of the small gestures EPSG makes to show our appreciation for the hard work and dedication of our sales force. This trip allows partners to relax, mingle, build relationships and strengthen their networks. For this year’s trip we jetted down to Punta Cana, Dominican Republic at the luxurious Breathless Resort.

This trip combines a showcase highlighting our newest products and vendor relationships with a team building retreat to help build personal networks and connections. It’s not all business! Every night is packed with activities, laughs and an award ceremony highlighted by several prizes recognizing our outstanding sales partners.

The annual trip is only one aspect of the OPTIX program. Our Legacy bonus plan can earn you up to an additional $250,000 over 5 years. Working for EPSG can also help you and your family in ways you might have not thought possible!

If you’re not already an EPSG Sales Partner and want to learn more about our OPTIX program, visit optix.goepsg.com for more details and announcements about next year’s trip. We do travel to a different destination every year, so you never know where we might end up next and hopefully you can come along for the ride!

I just wanted to thank you guys for the wonderful time we had in Punta Cana! It was absolutely gorgeous! I also never got a chance to actually tell you how grateful I am for allowing me to be a part of the EPSG family. What you have done for me and my family is truly life changing! It is a pleasure to work with you, again THANK YOU!!!

Laura Starnes

EPSG Sales Partner

I can’t thank you enough for the wonderful incentive trip, I truly appreciate it and I am proud to be a partner for a incredible growing company. I can’t wait to see what you have for the future. Thank you All!

Mark Morgan

EPSG Sales Partner

I just want to thank EPSG for the great trip. I know you guys thanked us profusely during the trip, but in fact without your foresight to build a program and your support, none of us would have the opportunity to succeed.

Richard Mazo

EPSG Sales Partner

Getting Organized; A Methodical Approach to Success

BLOG

Traditionally, salespeople are not the most organized people in the world. With any career you really need a vision; you need to be able to set yourself up for success. At EPSG we want to give you the support you need, but ultimately your success is up to you. If you’re not taking a methodical approach to the way that you draw in business, process your applications and everything else, then you are selling yourself short.

Planning Your Day Properly

  • Set appointments strategically. Set appointments for first thing in the morning because if the deal falls through, you still have the rest of the day to make something happen. You can also set appointments in the afternoon so you have the morning to do other business without potentially being late.
  • Give merchants controlled options. Give them multiple dates and times that work for you, and allow them to choose the one that works best. This gives you control, but gives the merchants options. This takes out the guesswork of deciding on when to meet next.
  • Give yourself time for prospecting. In between your appointments, you should be cold calling, working a territory, working on referral sources, or knocking on doors to proactively draw in business. You have to pick a timeframe and stick to it, because eventually your source list runs out and you need to be sure that the funnel is being continuously filled.
  • Always pick a day for your leads. Once a week, you should take time to call every cold, warm or hot lead that you have. Also, you should take this time to confirm appointments that are coming up in the near future and plan your week accordingly.

Planning Long Term Goals

  • Any plan that can’t be adjusted on the fly is a bad plan!
  • If you have trouble visualizing long term, then set your goals by quarter to create less pressure on yourself.
  • Remember, you can’t make people buy, but you can change your behavior and how seriously you take your career.
  • Make time to plan your week, month, quarter, etc. It will make things less stressful for you in the long run.

Remember, organization is a key component of success in any business. Once you take the time to visualize your plan, you can effectively take the steps necessary to achieve your professional goals.

Jeff Burke

Jeff Burke

AVP, SALES OPERATIONS

As the AVP of Sales Operations Jeff oversees Agent Support for the company ensuring our sales partners have a positive experience working with EPSG. Jeff is also heavily involved with recruiting and training both novice and veteran agents.

10 Things Anyone Can Do to Be Successful

BLOG

Below are 10 simple things people can do to be more successful without too much effort:

 

  1. Be on time. No one likes waiting on someone to show up for a meeting, especially a customer.
  2. Have a strong work ethic. Working hard makes it easier for you in the long run.
  3. Put in effort. All you have to do is try a little harder, and you’re guaranteed to see a difference.
  4. Use positive body language. When you’re selling, talking, or consulting with a customer, they can read your face and body language so make sure it is positive.
  5. Be energetic. Be excited about your product, love your product and know everything about it.
  6. Have a good attitude. If you go into a business with a bad attitude, you will walk out with empty hands and an even worse attitude.
  7. Be passionate. If you’re not passionate you will most likely fail because you don’t know about your product and don’t want to know your product.
  8. Be coachable. If someone has constructive criticism and tells you there are things that you can improve on, change it and be better.
  9. Go the extra mile. Go a little bit further and push yourself to visit those last few businesses even when you’re tired. Even spending an extra hour a week can be a big difference.
  10. Be prepared. Don’t walk into a business without knowing everything you possibly can about them. Know their name and what they sell at the very least. Get to know your customer inside and out.
Kevin Canada

Kevin Canada

VICE PRESIDENT OF SALES

After a successful tenure as a sales agent for EPSG Direct, Kevin was promoted to the National Sales Director out of the Austin, Texas office which houses our national recruiting team as well oversees the management for EPSG’s sales efforts nationwide.

