Selling A merchant account: Beyond The First Impression9485855

Several months back, I began listening to Radio Classics on satellite radio. It is a channel that plays radio shows from 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.

When I was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's 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 found mind, the top of which was the business card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

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

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

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

What's my accept it? I believe that the first impression is important but that the job of the merchant services salesperson doesn't end there--or despite the sale. Long 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 first impression and create a relationship.

Listed below are three guidelines 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 need to start doing the work as soon as you sign them. It is possible to develop a solid bond by residing in close contact with your merchants through the first few months after they sign anything. You'll learn their needs, and they'll learn that you're a reliable person who's exist for.

Periodic check-ins

After those first few months, it's okay to lower the amount of experience of your merchants. However, you will still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. So if you are in the neighborhood, it does not hurt to avoid by face-to-face either.

Buying from them

There is little show that you care about your merchants like buying their products and services or services. If whatever they sell is not right for you, maybe consider purchasing a gift card you could give to a pal or hand out in a prize or a contest.

Exist 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 several things you can't help them with, however if you show that you're listening, it'll tell them that you care understanding that you're doing everything easy 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 go beyond it.

Thinking about more sales techniques and tips? Tell me with a comment below.