How Should I Talk About Rates and Pricing with Prospects?

The simplest and most transparent approach is to emphasize that HMS customizes pricing based on the merchant’s business profile and actual card usage, rather than quoting a generic lowest rate (which may not apply to their Merchant Category Codes) just to lure them in.

Instead, we provide a written proposal that breaks down the true cost of accepting cards. We also review their current statements to show what they pay today versus what they would pay with HMS. Their pricing is based on interchange-plus, a transparent model that passes through card-network interchange fees and adds a clearly disclosed markup.

This keeps the conversation honest, professional, and focused on outcomes.