Selling Merchant Services: Beyond The First Impression4143906

A few months back, I began 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, so it's great to listen to 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's really a show that was a TV series before it was brought to radio. And as I listened to the song, images from your TV show found mind, the top of which was the company card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, selling merchant processing service obviously isn't just like gunfighting, but a strong impression is certainly valuable. You can not win the offer in the first few seconds, but you can certainly lose it.

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

What's my undertake it? I believe that the first impression is important but that the task of the merchant services salesperson doesn't end there--or even with the sale. Gone are the days once the sales agent could sign the contract, then consider their job with the merchant to become done. Today, merchants constantly receive tempting offers from other merchant services providers. In like manner keep their business, you must go beyond the first impression and build a relationship.

Here are three ideas to help you do just that:

The first 30-60 days will be the most important

To construct a strong relationship along with your merchants, you must start doing the work as soon as you sign them. It is possible to develop a solid bond by remaining in close connection with your merchants during the first few months when they sign anything. 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 will still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. So if you are in the neighborhood, it does not hurt to stop by in person either.

Purchasing from them

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

Be there when they need you

When they contact you for help, ensure you do everything you are able to to fix the issue as quickly as you can. There may be several things you can't help them with, but if you show that you're listening, it'll let them know that you care and that you're doing everything simple 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 exceed it.

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