Selling Merchant Services: Beyond The First Impression7915692

Many months back, I began 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's great to know 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 is a show that was a TV series before it was brought to radio. And as I heard the song, images from the TV show found mind, the foremost of which was the business card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."

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

Now, credit card processing sales commission obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You can't win the deal in the first couple of seconds, however, you can certainly lose it.

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

What's my take on it? I have faith that the first impression is very important but that the work of the merchant credit card accounts salesperson doesn't end there--or despite the sale. Gone are the days once 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 very first impression and make a relationship.

Here are three ideas to help you do just that:

The initial 30-60 days are the most important

To build a strong relationship together with your merchants, you need to start doing it as soon as you sign them. It is possible to develop a solid bond by staying 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 exists for.

Periodic check-ins

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

Purchasing from them

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

Be there when they need you

Once they contact you for help, be sure you do everything you can to fix the issue as quickly as you are able to. There may be a lot of things you can't help them to with, however if you simply 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 a merchant account isn't nuclear physics (or gunfighting). You just have to make a good first impression--then followup and rise above it.

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