Selling A merchant account: Beyond The First Impression1149819

A few months back, I started 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's great to listen to 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 is a show that was a TV series prior to being brought to radio. And as I listened to the song, images from your TV show found mind, the top of which was the business enterprise card with the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."

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

Now, selling merchant processing service obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You cannot win the deal 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 initial impression is the only thing that matters.

What's my take on it? I have faith that the first impression is essential but that the work of the a merchant account salesperson doesn't end there--or despite the sale. Long gone are the days if the sales agent could sign the contract, then consider the work they do with the merchant to be done. These days, merchants constantly receive tempting offers using their company merchant services providers. So to keep their business, you have to go beyond the first impression and make a relationship.

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

The very first 30-60 days would be the most important

To build a strong relationship together with your merchants, you must start doing the work as soon as you sign them. It is possible to develop a solid bond by residing in close experience of your merchants during the first few months once they sign anything. You'll learn their demands, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

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

Buying from them

Nothing will show that you care about your merchants like buying their products and services or services. If whatever they sell isn't right for you, maybe consider buying a gift card that you can give to a buddy or give away in a prize or even a contest.

Be there when they need you

After 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 several things you can't help them to with, however if you show that you're listening, it'll inform them that you care which you're doing everything possible to help ensure their satisfaction.

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

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