Selling Merchant Services: Beyond The First Impression8322116

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

Once i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was obviously a TV series prior to being brought to radio. So when I paid attention to the song, images from your TV show came to mind, the foremost of which was the business card from the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything else about the show, however that business card will need to have made a strong first impression, because many years later I still remember it.

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

However, some books on sales techniques and tips make it sound like the very first impression is the only thing that matters.

What's my take on it? I have faith that the first impression is essential but that the work of the merchant services salesperson doesn't end there--or despite the sale. Long gone are the days if the sales agent could sign anything, then consider their job with the merchant being done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. In like manner keep their business, you must go beyond the initial impression and make a relationship.

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

The initial 30-60 days will be the most important

To create a strong relationship along with your merchants, you must start carrying it out as soon as you sign them. You can develop a solid bond by residing in close contact with 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 couple of months, it's okay to lower the amount of connection with your merchants. However, you still need to check in with them periodically. Sending a month-to-month or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to stop by personally 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 buying a gift card that you can give to a friend or give away in a prize or a contest.

Be there when they need you

After they contact you for help, make sure you do everything you can 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 and that you're doing everything possible to help ensure their satisfaction.

Selling a merchant account isn't rocket science (or gunfighting). You just need to make a good first impression--then follow-up and go beyond it.

Interested in more sales techniques and tips? Let me know with a comment below.