Selling A merchant account: Beyond The First Impression641978

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

When I was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was a TV series prior to being brought to radio. So when I heard the song, images in the TV show came to mind, the foremost of which was the business enterprise card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, selling credit card processing obviously isn't much like gunfighting, but a strong impression is certainly 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 make it sound like the first impression will be the only stuff that matters.

What's my take on it? I believe that the first impression is very important but that the work of the merchant services salesperson doesn't end there--or despite the sale. Gone are the days when the sales agent could sign anything, then consider their job with the merchant to become done. Today, merchants constantly receive tempting offers from other merchant services providers. So to keep their business, you need to go beyond the first impression and make a relationship.

Listed here are three guidelines to help you do just that:

The initial 30-60 days are the most important

To build a strong relationship along with your merchants, you have to start doing the work as soon as you sign them. You are able to develop a solid bond by remaining in close experience of your merchants throughout the first few months after they sign anything. You'll learn their needs, and they'll discover 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 contact with your merchants. However, you still need to register with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to stop by personally either.

Buying from them

Nothing will show that you love your merchants like buying their goods or services. If the things they sell isn't right for you, maybe consider investing in a gift card that you could give to a pal or hand out in a prize or a contest.

Be there when they need you

After they contact you for help, make sure you do everything it is possible to to fix the situation as quickly as it is possible to. There may be a lot of things you can't enable them to with, however if you simply show that you're listening, it'll inform them that you care which you're doing everything simple to help ensure their satisfaction.

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

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