Selling A merchant account: Beyond The First Impression8485347

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

After i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that would be a TV series before it was brought to radio. So when I paid attention to the song, images from the TV show found 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 language "Have Gun Will Travel. Wire Paladin. Bay area."

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

Now, selling merchant services obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You cannot win the offer in the first few seconds, however you can certainly lose it.

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

What's my undertake it? I have faith that the first impression is very important but that the job of the merchant services salesperson doesn't end there--or even with the sale. Long gone are the days when the sales agent could sign the agreement, then consider the work they do with the merchant being done. Today, merchants constantly receive tempting offers off their merchant services providers. So to keep their business, you have to go beyond the initial impression and make a relationship.

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

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

To build a strong relationship together with your merchants, you need to start doing it as soon as you sign them. You can develop a solid bond by residing in close connection with your merchants throughout the first few months once they sign the agreement. You'll learn their demands, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those first few months, it's okay to lower the amount of connection with your merchants. However, you still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it won't hurt to stop by in person either.

Purchasing from them

Nothing will show that you love 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 pal or share in a prize or a contest.

Be there when they need you

Once they contact you for help, ensure you do everything you can to fix the problem as quickly as it is possible to. There may be several things you can't help them with, however if you simply show that you're listening, it'll let them know that you care which you're doing everything easy 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 follow up and go beyond it.

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