Selling Merchant Services: Beyond The First Impression2105394

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, therefore it is great to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

Once 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 prior to being brought to radio. So that as I listened to the song, images from your TV show stumbled on mind, the top of which was the company card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, how to become a merchant processor obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You can not win the sale in the initial few seconds, however you can certainly lose it.

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

What's my accept it? I believe that the first impression is essential but that the work of the merchant credit card accounts salesperson doesn't end there--or despite the sale. Over are the days if the sales agent could sign anything, then consider the work they do with the merchant to be done. These days, merchants constantly receive tempting offers from other merchant services providers. To 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 initial 30-60 days will be the most important

To create a strong relationship with your merchants, you have to start doing it as soon as you sign them. You can develop a solid bond by remaining in close contact with your merchants through the first few months after they sign the contract. You'll learn their demands, and they'll discover you're a reliable person who's exists for.

Periodic check-ins

After those initial few months, it's okay to decrease the amount of contact with your merchants. However, you still need to check in with them periodically. Sending a monthly or bi-monthly newsletter is a good way to do it. So if you feel in the neighborhood, it does not hurt to avoid by personally either.

Buying from them

There is little show that you care about your merchants like buying their products and services or services. If whatever they sell is not right for you, maybe consider investing in a gift card that you could give to a buddy or share in a prize or even a contest.

Be there when they need you

When 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 some things you can't help them with, however if you simply show that you're listening, it'll tell them that you care which you're doing everything easy to help ensure their satisfaction.

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

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