Selling A merchant account: Beyond The First Impression8529137

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

After i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that would be a TV series before it was brought to radio. So that as I listened to the song, images from the TV show found mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, selling payment processing obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You can not win the offer 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 initial impression will be the only thing that matters.

What's my take on it? I believe that the first impression is important but that the job of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Long gone are the days if the sales agent could sign the contract, then consider their job with the merchant being 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 create a relationship.

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

The initial 30-60 days will be the most important

To construct a strong relationship 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 during 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 lower the amount of contact with your merchants. However, you will still need to sign in with them periodically. Sending a regular monthly 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 in person either.

Purchasing from them

Nothing will 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 can give to a pal or give away in a prize or even a contest.

Exist 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 several things you can't help them to with, but if you show that you're listening, it'll let them know that you care and 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 exceed it.

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