Selling A merchant account: Beyond The First Impression98145

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

After 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 before it was brought to radio. So that as I listened to the song, images from the TV show came to mind, the top of which was the business 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. San Francisco."

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

Now, credit card processing sales commission obviously isn't much like gunfighting, but a strong impression is obviously valuable. You cannot win the offer in the first couple of seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is very important but that the work of the a merchant account salesperson doesn't end there--or even with the sale. Gone are the days once the sales agent could sign the contract, then consider their work with the merchant being done. These days, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you must go beyond the very first impression and make a relationship.

Here are three guidelines to help you do just that:

The initial 30-60 days would be the most important

To construct a strong relationship with your merchants, you need to start doing it as soon as you sign them. You are able to develop a solid bond by staying in close experience of your merchants through the first few months after they sign the contract. You'll learn their requirements, and they'll discover 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 experience of your merchants. However, you'll still need to register 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 avoid by face-to-face either.

Purchasing from them

There is little show that you care about your merchants like buying their items or services. If what they sell is not right for you, maybe consider buying a gift card that you could give to a friend or share in a prize or perhaps a contest.

Be there when they need you

When they contact you for help, be sure you do everything it is possible to to fix the situation as quickly as you are able to. There may be several things you can't help them with, however if you show that you're listening, it'll let them know that you care which you're doing everything easy to help ensure their satisfaction.

Selling a merchant account isn't nuclear physics (or gunfighting). You just need to make a good first impression--then follow up and exceed it.

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