The Online Quest For New Merchants
- Topics:
- Commercial Lending
- Tags:
- Business Operations,
- Web,
- Telemarketing,
- Sales Strategy,
- Sales Force Management,
- Sales,
- Mergers & Acquisitions,
- Merchant Acquirer,
- Merchant,
- Marketing Research,
- ...
- Source:
- Card Forum
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Overview: Merchant acquirers are testing their Web sites and e–mail as account–acquisition tools‚ but old–fashioned salesmanship remains the most potent method for finding new merchants. Merchant acquirers are learning some of the lessons Internet retailers and other electronic–commerce businesses learned in 2000 and 2001. There are few‚ if any‚ legitimate acquirers and independent sales organizations that rely heavily or exclusively on referrals from their Web sites or e–mail marketing in order to find new merchants. Yet many acquirers and ISOs are experimenting with Web–based account acquisition as a way to supplement their traditional sales efforts. The results‚ so far‚ are under whelming‚ especially for e–mail. Many acquirers’ report testing the use of e–mail solicitations to prospective merchants as a computerized equivalent of cold–call telemarketing.
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Format: HTML | Date: Jan 2003 | Pages: 1
