Selling A merchant account: Beyond The First Impression1675385

Many months back, I began listening to Radio Classics on satellite radio. It is 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.

Once i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was a TV series prior to being brought to radio. So that as I heard the song, images from your TV show found mind, the top of which was the business card with the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."

I don't remember much 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 sales jobs obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You can't win the offer in the first few seconds, however, you can certainly lose it.

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

What's my take on it? I have faith that the first impression is very important but that the job of the a merchant account salesperson doesn't end there--or despite having the sale. Long gone are the days if the sales agent could sign anything, then consider the work they do with the merchant to become done. Nowadays, 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 build a relationship.

Here are three guidelines to help you do just that:

The very first 30-60 days are the most important

To build a strong relationship together with your merchants, you need to start doing it as soon as you sign them. You can develop a solid bond by staying in close contact with your merchants throughout the first few months once they sign the contract. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those initial few months, it's okay to lower the amount of connection with your merchants. However, you still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. And if you're in the neighborhood, it does not hurt to avoid by face-to-face either.

Purchasing from them

There is little change show that you care about your merchants like buying their items or services. If what they sell isn't right for you, maybe consider investing in a gift card you could give to a buddy or hand out in a prize or a contest.

Be there when they need you

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

Selling merchant services isn't brain surgery (or gunfighting). You need to simply make a good first impression--then followup and go beyond it.

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