Selling A merchant account: Beyond The First Impression4285790

Many months back, I began listening to Radio Classics on satellite radio. It is a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it's great to know 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 is a show that was obviously a TV series prior to being brought to radio. And as I heard the song, images from your TV show stumbled on 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. Bay area."

I can't remember anything more about the show, but that business card will need to have made a strong first impression, because many years later I still remember it.

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

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

What's my take on it? I believe that the first impression is very important but that the job of the merchant services salesperson doesn't end there--or despite having the sale. Over are the days once the sales agent could sign the contract, 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. In like manner keep their business, you must go beyond the first impression and create a relationship.

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

The first 30-60 days are the most important

To construct a strong relationship together with your merchants, you need to start doing the work as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants through the first few months when they sign anything. You'll learn their demands, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

After those first few months, it's okay to decrease the amount of connection with your merchants. However, you'll still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to avoid by personally 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 isn't right for you, maybe consider investing in a gift card you could give to a pal or hand out in a prize or perhaps a contest.

Exist when they need you

Once they contact you for help, be sure you do everything it is possible to to fix the situation as quickly as it is possible to. There may be a lot of things you can't help them with, however if you show that you're listening, it'll let them know that you care understanding that you're doing everything simple to help ensure their satisfaction.

Selling a merchant account isn't brain surgery (or gunfighting). You just need to make a good first impression--then follow-up and rise above it.

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