It’s Tuesday afternoon at The Grille and Mary, Bob and John are sharing leads and catching up. Years ago, Bob tried to sign me up for credit card processing and he still brings it up every now and then. But I like being a cash-only business and my customers like it too.
Bob is a hard worker; I give him a lot of credit. He’s still with the same company, as far as I know, selling the same products and services. With a kid at home in high school and another away at college, I’m guessing Bob won’t be slowing down any time soon.
When I see John, he’s always on the phone, trying to get a new customer or keep one from leaving. Yeah, John loves a good hustle almost as much as he loves my coffee. I don’t charge him for refills, or his girlfriend either. They’re good kids with big plans for the future.
And Mary – what can you say about Mary without making her sound too good to be true? A tech-savvy working Mom, customers love her, and always a smile on her face. She’s finishing her salad as the waiter clears the table and Bob picks up the check, saying, my turn this time.
The Replay
“I was this close to signing him,” John tells Bob and Mary, reliving his play-by-play sales call. “I don’t freakin’ get it. I did everything right, from doing my homework before I walked in and asking all the right questions, to walking out the door with three months of merchant statements.”
Bob and Mary nod sympathetically; they know the drill and can recite those questions from memory. What do you like about your current processing system? What, if anything, would you change? Where do you see your business in the next five to ten years?
“So, here’s the crazy thing,” John continues. “I get the statements and rush home to analyze them and these are not the everyday statements you see from First Data. These are complicated five pagers, with category codes I’ve never seen before.”
Bob agrees merchant statements are getting more complicated by the day, harder to figure out. After years of entering codes and exceptions on spreadsheets, he now works with a third-party service that analyzes statements in 24 hours.
John says he stayed up late crunching numbers and when he returned the next day with a proposal, the merchant had signed with a competitor. Apparently the woman who walked in after him did an instant analysis and proposal on the spot and won the business. “And the merchant even said the instant proposal wasn’t the main reason he signed with her,” John adds. “It was having the numbers take care of themselves while they continued the discussion.”
What do you think of that? John asks, exasperated, as Bob shakes his head. Mary looks away, embarrassed.
Ask AIVA
“I need to introduce you to AIVA,” Mary says. “She works at Fee Navigator and she never gets hungry, angry or tired. She never takes a break or a vacation. She is the most dedicated collaborator I have ever met and she’s not even human. She’s an AI.”
Fee Navigator created AIVA to help people like you and me succeed, Mary says. They love what they do and constantly improve their products. In addition to being transparent, honest and fair in all of their dealings, Fee Navigator is processor neutral and protective of all of its clients.
Did Mary sign that merchant account? Only AIVA knows and she’s not saying.
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