Selling A merchant account: Beyond The First Impression2836344

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

After i was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that would be a TV series before it was brought to radio. And as I listened to the song, images from the TV show stumbled on mind, the top of which was the business enterprise card with the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I can't remember anything more about the show, but that business card must have made a strong first impression, because many years later I still remember it.

Now, selling credit card processing obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You cannot win the deal in the first few seconds, however, you can certainly lose it.

However, some books on sales techniques and tips allow it to be sound like the initial impression may be the only thing that matters.

What's my take on it? I believe that the first impression is essential but that the task of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Gone are the days when the sales agent could sign the agreement, then consider their work with the merchant to become done. Today, merchants constantly receive tempting offers from other merchant services providers. In like manner keep their business, you need to go beyond the very first impression and create a relationship.

Here are three tips to help you do just that:

The first 30-60 days would be the most important

To create a strong relationship along with your merchants, you need to start carrying it out as soon as you sign them. It is possible to develop a solid bond by staying in close contact with your merchants through the first few months when they sign the agreement. You'll learn their needs, and they'll learn that you're a reliable person who's exist for.

Periodic check-ins

After those initial few months, it's okay to lower the amount of experience of your merchants. However, you still need to check in with them periodically. Sending a month-to-month or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it does not hurt to prevent by personally either.

Purchasing from them

There is little show that you love your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider purchasing a gift card you could give to a buddy or share in a prize or a contest.

Be there when they need you

When they contact you for help, ensure you do everything it is possible to to fix the situation as quickly as you can. There may be some things you can't help them with, however if you simply show that you're listening, it'll inform them that you care which you're doing everything simple to help ensure their satisfaction.

Selling merchant services isn't rocket science (or gunfighting). You need to simply make a good first impression--then followup and go beyond it.

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