Selling A merchant account: Beyond The First Impression6458870

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

Once i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was obviously a TV series prior to being brought to radio. So that as I heard the song, images in the TV show found mind, the foremost 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. San Francisco."

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

Now, merchant services careers obviously isn't much like gunfighting, but a strong impression is obviously valuable. You cannot win the sale in the first few seconds, but you can certainly lose it.

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

What's my undertake it? I have faith 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 when the sales agent could sign the contract, then consider their work with the merchant to be done. Nowadays, 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 make a relationship.

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

The very first 30-60 days are the most important

To construct a strong relationship together with your merchants, you must start carrying it out as soon as you sign them. You are able to develop a solid bond by staying in close experience of your merchants during the first few months when they sign the contract. You'll learn their needs, and they'll discover 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. And if you're in the neighborhood, it doesn't hurt to prevent by in person either.

Buying from them

Nothing will show that you love your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider investing in a gift card you could give to a friend or hand out in a prize or a contest.

Be there when they need you

After they contact you for help, make sure you do everything you are able to to fix the issue 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 tell them that you care and that you're doing everything possible 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 follow-up and rise above it.

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