Selling A merchant account: Beyond The First Impression1298358

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 know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

After i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is 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 company 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."

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

Now, selling merchant services obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You cannot win the offer 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 initial impression is the only thing that matters.

What's my accept it? I have faith that the first impression is essential but that the job of the merchant services salesperson doesn't end there--or despite the sale. Over are the days if the sales agent could sign the contract, then consider their work with the merchant to be done. These days, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you have to go beyond the first impression and create a relationship.

Here are three tips to help you do just that:

The first 30-60 days are the most important

To build a strong relationship with your merchants, you need to start carrying it out as soon as you sign them. You are able to develop a solid bond by remaining in close connection with your merchants during the first few months once they sign the contract. You'll learn their needs, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of contact with your merchants. However, you 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 does not hurt to prevent by face-to-face either.

Buying from them

There is little show that you love your merchants like buying their goods or services. If the things they sell isn't right for you, maybe consider purchasing a gift card you could give to a friend or give away in a prize or even 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 are able to. 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 and that you're doing everything possible to help ensure their satisfaction.

Selling merchant services isn't rocket science (or gunfighting). You just have to make a good first impression--then follow-up and rise above it.

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