Selling Merchant Services: Beyond The First Impression8240651

Several 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, therefore it is great to listen to 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 is a show that was a TV series before it was brought to radio. So when I heard the song, images in the TV show stumbled on mind, the top of which was the business card with the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, merchant services sales representative obviously isn't much like gunfighting, but a strong impression is certainly valuable. You can not win the deal in the initial 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 have faith that the first impression is important but that the job of the a merchant account salesperson doesn't end there--or despite the sale. Long gone are the days when the sales agent could sign the agreement, then consider the work they do with the merchant being done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you need to go beyond the initial impression and create a relationship.

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

The initial 30-60 days are the most important

To create a strong relationship along with your merchants, you have to start doing the work as soon as you sign them. You are able to develop a solid bond by remaining in close experience of your merchants through the first few months after they sign anything. 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 decrease the amount of contact with your merchants. However, you will still need to register with them periodically. Sending a regular monthly or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it does not hurt to stop by face-to-face either.

Purchasing from them

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

Exist when they need you

When they contact you for help, ensure you do everything you can to fix the situation as quickly as you can. There may be some 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 credit card accounts isn't rocket science (or gunfighting). You need to simply make a good first impression--then followup and exceed it.

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