How to Sell ACH Payment Solutions?

Correct implementation of ACH payment solutions helps merchants save valuable time and money. The best payment processors enable merchants to accept and process payments directly from their merchant bank account via the ACH network. ISOs typically liaison between payment processors and merchants, identifying and filling the need gaps at both ends. 

This blog enables merchants to sell ACH payment processing to the right merchants with effective sales tactics.

 

What are the Key Benefits of ACH Payment Solutions?

ISOs should ideally lead with technology and focus on the benefits of ACH payment solutions rather than its features. When selling benefits, the salesperson can focus on the real-world use of the technology over listed features. Some of the key benefits that set the Automated Clearing House (ACH) network apart from credit and debit card processing include:

  • Low Processing Fees: ACH is the most affordable and widely adopted payment solution. Merchants leverage it at a fraction of the cost of credit card processing. 
  • Cash Discount: Merchants that accept ACH payments easily set up a cash discount program for their customers. This program helps customers, as well as merchants, save on credit and debit card processing fees. Learn more about cash discount programs here.
  • Recurring Payments: Business owners leverage ACH transactions to process payrolls and recurring billing with their vendors. They save time by setting up an ACH transaction once and letting the system automatically process it on the given date.

 

Top Selling Tips for ISOs?

Studies show that the use of ACH transactions grew by a record 7.7% in the third quarter of 2021 compared to 2020. It is evident that more and more individuals, as well as merchants, rely on robust ACH processing services for their payment needs. ISOs leverage the following tips to sell ACH solutions to the right audience.

 

Sell with Empathy

Merchants that handle high transaction volumes easily leverage ACH payment solutions to save on costly fees. The best salespeople appeal to the needs of merchants by selling them a solution that helps them save more money. They also help merchants increase their “profit margins” by minimizing the upfront cost of technology adoption.

 

Sell as an Alternative Mode of Payment

Merchants that accept credit cards, debit cards, and paper checks are a good fit for ACH echeck technology. With an alternative mode of payment that enables cash discounts, merchants attract more customers while saving costs. Merchants that want to take their business online without the costly fees associated with credit card payments adopt ACH as the top alternative mode of payment.

 

Sell Complementary Technology

High-tech complementary solutions like SMS payments, IVR payments, Mobile Payments, Hosted Payment Portals, Virtual Terminals, etc., power the ACH technology to make the lives of merchants easier. ISOs can pitch ACH solutions as reliable next-gen technology that enhances the merchant-customer relationship.

 

Ideally, merchants should accept payments via both ACH and credit cards as they have their own benefits. With payment processors like iCheckGateway.com, merchants can process transactions via both on a single platform. Our experts can link merchant accounts directly with both payment technologies to help the company offer better customer service. Take your business to the next level. Click here to schedule a call with a payments expert!

By ICG Digital
April 4, 2022
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