Selling Merchant Services: Beyond The First Impression8022920

Many months back, I began listening to Radio Classics on satellite radio. It is a channel that plays radio shows in the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

Once i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was a TV series prior to being brought to radio. So when I heard the song, images in the TV show stumbled on mind, the top of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San Francisco."

I can't remember much else about the show, but that business card will need to have made a strong first impression, because all these years later I still remember it.

Now, resell merchant services obviously isn't much like gunfighting, but a strong impression is obviously valuable. You can not win the deal in the initial few seconds, but you can certainly lose it.

However, some books on sales techniques and tips make it sound like the first impression will be the only thing that matters.

What's my take on it? I believe that the first impression is essential but that the job of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Long gone are the days when the sales agent could sign anything, then consider their work with the merchant to become done. These days, merchants constantly receive tempting offers off their merchant services providers. To keep their business, you must go beyond the first impression and create a relationship.

Listed here are three guidelines to help you do just that:

The very first 30-60 days will be the most important

To construct a strong relationship along with your merchants, you must start doing the work as soon as you sign them. It is possible to develop a solid bond by staying in close connection with your merchants during the first few months when they sign the contract. You'll learn their requirements, and they'll discover you're a reliable person who's exists for.

Periodic check-ins

After those first few months, it's okay to decrease the amount of experience of your merchants. However, you still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. So if you feel in the neighborhood, it does not hurt to stop by in person either.

Buying from them

Nothing will show that you care about your merchants like buying their items or services. If the things they sell isn't right for you, maybe consider investing in a gift card that you could give to a buddy or give away in a prize or perhaps a contest.

Be there when they need you

Once they contact you for help, ensure you do everything you can to fix the issue as quickly as you are able to. There may be some things you can't help them to with, but if you show that you're listening, it'll tell them that you care and that you're doing everything simple to help ensure their satisfaction.

Selling merchant services isn't nuclear physics (or gunfighting). You just need to make a good first impression--then followup and exceed it.

Interested in more sales techniques and tips? Let me know with a comment below.