Selling A merchant account: Beyond The First Impression5300810

Several months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it's 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 is a show that was a TV series before it was brought to radio. So when I listened to the song, images from the TV show found mind, the top of which was the business enterprise 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 do not remember much else about the show, but that business card must have made a strong first impression, because all these years later I still remember it.

Now, credit card processing residual income obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You can not 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 first impression is the only stuff that matters.

What's my take on it? I have faith that the first impression is important but that the task of the merchant services salesperson doesn't end there--or despite having the sale. Gone are the days if the sales agent could sign the contract, then consider their work with the merchant being done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the very first impression and build a relationship.

Listed below are three guidelines to help you do just that:

The very first 30-60 days are the most important

To create a strong relationship together with your merchants, you need to start carrying it out as soon as you sign them. You are able to develop a solid bond by staying in close connection with your merchants through 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 couple of months, it's okay to lower the amount of contact with your merchants. However, you still need to check in with them periodically. Sending a monthly or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it won't hurt to avoid by face-to-face either.

Purchasing from them

There is little change show that you care about your merchants like buying their items or services. If the things they sell isn't right for you, maybe consider investing in a gift card that you could give to a pal or give away in a prize or perhaps a contest.

Be there when they need you

Once they contact you for help, ensure you do everything it is possible to to fix the issue as quickly as you can. There may be a lot of things you can't help them to with, however if you simply show that you're listening, it'll inform them that you care and that you're doing everything possible to help ensure their satisfaction.

Selling merchant services isn't rocket science (or gunfighting). You just need to make a good first impression--then follow up and exceed it.

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