Selling Merchant Services: Beyond The First Impression8534336

A few months back, I started 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, therefore it is great to know 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. And as I paid attention to the song, images from your TV show stumbled on mind, the top of which was the business enterprise card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."

I don't remember much else about the show, however that business card should have made a strong first impression, because years later I still remember it.

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

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

What's my take on it? I have faith that the first impression is essential but that the job of the merchant services salesperson doesn't end there--or despite the sale. Gone are the days once the sales agent could sign the contract, then consider their job with the merchant to become done. Nowadays, merchants constantly receive tempting offers off their merchant services providers. To keep their business, you have to go beyond the first impression and build a relationship.

Listed below are three ideas to help you do just that:

The very first 30-60 days are the most important

To create a strong relationship along with your merchants, you have to start doing it as soon as you sign them. You are able to develop a solid bond by staying in close experience of your merchants throughout the first few months once they sign the contract. You'll learn their requirements, 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 connection with your merchants. However, you'll 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 face-to-face either.

Buying from them

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

Be there when they need you

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

Selling merchant credit card accounts isn't brain surgery (or gunfighting). You need to simply make a good first impression--then followup and rise above it.

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