Selling A merchant account: Beyond The First Impression6230924

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

When I was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was obviously a TV series before it was brought to radio. And as I paid attention to the song, images from your TV show stumbled on mind, the top of which was the business card with the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San francisco bay area."

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

Now, merchant services sales representative obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You cannot win the sale 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 will be the only stuff that matters.

What's my accept it? I believe that the first impression is essential but that the work of the a merchant account salesperson doesn't end there--or despite having the sale. Long gone are the days when the sales agent could sign anything, then consider the work they do with the merchant to become done. Today, merchants constantly receive tempting offers from other merchant services providers. So to keep their business, you must go beyond the first impression and create 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 along with your merchants, you need to start carrying it out as soon as you sign them. You can develop a solid bond by remaining in close experience of your merchants throughout the first few months once they sign the agreement. You'll learn their requirements, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

After those initial few months, it's okay to decrease the amount of experience of your merchants. However, you still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. So if you are in the neighborhood, it doesn't hurt to avoid by in person either.

Buying from them

There is little show that you care about your merchants like buying their products and services 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 hand out in a prize or even a contest.

Exist when they need you

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

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

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