Selling Merchant Services: Beyond The First Impression1600814

A few months back, I started listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from 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.

When 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 paid attention to the song, images from the TV show came to mind, the foremost of which was the business card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

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

Now, how to become an iso for merchant services obviously isn't much like gunfighting, but a strong impression is obviously valuable. You can't win the offer in the initial few seconds, however, you can certainly lose it.

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

What's my undertake it? I believe that the first impression is important but that the task of the a merchant account salesperson doesn't end there--or despite the sale. Long gone are the days if the sales agent could sign the contract, then consider their job with the merchant to be done. These days, merchants constantly receive tempting offers off their merchant services providers. In like manner keep their business, you have to go beyond the first impression and make a relationship.

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

The first 30-60 days are the most important

To construct a strong relationship along with your merchants, you need to start doing it as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants throughout the first few months when they sign the agreement. 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 diminish the amount of experience of your merchants. However, you'll still need to sign in with them periodically. Sending a month-to-month or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it won't hurt to prevent by face-to-face either.

Buying from them

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

Be there when they need you

After they contact you for help, make sure you do everything you can to fix the situation as quickly as you can. There may be several things you can't help them with, but if you show that you're listening, it'll let them know that you care and that you're doing everything easy to help ensure their satisfaction.

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

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