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5 Tips for Selling mPOS Solutions

October 08, 2017

5 Tips for Selling mPOS Solutions

A 2015 research study from IHL Group indicates more than three-quarters (78 percent) of retailers plan to make a mobile POS decision by the middle of 2016. In a changing environment where customers want greater value from every consumer interaction, mPOS technology has moved from "nice-to-have" to "must-have."

As many consumers gravitate to the convenience of online shopping, they still crave the in-store experience of seeing, touching, and trying on products before they buy. That's why merchants are turning to mobile solutions. An mPOS in-store environment creates a customer experience as information-rich as that found online, with added social interaction and customer service benefits. Here are five important tips to keep in mind when selling mPOS:

1. Recommend a complementary mPOS solution

It might seem easier to recommend a mobile point-of-sale solution and leave it at that. But successful business owners are looking for more: mobile payment solutions to complement their existing business models.

That means taking the time to find out more about the merchant and how customers approach the buying process. Do salespeople need the ability to check inventory levels at other stores and warehouses? Is a restaurant looking for ways to serve more customers during a limited meal period?

Once you have the answers to these questions, you can better suggest an mPOS solution that will add value to the existing system.

2. Nothing is more important than mPOS security

As consumers become more mindful of security at the point of sale, merchants want to feel at ease when adding new payment processing technologies.

Industry experts recommend layering multiple security strategies across the entire POS system. That means encrypting cardholder data beginning at the mobile card reader, ensuring PCI compliance across the entire system, and incorporating only EMV-certified mobile card readers.

3. Don't overlook wireless infrastructure

When working with a client to add mPOS, don't forget about that little "m." Before adding mobile payments, take time to assess the strength and security of the wireless network.

Working with a partner such as Ingram Micro, you can help merchants evaluate the current network and infrastructure and recommend upgrades to ensure mobile point-of-sale devices operate as expected.

4. Get an assist from the cloud

Depending on the size of the business, cloud-based solutions can offer big benefits without the need for a large IT department. And business owners may prefer the flexibility of hardware- or software-as-a-service.

HaaS contracts allow merchants to pay over time with fixed hardware costs. And these agreements offer prompt installation and generally include warranties and service contracts.

5. Add value with professional services

Modifying a point-of-sale system to add mobile capabilities requires plenty of attention to detail. And it's a process many business owners will gladly delegate.

That's why you'll want to bring a variety of options to the table when discussing mPOS additions. Services such as complete installations and rollouts, network assessments, penetration testing, and asset disposal will simplify and accelerate the process for merchants.

Your customers are looking for this technology but may not know where to start. You can help them get the ball rolling by initiating a conversation today.

What strategies have you found most useful in selling mPOS?