Sell the Savings: Practical Strategies for Pitching Dual Pricing
Selecting the appropriate payment technology is crucial for enhancing operational efficiency, improving customer satisfaction, and driving business growth. As a merchant service agent, guiding businesses toward the optimal payment solutions requires a thorough understanding of their unique needs and the available technologies. SignaPay offers a comprehensive suite of payment solutions tailored to various business requirements. Here’s how you can assist merchants in making informed decisions:
1. Start with the Problem, Not the Product
Your merchant doesn’t care about your processor, your software, or your dashboard—until they know you understand their pain.
Start with this:
“How much are you paying every month to accept cards?”
Then listen. Let them vent. Then respond with something like:
“There’s a way to completely eliminate your card processing fees—and still keep your customers happy.”
This positions dual pricing as a solution, not a sales pitch.
2. Make the Savings Tangible
Use real math. A merchant doing $30,000/month in card sales at a 3.5% effective rate is paying over $12,000/year in fees. Show what they’d save with dual pricing.
💡 Pro Tip: Use a calculator or statement analyzer app on your phone or tablet to show savings live.
Then pivot to:
“That’s money you could reinvest in equipment, staff, advertising—or just keep in your pocket.”
3. Add Equipment to the Conversation—Early
Once the savings are clear, don’t wait to bring up the hardware. Instead, tie the dual pricing model directly to smart equipment upgrades.
“The beauty of dual pricing is how cleanly it integrates with our smart terminals. The receipt and terminal both show two prices—so there’s no confusion or awkward conversations with customers.”
Talk about how your equipment supports dual pricing out of the box. Highlight:
Smart receipt printing: Clearly shows cash and card prices.
Customer-facing displays: Let customers choose how to pay, transparently.
Mobile options: Perfect for curbside, delivery, service-based, or event businesses.
POS integration: Syncs transactions, tips, and inventory.
📦 Example products to mention:
Valor 500 or QD series: Built-in dual pricing display and receipts.
PAX A920 with SwipeSimple: Sleek, portable, and full-featured.
Dejavoo QD2: Perfect for retail counters or front desks.
iPOSPay: Dual pricing integrated into a full restaurant POS system.
4. Demonstrate the Full Checkout Experience
If you can, show it. On your phone. On a demo terminal. On a video.
When they see a checkout screen with both cash and card totals, their anxiety fades. It becomes real. It becomes easy.
Explain how:
The system automatically calculates the correct amount.
Dual pricing receipts reduce chargebacks by clearly showing what was paid and why.
There’s no manual math, no confusion, and no customer arguments.
5. Talk About Compliance Without Losing Momentum
Merchants often hesitate when they hear about pricing models that differ from the norm.
So say this:
“Dual pricing is fully compliant when the customer sees both prices clearly at checkout and on the receipt. That’s why we pair the program with smart equipment that does it for you—automatically.”
If you’re in a regulated state like New York or New Jersey, emphasize:
“Unlike surcharge programs, dual pricing has already been vetted and approved in these states. It’s what regulators and courts have ruled as compliant.”
6. Tailor Your Pitch to Their Industry
Not every business is the same. That’s why pairing dual pricing with the right technology is your secret weapon.
Retail: Use countertop terminals with customer-facing displays or simple Clover-like POS systems with dual pricing built in.
Restaurants: Offer pay-at-the-table or handheld devices like Valor or PAX, integrated with tip prompts and printed dual-price receipts.
Service-based businesses: Suggest mobile card readers (SwipeSimple B250) with smartphones or tablets for in-field transactions.
Healthcare & dental: Use desktop terminals with printed receipts and integrate recurring billing for follow-up payments.
Ask questions about how they take payments now and position your tech as the upgrade they didn’t know they needed.
7. Frame the Conversation Around Value, Not Just Cost
Dual pricing isn’t just about eliminating fees—it’s about creating a smarter payment strategy. When you include modern hardware, data access, mobile flexibility, and transparent customer experiences, you’re offering a whole system upgrade.
“This isn’t just about saving money. It’s about making payments work better—for you and your customers.”
8. Offer a Clean, Turnkey Package
Bundle the program and make it sound easy:
Dual pricing program setup
Smart terminal included
Signage provided
Remote support & setup
Ongoing training & updates
Merchants don’t want to piece together solutions. Offer them a clean, ready-to-go package that makes switching feel like an upgrade, not a hassle.
9. Have a “Leave-Behind” That Shows Off the Gear
Bundle the program and make it sound easy:
Dual pricing program setup
Smart terminal included
Signage provided
Remote support & setup
Ongoing training & updates
Merchants don’t want to piece together solutions. Offer them a clean, ready-to-go package that makes switching feel like an upgrade, not a hassle.
10. Close with Confidence
After you’ve shown the savings, demoed the hardware, explained compliance, and matched the solution to their business:
“Let’s get you started with your terminal today. I’ll set it up, train your staff, and we’ll have you saving money by the end of the week.”
Confidence + clarity = conversion.
Get Selling!
Dual pricing, when combined with modern payment technology, gives you the power to deliver a clear, cost-saving solution that outpaces legacy processors.
Don’t just sell a program. Sell a complete payment upgrade—a smarter way to take payments, keep more money, and create a better experience for both merchant and customer.
You’re not just saving them money. You’re future-proofing their business. To get started today, contact SignaPay to learn more about our Dual Pricing Partner Program.
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