Selling Merchant Services: Beyond The First Impression9544699

A few months back, I started 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 is great to hear 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 when I listened to the song, images in the TV show found mind, the foremost of which was the company card with the gunfighter protagonist Wire Paladin. It possesses 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, but that business card must have made a strong first impression, because years later I still remember it.

Now, become a payment processor obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You can't win the sale in the initial few seconds, however you can certainly lose it.

However, some books on sales techniques and tips make it sound like the very first 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 credit card accounts 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 job with the merchant to be done. Today, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you have to go beyond the initial impression and create a relationship.

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

The first 30-60 days would be the most important

To build 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 residing in close experience of your merchants during the first few months after they sign anything. You'll learn their needs, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first couple of months, it's okay to decrease the amount of experience of your merchants. However, you'll still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. And if you're in the neighborhood, it doesn't hurt to prevent by in person either.

Purchasing 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 buying a gift card that you can give to a friend or hand out in a prize or a contest.

Be there 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 can. There may be a lot of things you can't enable them to with, however if you simply show that you're listening, it'll tell them that you care and that you're doing everything easy to help ensure their satisfaction.

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

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