Selling Merchant Services: Beyond The First Impression5648933

A few months back, I began 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 hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

After i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that would be a TV series prior to being brought to radio. And as I heard the song, images from your TV show found mind, the foremost of which was the business card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, merchant services reseller obviously isn't just like gunfighting, but a strong impression is unquestionably valuable. You can't win the deal in the first few seconds, but you can certainly lose it.

However, some books on sales techniques and tips ensure it is sound like the initial impression is the only thing 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 even with the sale. Over are the days once the sales agent could sign the contract, then consider the work they do with the merchant to become done. Today, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you have to go beyond the very first impression and create 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 create a strong relationship together with your merchants, you must start doing it as soon as you sign them. You are able to develop a solid bond by remaining in close experience of your merchants through the first few months once they sign the agreement. You'll learn their requirements, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

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

Purchasing from them

There is little show that you care about 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 you could give to a buddy or share in a prize or a contest.

Be there when they need you

When they contact you for help, make sure you do everything it is possible to to fix the situation as quickly as you can. There may be several things you can't help them to with, however if you show that you're listening, it'll tell them that you care which you're doing everything possible to help ensure their satisfaction.

Selling a merchant account 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? Let me know with a comment below.