Networking for Sales Reps: How to Find New Merchant Clients Offline

In an industry dominated by digital outreach and cold emails, nothing beats the power of in-person networking for building trust and closing deals. If you’re selling merchant accounts, you need to be where the business owners are—shaking hands, making connections, and positioning yourself as the go-to expert in payment processing.

As someone who has been in this business for years, I’ve learned that offline networking is one of the best ways to establish long-term relationships with merchants. Here’s how you can find and secure new clients through strategic networking.

1. Attend Local Business Networking Events

If you’re not attending networking events, you’re missing out on warm leads that are actively looking for business solutions. Start with Chamber of Commerce meetings, which are full of small business owners who need merchant accounts. BNI (Business Networking International) groups are structured networking groups that allow only one representative per industry, meaning you won’t be competing with other merchant services reps. Small business meetups on sites like Meetup.com are great for entrepreneur gatherings, and industry-specific events such as restaurant expos or retail trade shows put you in front of business owners in your target market.

Pro Tip: Don’t just show up—be prepared with a quick pitch and a way to capture leads, whether it’s business cards, a QR code for scheduling calls, or a special offer.

2. Build Relationships with Business Service Providers

Some of the best referrals come from professionals who work closely with the same businesses you’re targeting. Accountants and bookkeepers know which businesses are struggling with high processing fees and can introduce you as the solution. Business attorneys work with new businesses that need a payment processor before they even open. Commercial real estate agents help businesses find locations and know exactly when a new shop is launching. POS dealers and IT providers install the hardware and software businesses use to accept payments—partnering with them can lead to direct referrals.

Pro Tip: Create a referral system. Offer these professionals a commission or a small “thank you” gift for every business they send your way.

3. Visit Businesses in Person (Yes, Cold Walking Still Works!)

Cold calling can get you ignored, but showing up in person? That’s how you build immediate trust. Start with businesses near you. Walk into local shops and restaurants, introduce yourself, and ask a simple question: “Who handles your payment processing here? I help businesses reduce their fees and streamline payments—I’d love to have a quick chat.” Look for new businesses by paying attention to “Coming Soon” signs. These businesses will need a payment processor before opening. Talk to managers and owners directly. Gatekeepers like cashiers or employees may turn you away, so always ask for the decision-maker.

Pro Tip: Bring something valuable—like a free analysis of their current processing statement. Merchants love saving money, and showing them real numbers can spark interest.

4. Join Local Business Associations & Volunteer

Being involved in the local business community helps you build relationships naturally. Rotary Clubs and business associations meet regularly, giving you a chance to connect with business owners consistently. Sponsoring local events, even something as small as a business breakfast, puts your name in front of potential clients. Volunteering for business workshops and offering free sessions on saving money with better payment processing can establish you as a trusted expert.

Pro Tip: Don’t go into these groups pitching aggressively—build relationships first, and the sales will come naturally.

5. Follow Up & Stay in Touch

Networking only works if you follow up. After meeting a business owner, don’t just wait for them to call you. Send a follow-up email or text within 24 hours, connect on LinkedIn to stay on their radar, schedule a quick coffee meeting if they seem interested, and add them to a CRM with a reminder to check in every few months.

Pro Tip: The sale often happens after the fifth or sixth touchpoint. Keep following up in a way that adds value, not just pushing for a sale.

Final Thoughts

Offline networking for merchant services sales reps isn’t just about making contacts—it’s about building relationships and trust. The more you get out in the community, meet business owners, and establish yourself as an expert, the more successful you’ll be. If you’re serious about selling more merchant accounts, get out from behind the computer and start making real connections. The best clients aren’t always found online—they’re out there, waiting to meet someone like you.