Selling Merchant Services: Beyond The First Impression2012918

A few months back, I began 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, therefore it is great to listen to 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 obviously a TV series before it was brought to radio. So that as I heard the song, images from the TV show came to mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I don't remember anything else 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 careers obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You cannot win the deal in the first couple of seconds, however you can certainly lose it.

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

What's my undertake it? I have faith that the first impression is essential but that the task of the merchant services salesperson doesn't end there--or despite having the sale. Long gone are the days when the sales agent could sign the agreement, then consider their work with the merchant to be done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. In like manner keep their business, you have to go beyond the initial impression and make a relationship.

Listed below 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 with your merchants, you need to start doing the work as soon as you sign them. You are able to develop a solid bond by staying in close contact with your merchants during the first few months when they sign anything. You'll learn their requirements, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of experience of your merchants. However, you'll still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. And if you're in the neighborhood, it won't hurt to stop by in person either.

Buying from them

There is little change show that you love your merchants like buying their products and services or services. If the things they sell isn't right for you, maybe consider buying a gift card you could give to a pal or share in a prize or perhaps a contest.

Be there when they need you

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

Selling a merchant account isn't brain surgery (or gunfighting). You just have to make a good first impression--then follow up and rise above it.

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