The Elavon Credit Card Surcharge solution allows merchants to collect a surcharge when they charge credit card-paying customers—essentially lowering their costs of card acceptance.
We tapped into the experience of some of our salespeople who are most successful at selling this solution to glean tips that we’ll be sharing over the next three weeks.
This week’s question: When and how do you introduce the concept of Credit Card Surcharge to customers?
Answer: Any time is fine time to approach customers about Credit Card Surcharge, but account reviews are an especially good opportunity—because it’s when customers may voice concerns about their card acceptance fees.
To start a conversation about the solution, ask questions to identify their pain points and goals. These might include:
- What are your main objectives with your card processing?
- What do you want to accomplish?
- If you could save money on card acceptance, how would you allocate those funds toward other things in your business?
Once you’ve identified their priorities, explain how surcharging can help them lower their credit card acceptance fees. You can build trust with your customer by establishing that you want to help them increase their profit margin.
For new customers, you can point out that Elavon offers flexibility in our processing fee structure—and surcharging is part of that.
As you have this conversation, recognize that fees are an important issue for customers, and you’ve got a helpful solution to offer.
You can find Credit Card Surcharge sales support materials in the Partner Marketing Portal. Check back next week to find out what industries our top sellers advise for overcoming objections.
Certain state or local laws may restrict or limit the amount of the surcharge percentage. Although we offer surcharging in most states, Merchants are responsible for determining the legality of surcharging in their states, and merchants are liable if their activities are found to be unlawful. Credit card surcharge applies to credit card only, not available on debit cards.
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