Inbound Marketing vs. Outbound Marketing: A Definitive GuideSeptember 12, 2018
10 Proven Tactics for Generating POS LeadsAugust 15, 2019
The payment processing ecosystem is rapidly changing and extremely competitive. So what’s the best way to rise above all the digital noise in the industry and get your marketing messages across to potential customers and partners? To overcome payment processing company marketing challenges, it’s always a smart strategy to build a campaign that will resonate specifically with your prospects.
The problem is, however, a payment processing company’s target market could cover a wide range of businesses — merchants ranging from upscale retailers to small restaurants, healthcare or non-profit organizations, and even companies that use an unattended payments model. You also want to capture the attention of potential partners including VARs and ISVs that will include your solutions in their end-to-end point of sale (POS) systems.
One of the biggest payment processing company marketing challenges is juggling multiple campaigns aimed at different types of prospects. The content you create, your website and email blasts, and newsletters related to each campaign must direct different segments of your prospect list to information that will be of greatest interest to them– all while working together seamlessly to brand your company.
Reaching Merchant Prospects
To reach merchants, you need to make the complex simple. Detail the services you offer beyond credit and debit card processing, such as electronic check processing, mobile payment support, gift cards, prepaid cards, and e-commerce solutions. Also, let them know information such as rates, how soon they have access to their funds after a transaction, and how accurate and quick your processing services are — especially if you are leading the industry in these areas. Also, stress the value-added services that make you stand out from the competition.
In addition, offer calls to action (CTAs) that visitors to your website can download on topics such as PCI, data security, data analysis, and breaking news from the industry in exchange for their contact information. You can also build your prospect list by inviting visitors to your website to sign up for newsletters or alerts.
Although most website visitors are in the information-gathering stage, some will be ready to connect. Because of this, make sure your website also features easy-to-find CTAs for people closer to the bottom of the sales funnel, such as “request a quote” or “schedule a demo” forms.
Engaging VARs and ISVs
Resellers and developers working in the POS or related industry are most interested in how a partnership with you will help them grow their businesses. Provide information on your hardware and software partners so VARs can see how your payment solution could complement the end-to-end point of sale (POS) systems they design. Be prepared to showcase your success by providing statistics or case studies that show merchants use your solution long term, limiting churn.
For ISVs, highlight information on the resources you have available that support the development of new integrations — such as online tools, testing environments, and a forum where developers can connect.
This segment of your prospect list also presents one of the biggest payment processing company marketing challenges: demonstrating that you have your finger on the pulse of the industry and you’re ready for the future of payments. Impress VARs and ISVs with your knowledge showcased on an up-to-date website (in other words, take down “EMV is coming”) and make sure you are regularly posting blogs and adding new content. Potential partners will perceive your activity online as an indicator of how on top of things you are, and how responsive you will be when they need answers.
Different Types of Prospects, Different Results
One of the toughest payment processing company marketing challenges is measuring and analyzing the results of your campaigns. Because you target different types of prospects, the results of marketing campaigns will be different and must be evaluated on different criteria.
The SkyRocket Group studied the results of our work in the POS and payments industry over the past 13 years and established marketing benchmarks. We found, for example, marketing campaigns that target authorized reseller bases typically perform better (email open rates as high as 24% to 35%) compared to end-user campaigns (typically 8% to 16%). Our benchmarking study also found differences in how web traffic, lead generation, and social marketing campaigns differ in the POS and payments channel.
Inbound Marketing Channels that are Low Cost and High Impact
One of the reasons inbound marketing is a good strategy to adopt for marketing your payment processing company is that many of the strategies are very low cost while also delivering reliable results, especially when you combine them all together.
Your company should have a professional way of communicating with prospects and customers, which is where email marketing can help. Emails don’t cost very much to send and there are many good email marketing software platforms out there like MailChimp and Constant Contact, as well as more sophisticated solutions that integrate with CRMs like Act-On, Pardot, and Hubspot.
Being active on social media may not seem like a high priority for a payments processing company, but it is necessary. Without an active social media presence, you will be noted for your lack of participation, which can hurt your brand and potentially lead to lost interest. Having a steady posting activity will not only boost your brand, it will also have positive effects on your SEO.
We cannot overstate how important blogging is when it comes to an inbound marketing strategy. The impact of having new content posted on your website is well-documented and it gives you post fodder for your social media accounts.
If you don’t have a way to capture leads on your website, why even have a website at all? Your website is your most vital sales tool right now. The effort that you make to send emails, engage on social media and posting blogs is all going into a black hole if you don’t have a way to convert your leads. Learn the best practices for capturing leads and turning your website into the sales engine it was meant to be.
Search engine optimization is an ever moving target. However, there are some basic components you should know and have on your website. Having the right SEO structure and SEO-rich content costs nothing to implement, but you have to do it correctly to get an organic search ranking boost.
Who Has Time for That?
Admittedly, one of the biggest barriers payment processing companies have in developing a successful inbound marketing strategy is that many just simply don’t have the time to do it. It’s not always easy to find time to carve out of your day to dedicate to marketing. Often, it is the last item on the to-do list. But inbound marketing —the task that you never get to —is crucial to your overall sales strategy and driving potential customers your way.
Invest in Your Marketing Strategy
Resolve to make inbound marketing for your payment processing company a priority in your schedule, and over time you will see results from your efforts. It’s possible to overcome payment processing company marketing challenges with a carefully planned strategy and consistent execution. Face your challenges head on and develop a plan to get the right marketing messages to the right prospects, and ultimately get the most return from your marketing campaigns.