Selling Merchant Services: Beyond The First Impression5944013

Several months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from your 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.

After i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was obviously a TV series before it was brought to radio. So that as I paid attention to the song, images in the 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 much else about the show, but that business card must have made a strong first impression, because many years later I still remember it.

Now, selling payment processing obviously isn't just like gunfighting, but a strong impression is certainly valuable. You can't win the sale in the first couple of seconds, but you can certainly lose it.

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

What's my accept it? I believe that the first impression is essential but that the job of the merchant services salesperson doesn't end there--or even with the sale. Long gone are the days if the sales agent could sign the agreement, then consider their work with the merchant to be done. These days, merchants constantly receive tempting offers off their merchant services providers. In like manner keep their business, you need to go beyond the initial impression and create a relationship.

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

The initial 30-60 days will be the most important

To construct a strong relationship along with your merchants, you need to start carrying it out as soon as you sign them. It is possible to develop a solid bond by remaining in close connection with 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 exist for.

Periodic check-ins

After those initial few months, it's okay to decrease the amount of connection with your merchants. However, you will still need to sign in with them periodically. Sending a month-to-month 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 in person either.

Purchasing from them

There is little show that you care about your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider buying a gift card that you could give to a friend or share in a prize or a contest.

Be there when they need you

When they contact you for help, be sure you do everything you are able to to fix the situation as quickly as you are able to. There may be some things you can't enable them to with, however if you show that you're listening, it'll let them know that you care understanding that you're doing everything possible 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 rise above it.

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