Selling Merchant Services: Beyond The First Impression640281

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's great to know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that would be a TV series prior to being brought to radio. So when I paid attention to the song, images from the TV show stumbled on mind, the top of which was the company card with 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 bay area."

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

Now, merchant services jobs obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You can not win the offer in the initial few seconds, but you can certainly lose it.

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

What's my accept it? I believe that the first impression is important but that the work of the merchant services salesperson doesn't end there--or despite having the sale. Gone are the days when the sales agent could sign the contract, then consider the work they do with the merchant being done. Nowadays, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you need to go beyond the very first impression and make a relationship.

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

The first 30-60 days will be the most important

To construct a strong relationship along with your merchants, you have to start doing it as soon as you sign them. You can develop a solid bond by remaining in close contact with your merchants through the first few months after they sign the agreement. You'll learn their requirements, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

After those initial few months, it's okay to diminish the amount of contact with your merchants. However, you 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 does not hurt to stop by in person either.

Purchasing from them

Nothing will show that you care about your merchants like buying their goods or services. If the things they sell is not right for you, maybe consider buying a gift card that you can give to a pal or share in a prize or perhaps a contest.

Exist when they need you

After they contact you for help, be sure you do everything it is possible to to fix the problem as quickly as you are able to. There may be some things you can't help them with, however if you show that you're listening, it'll let them know that you care which you're doing everything possible to help ensure their satisfaction.

Selling merchant credit card accounts isn't nuclear physics (or gunfighting). You just need to make a good first impression--then follow up and rise above it.

Thinking about more sales techniques and tips? Tell me with a comment below.