Selling Merchant Services: Beyond The First Impression7143191

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

Once i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was obviously a TV series before it was brought to radio. So when I heard the song, images in the TV show stumbled on mind, the foremost of which was the company card with the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."

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

Now, credit card processing jobs obviously isn't much like gunfighting, but a strong impression is certainly valuable. You cannot win the deal 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 very first impression is the only thing that matters.

What's my take on it? I believe that the first impression is important but that the task of the merchant services salesperson doesn't end there--or despite having the sale. Long gone are the days if the sales agent could sign the agreement, then consider their work with the merchant to become done. These days, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you have to go beyond the initial impression and create a relationship.

Here are three tips to help you do just that:

The first 30-60 days would be the most important

To construct a strong relationship along with your merchants, you need to start doing the work as soon as you sign them. You are able to develop a solid bond by staying in close contact with your merchants through the first few months when they sign the agreement. You'll learn their demands, 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 still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to prevent by personally either.

Buying from them

There is little change show that you love your merchants like buying their products and services or services. If whatever they sell isn't right for you, maybe consider investing in a gift card that you can give to a friend or hand out in a prize or even a contest.

Be there when they need you

After they contact you for help, make sure you do everything it is possible to to fix the situation as quickly as it is possible to. There may be a lot of things you can't help them with, but 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 services isn't rocket science (or gunfighting). You just have to make a good first impression--then follow-up and exceed it.

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