Selling A merchant account: Beyond The First Impression7627567

Several months back, I started listening to Radio Classics on satellite radio. It's really 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.

After i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was a TV series before it was brought to radio. And as I heard the song, images in the TV show stumbled on mind, the top of which was the company card of the gunfighter protagonist Wire Paladin. It features 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 should have made a strong first impression, because many years later I still remember it.

Now, merchant services reseller obviously isn't much like gunfighting, but a strong impression is certainly valuable. You can't 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 is the only stuff that matters.

What's my take on it? I have faith that the first impression is very important but that the task of the merchant services salesperson doesn't end there--or despite having the sale. Over are the days if the sales agent could sign the contract, then consider their work with the merchant being done. These days, merchants constantly receive tempting offers from other merchant services providers. In like manner keep their business, you must go beyond the first impression and make a relationship.

Here are three guidelines to help you do just that:

The very first 30-60 days would be the most important

To build a strong relationship along with your merchants, you need to start doing the work as soon as you sign them. You can develop a solid bond by residing in close contact with your merchants throughout the first few months once they sign the contract. You'll learn their demands, and they'll learn that 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 connection with your merchants. However, you'll still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. So if you feel in the neighborhood, it does not hurt to avoid by face-to-face either.

Purchasing from them

Nothing will show that you care about your merchants like buying their goods or services. If the things they sell is not right for you, maybe consider buying a gift card you could give to a pal or give away in a prize or even a contest.

Be there when they need you

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

Selling a merchant account isn't brain surgery (or gunfighting). You just need to make a good first impression--then followup and exceed it.

Thinking about more sales techniques and tips? Inform me with a comment below.