Selling Merchant Services: Beyond The First Impression6414418

A few months back, I started listening to Radio Classics on satellite radio. It's really 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 is a show that would be a TV series before it was brought to radio. So when I paid attention to the song, images in the TV show came to 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 what "Have Gun Will Travel. Wire Paladin. San Francisco."

I don't remember anything else about the show, however that business card must have made a strong first impression, because all these years later I still remember it.

Now, merchant processing jobs obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You can not win the sale in the initial few seconds, but you can certainly lose it.

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

What's my accept it? I believe that the first impression is very important but that the job of the merchant credit card accounts salesperson doesn't end there--or despite the sale. Gone are the days when the sales agent could sign anything, then consider their work with the merchant to be done. These days, merchants constantly receive tempting offers off their merchant services providers. So to keep their business, you have to go beyond the initial impression and build a relationship.

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

The initial 30-60 days would be the most important

To create a strong relationship along with your merchants, you must start doing the work as soon as you sign them. It is possible to develop a solid bond by residing in close connection with your merchants during the first few months once they sign anything. You'll learn their needs, 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 diminish the amount of experience of your merchants. However, you still need to check in 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 won't hurt to prevent by in person either.

Buying from them

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

Be there when they need you

When they contact you for help, ensure you do everything you can to fix the issue as quickly as you can. There may be a lot of things you can't help them 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 credit card accounts isn't brain surgery (or gunfighting). You just have 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.