Selling Merchant Services: Beyond The First Impression3038949

A few months back, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to know 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's a show that would be a TV series before it was brought to radio. So when I listened to the song, images from your TV show found mind, the top of which was the business card from the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the language "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, selling merchant services tips obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You can not win the sale in the initial few seconds, however you can certainly lose it.

However, some books on sales techniques and tips ensure it is sound like the initial impression will be the only thing that matters.

What's my take on it? I have faith that the first impression is important but that the work of the merchant services salesperson doesn't end there--or despite the sale. Long gone are the days when 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 need to go beyond the very first impression and create a relationship.

Here are three ideas to help you do just that:

The initial 30-60 days will be the most important

To create a strong relationship together with your merchants, you have to start carrying it out as soon as you sign them. You can develop a solid bond by remaining in close connection with your merchants during the first few months after they sign the contract. You'll learn their requirements, and they'll discover you're a reliable person who's exists for.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of connection with your merchants. However, you'll still need to sign in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. So if you are in the neighborhood, it won't hurt to stop by personally either.

Purchasing from them

Nothing will show that you care about your merchants like buying their goods or services. If what 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.

Exist 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 to 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 credit card accounts 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.