Selling Merchant Services: Beyond The First Impression3776192

Many months back, I started 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, so it is great to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

Once i was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was a TV series prior to being brought to radio. So that as I paid attention to the song, images in 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 language "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything more about the show, however that business card will need to have made a strong first impression, because years later I still remember it.

Now, become a merchant services provider obviously isn't just like gunfighting, but a strong impression is certainly valuable. You cannot win the sale in the first couple of seconds, but you can certainly lose it.

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

What's my accept it? I have faith that the first impression is important but that the task of the a merchant account 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 their work with the merchant being done. These days, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the initial impression and build a relationship.

Here are three tips to help you do just that:

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

To build a strong relationship with your merchants, you need to start doing it as soon as you sign them. You can develop a solid bond by remaining in close connection with your merchants through the first few months once they sign the contract. You'll learn their demands, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first few months, it's okay to diminish the amount of contact with your merchants. However, you'll still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a good way to do it. So if you feel in the neighborhood, it won't hurt to stop by personally either.

Purchasing from them

There is little change show that you care about your merchants like buying their goods or services. If whatever they sell is not right for you, maybe consider purchasing a gift card that you could give to a buddy or hand out in a prize or perhaps a contest.

Exist when they need you

Once they contact you for help, be sure you do everything you are able to to fix the situation as quickly as you are able to. There may be several things you can't help them with, however if you show that you're listening, it'll inform them that you care which you're doing everything easy to help ensure their satisfaction.

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

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