Selling Merchant Services: Beyond The First Impression8213071

A few months back, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When 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. And as I paid attention to the song, images from your TV show stumbled on mind, the foremost of which was the business card from the gunfighter protagonist Wire Paladin. It features 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, but that business card will need to have made a strong first impression, because years later I still remember it.

Now, credit card processing sales jobs obviously isn't just like gunfighting, but a strong impression is obviously valuable. You cannot win the deal 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 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 task 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 contract, then consider their job with the merchant to be done. Today, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you must go beyond the first impression and build a relationship.

Listed below are three ideas 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 must start doing it as soon as you sign them. You are able to develop a solid bond by staying in close connection with your merchants through the first few months after they sign the contract. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to lower the amount of contact with your merchants. However, you will still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. So if you are in the neighborhood, it does not hurt to prevent by in person either.

Buying from them

Nothing will show that you love your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider purchasing a gift card you could give to a friend or share in a prize or a contest.

Be there when they need you

After they contact you for help, make sure you do everything it is possible to to fix the issue as quickly as you are able to. 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 which you're doing everything possible to help ensure their satisfaction.

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

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