Selling A merchant account: Beyond The First Impression6485054

A few months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows in 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 hearing 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 paid attention to the song, images from the TV show found mind, the foremost of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything else about the show, however that business card must have made a strong first impression, because many years later I still remember it.

Now, becoming a payment processor obviously isn't much like gunfighting, but a strong impression is certainly valuable. You can't win the deal in the first couple of seconds, however, 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 take on it? I have faith that the first impression is very 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 agreement, then consider their job 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 initial impression and create a relationship.

Here are three guidelines to help you do just that:

The initial 30-60 days would be the most important

To create a strong relationship with your merchants, you have to start doing it 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 the contract. You'll learn their needs, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first few months, it's okay to diminish the amount of contact with your merchants. However, you will still need to register with them periodically. Sending a regular monthly or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it won't hurt to stop by personally either.

Buying from them

There is little change 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 buying 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, make sure you do everything you can to fix the situation as quickly as you are able to. There may be a lot of 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 which you're doing everything simple 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 follow up and exceed it.

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