Selling A merchant account: Beyond The First Impression7091604

Several 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, so it's great to know 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'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 your TV show found mind, the foremost of which was the business 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 can't remember anything more about the show, however that business card will need to have made a strong first impression, because all these years later I still remember it.

Now, start a processing company obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You can not win the sale in the first couple of seconds, however you can certainly lose it.

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

What's my take on it? I believe that the first impression is essential but that the task of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Gone are the days if the sales agent could sign anything, then consider their job with the merchant to be done. These days, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the first impression and create a relationship.

Here are three ideas to help you do just that:

The initial 30-60 days would be the most important

To build a strong relationship with your merchants, you need to start carrying it out as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants during the first few months once 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 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 superb way to do it. So if you are in the neighborhood, it won't hurt to avoid by face-to-face either.

Buying 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 buying a gift card that you could give to a friend or share in a prize or a contest.

Be there when they need you

When they contact you for help, ensure you do everything you can to fix the problem as quickly as you are able to. There may be a lot of things you can't help them to with, however if you show that you're listening, it'll tell them that you care which you're doing everything easy to help ensure their satisfaction.

Selling merchant services isn't rocket science (or gunfighting). You just have to make a good first impression--then follow-up and rise above it.

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