Selling Merchant Services: Beyond The First Impression2329345

A few months back, I began listening to Radio Classics on satellite radio. It is 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.

When I was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was obviously a TV series prior to being brought to radio. And as I listened to the song, images from the TV show came to mind, the foremost of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."

I don't remember anything more 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, start a payment processing business obviously isn't just like gunfighting, but a strong impression is obviously valuable. You can not 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 may be the only thing that matters.

What's my take on it? I have faith that the first impression is important but that the job 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 the agreement, then consider their work with the merchant to become done. These days, merchants constantly receive tempting offers using their company merchant services providers. So to keep their business, you have to go beyond the initial impression and create a relationship.

Listed below are three tips to help you do just that:

The very first 30-60 days are the most important

To build a strong relationship together with your merchants, you must start doing the work as soon as you sign them. You are able to develop a solid bond by residing in close contact with your merchants during the first few months when they sign anything. You'll learn their needs, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first 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 monthly or bi-monthly newsletter is a good way to do it. So if you feel in the neighborhood, it won't hurt to avoid by face-to-face either.

Purchasing from them

There is little show that you love your merchants like buying their items or services. If what they sell is not right for you, maybe consider buying a gift card that you can give to a friend or share in a prize or a contest.

Be there when they need you

Once they contact you for help, be sure you do everything you can to fix the problem as quickly as it is possible to. There may be some things you can't help them to with, however if you show that you're listening, it'll inform them that you care which you're doing everything simple to help ensure their satisfaction.

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

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