5 Sales Do’s and Don’ts

BLOG

The next time you visit an existing merchant or try to make a new sale, keep these helpful tips in mind:

 

  1. Stop selling and start helping. Learn about peoples challenges, both personally and professionally and genuinely try to make their lives easier.
  2. Become a chameleon. Know your audience and alter your communication and the connections you make with certain people, but always stay true to your values.
  3. Be persistent, consistent, and not aggressive. Good customers will respect your persistencey and consistency. Don’t be too aggressive after you sign the account, continue support, but try not to bother them.
  4. Soft sells close big deals. If you’re in a high pressure sales standpoint you’re never going take on the larger opportunities that would bring you a more lasting opportunity to earn income. Be able to be flexible, stay in touch with prospects even after they say no. No is still an opportunity, it just means “not right now”.
  5. Educate merchants with industry information. Show success with other clients that are in the same or similar industry as them. You should never act desperate; merchants should feel like they need you.
Kevin Canada

Kevin Canada

VICE PRESIDENT OF SALES

After a successful tenure as a sales agent for EPSG Direct, Kevin was promoted to the National Sales Director out of the Austin, Texas office which houses our national recruiting team as well oversees the management for EPSG’s sales efforts nationwide.

3 New Ways to Use Gift Cards in Your Practice

BLOG

Gift cards have a lot of power – they’ve proven to help businesses increase average spend and attract new customers. Gift cards are a mainstay in Retail environments – but today even service driven businesses like Med Spas, plastic surgeons and physicians are utilizing gift cards in creative ways to help them advertise new products, increase profit margins and revenues.

In order to run a successful marketing campaign using gift cards, the first thing you will need to do is determine exactly what consumer behavior you are looking to drive. Do you need to draw clients to a specific product line? Do you want to encourage existing clients to purchase additional services? Once you understand what the goal is, you can design a gift card promotion geared toward achieving your objectives.

Here are some common business objectives and sample gift card promotions:

1. Advertise New Product Line:

Let’s say you would like clients to know that your practice has just added Restylane™ Silk to your line of injectables. Gift cards act as miniature bill boards that can help you market a new line of products. Try purchasing a set of custom gift cards pre-loaded with funds that clients can redeem toward a specific product.

Sample Marketing Tactic: Display a sign outside the office and another at the receptionist counter that says: Restylane™ Silk is now available! Try Restylane™ Silk in the month of January and receive $50 toward your treatment!

Sample Gift Card Design:      mel_blog1

Best Practices: To get the most out of this promotion, ensure the value of the gift card is enough to gain interest. If the average treatment will cost $800, gift cards with a $10 value will most likely not achieve a high redemption rate. Also, make sure the offer is available for a limited time only and think about any other restrictions you’d like to document on the back of the card – but remember – too many restrictions can affect redemption negatively. You can also use this program to provide incentives for clients to switch their brand of injectables for another that has a higher profit margin!

2. Encourage Repeat Visits

It is far less expensive for a practice to generate revenue from their existing clientele, then to acquire new clientele. You may have a list of patients that come in quarterly for their Botox™ injections. But your clients can obtain Botox through multiple avenues, how can you ensure your clients don’t leave you for another practice? Try rewarding them with a gift card after a predetermined number of visits.

Sample Marketing Tactic: Pull a list of clients that have had repeat visits for the same treatment. Send an email or letter explaining that your practice offers a VIP program and after the 5th consecutive treatment, patients receive a $50 gift card redeemable toward their next treatment. This promotion creates loyalty and drives repeat visits.

Sample Gift Card Design:      mel_blog2

Best Practice: Custom cards can be costly depending on the design. Did you know that many gift cards can also serve as loyalty cards? This means that if you should choose to run a full-fledged loyalty program, you do not have to purchase additional cards. When choosing a gift card provider, ask if they also provide loyalty programs and if the cards are “combo” cards. In some cases, you can start out with a gift card program and add on a loyalty program when you are ready!

3. Add New Services

Gift card incentives are a great way to encourage clientele to try a new service. If your clients are already satisfied with how a product works on their face, why not foster the same results on another part of the body? Gift cards can make the decision to try something new a little easier.

Sample Marketing Tactic: Perhaps after a treatment, a client expresses how much better they feel or how much younger they look. A physician or receptionist may reply by saying, “did you know that injectables can also be used to reduce the look of cellulite? In the month of March, patients who try Radiesse™ injections to treat cellulite receive $75 off their first treatment!” Receptionists can reinforce the program by providing clients with a flyer, postcard or brochure advertising the product and program.

Sample Gift Card Design:      mel_blog3

Best Practices: The last impression you make with a client is paramount – will your client leave merely satisfied – or – surprised and delighted? The last interaction with a patient typically happens with the receptionist, so as your patient checks out, have your receptionist go over the promotion with the patient. If your patients leave your practice happy, they will most likely return and recommend your practice to others.

 

 

Knowledge is powerful. In any promotional endeavor, make sure your staff is properly trained. Appropriate training will allow for good communication with your clients and education of your staff.

Here are some helpful tips:

  • Explain who your staff should target for the promotion (example: clients who are currently trying a different filler)
  • Provide sample scripts so staff knows what to say and how to say it. Have them role play different customer scenarios.
  • Reward your staff for their help in making the campaign a success (example: sponsor a lunch at the end of the promotion, reward the employee that brings in the most clients)

Always close the circle with your clients by ensuring their gift card redemption process is just as smooth as the issuance. If there are restrictions, patients should understand them when the card is issued and not be surprised by them when they come in to redeem. Thank the client for participating and make sure they are aware of future promotional opportunities. Your clients not only want to look better, they want to feel better too. So when launching your first gift card campaign, remember that a core function of your business is to make sure your patients know you value their business and appreciate their loyalty – and that is what truly drives success!

Melanie Gonzalez

Melanie Gonzalez

Director of Product Development

Melanie has spent her entire professional career in the payments industry, working for Top 10 processors such as First Data, WorldPay and Vantiv.  She has a proven track record helping companies develop go to market strategies, build multi-million dollar sales channels and engineer highly technical product solutions that drive revenue and strengthen client relationships.  Melanie recently joined EPSG as Director of Product Development and will lead EPSG’s initiative to build an innovative and robust product suite.