Selling Merchant Services: Beyond The First Impression2961599

A few months back, I began listening to Radio Classics on satellite radio. It's 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.

After i was listening to 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 that as I paid attention to the song, images from the TV show found mind, the foremost of which was the business card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "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 many years later I still remember it.

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

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

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

Here are three ideas to help you do just that:

The first 30-60 days are the most important

To construct a strong relationship with your merchants, you need to start doing it as soon as you sign them. You can develop a solid bond by staying in close experience of 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 exist for.

Periodic check-ins

After those initial few months, it's okay to lower the amount of contact with your merchants. However, you'll still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it doesn't hurt to prevent by face-to-face either.

Buying from them

There is little change show that you love your merchants like buying their items or services. If the things they sell isn't right for you, maybe consider purchasing a gift card you could give to a pal or share in a prize or perhaps a contest.

Exist when they need you

Once they contact you for help, ensure you do everything it is possible to to fix the problem as quickly as you are able to. There may be several things you can't help them with, however if you show that you're listening, it'll let them know that you care understanding that you're doing everything easy to help ensure their satisfaction.

Selling merchant credit card accounts isn't rocket science (or gunfighting). You just have to make a good first impression--then follow up and exceed it.

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