Selling A merchant account: Beyond The First Impression9441886

Several months back, I started listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, therefore 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 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 features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."

I can't remember anything more about the show, but that business card will need to have made a strong first impression, because all these years later I still remember it.

Now, credit card processing sales commission obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You cannot win the sale in the first few seconds, however, you can certainly lose it.

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

What's my take on it? I believe that the first impression is very important but that the job of the merchant services salesperson doesn't end there--or even with the sale. Over are the days once the sales agent could sign the agreement, then consider their work with the merchant to be done. These days, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you must go beyond the very first impression and make a relationship.

Here are three tips 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 carrying it out as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants throughout the first few months when 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 connection with your merchants. However, you'll still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. And if you're in the neighborhood, it doesn't hurt to stop by face-to-face either.

Buying from them

Nothing will show that you love your merchants like buying their goods or services. If whatever they sell isn't right for you, maybe consider buying a gift card that you can give to a pal or give away in a prize or even a contest.

Exist when they need you

When they contact you for help, make sure you do everything you are able to to fix the issue as quickly as it is possible to. There may be some things you can't help them with, however 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 a merchant account isn't nuclear physics (or gunfighting). You just have to make a good first impression--then follow up and exceed it.

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