Positioning yourself as an ISO that has the ability to fund large merchant deals is one of the most important things you can do to see a boost in your business. But when going through a list of leads, how can you tell which merchants are most likely to need larger funding amounts? Look out for businesses that have more than one location, long business cycles, are seasonal in nature, and sell via invoice.

There are also clues as to when is a good time to approach merchant leads with the offer of a merchant cash advance. At the macro (industry/economic) level, look out for things like new competitors or industries like new home construction and auto sales. At the micro (business) level, look out for stalled construction or clearance sales.

Next Steps to Set Yourself Up for Big Deals

– Utilize a CRM, and make sure it’s one that you’ll actually use. Hubspot offers a free Sales solution that may be a good start.

– Set up Google Alerts for industry specific news that may affect your focus verticals.

– Start looking at sites like Nextdoor (local business section), industry specific publications and forums, and subscribe to company updates from your merchants.

– Add company owners, industry influencers, and groups on social media.

Learn more about positioning yourself for larger deals in our webinar, “Adopting a Hunter’s Mindset”. Want to learn more about the programs Pearl offers to its ISO Partners? Email us at [email protected] or call anytime to speak to an ISO Representative.