Why I Sometimes Tell Prospects Not to Switch Credit Card Processors

Written by Kevin De Rosa

One of the things that surprises business owners the most is that sometimes I tell them not to become a client.

That probably sounds strange coming from someone who owns a merchant services consulting firm.

But at Denelope, LLC, I believe my first responsibility is to give honest advice. If that leads to working together, great. If it doesn’t, I still want the business owner to make the right decision.

Recently, I met with the owner of a tire shop in Manchester, New Hampshire. The business processes more than $80,000 each month in credit card sales, making it the type of business many processors would aggressively pursue.

We sat down and reviewed their merchant statement together.

After calculating their effective processing rate, I found they were paying approximately 1.9%.

For their business model, that was an excellent rate.

They weren’t interested in implementing a compliant cash discount program or dual pricing strategy, and under a traditional pricing model there simply wasn’t meaningful savings to be found.

Could I have quoted a slightly lower rate?

Probably.

Would it have made a meaningful difference to their business?

No.

The total savings would have been roughly $15 to $20 per month.

More importantly, reducing my margin that far would have made it difficult to provide the level of service I expect every client to receive. I don’t want to promise exceptional support if the economics don’t allow me to deliver it.

So I told the owner exactly what I believed.

“You already have a good deal. I don’t think you should switch.”

That decision may have cost me a client today.

I believe it earned me something much more valuable.

Trust.

If their needs change in the future, whether that’s replacing a POS system, implementing a compliant cash discount program, improving reporting, or simply wanting a higher level of service, I genuinely believe they’ll call me first.

Not because I offered the lowest price.

Because I gave them honest advice when it wasn’t in my immediate financial interest.

Unfortunately, the merchant services industry has earned a reputation for aggressive sales tactics, confusing pricing, and promises that don’t always survive implementation.

It doesn’t have to be that way.

Sometimes a business is paying thousands of dollars more than necessary, and I’m happy to show owners exactly where those costs are coming from and how they can improve their payment processing operation.

Other times, the right answer is to stay exactly where they are.

I’d rather earn a reputation for honesty than close every opportunity that comes my way.

That’s the kind of company I’m building at Denelope, LLC.

If you’re curious whether your business is paying competitive rates, or simply want an honest second opinion about your current payment processing or POS system, I’d be happy to review your options, even if the right answer is to stay exactly where you are.

Learn more at **https://www.denelope.com**

About the Author

Kevin De Rosa (also written Kevin DeRosa) is the founder of Denelope, LLC, a merchant services consulting firm serving businesses throughout New England and across the United States. He holds an MBA from the University of New Hampshire and a bachelor’s degree in Business Administration with a concentration in Finance and a minor in Economics. With more than fifteen years of leadership experience in banking, sales, business consulting, and higher education, he helps business owners simplify payment processing, improve profitability, and make informed business decisions through honest, practical advice.

Learn more at **https://www.denelope.com**