Selling Merchant Services: Beyond The First Impression8285703

A few months back, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to listen to 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's really a show that was a TV series prior to being brought to radio. So that as I heard the song, images from the TV show stumbled on mind, the top of which was the business card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the language "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 years later I still remember it.

Now, credit card processing franchise obviously isn't much like gunfighting, but a strong impression is certainly valuable. You can not win the deal in the first few seconds, however, you can certainly lose it.

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

What's my undertake it? I believe that the first impression is very important but that the job of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Long gone are the days once the sales agent could sign the agreement, then consider the work they do with the merchant to be done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the initial impression and make a relationship.

Here are three ideas to help you do just that:

The initial 30-60 days are the most important

To create a strong relationship with your merchants, you must start doing it as soon as you sign them. It is possible to develop a solid bond by remaining in close connection with your merchants during the first few months once they sign the contract. You'll learn their requirements, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to decrease the amount of connection with your merchants. However, you'll still need to register with them periodically. Sending a regular monthly or bi-monthly newsletter is a good way to do it. So if you are in the neighborhood, it won't hurt to avoid by personally either.

Purchasing from them

There is little change show that you care about your merchants like buying their items or services. If what they sell isn't right for you, maybe consider buying a gift card that you can give to a buddy or share in a prize or perhaps a contest.

Exist when they need you

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

Selling merchant credit card accounts isn't brain surgery (or gunfighting). You just need to 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.