Selling A merchant account: Beyond The First Impression3361970

Several months back, I began 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, so it is great to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was listening to 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 listened to the song, images in the TV show came to mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember much 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, become a payment processor obviously isn't much like gunfighting, but a strong impression is obviously valuable. You cannot win the offer in the initial few seconds, but you can certainly lose it.

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

What's my accept it? I believe that the first impression is important but that the task of the merchant services salesperson doesn't end there--or despite the sale. Long gone are the days when the sales agent could sign anything, then consider the work they do with the merchant to become 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 very first impression and build a relationship.

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

The initial 30-60 days are the most important

To create a strong relationship along with your merchants, you must start doing it as soon as you sign them. You can develop a solid bond by remaining in close experience of your merchants through the first few months when they sign the agreement. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those first few months, it's okay to lower the amount of contact with your merchants. However, you still need to check in 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 face-to-face either.

Purchasing from them

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

Exist when they need you

When they contact you for help, be sure you do everything you can 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 simply show that you're listening, it'll let them know that you care understanding that you're doing everything easy to help ensure their satisfaction.

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

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