Selling Merchant Services: Beyond The First Impression2419704

Several months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows in the 1930s, 40s and 50s. I've always enjoyed good radio shows, therefore it is 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 obviously a TV series prior to being brought to radio. So when I heard the song, images from the TV show found mind, the foremost of which was the business enterprise card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, selling merchant accounts obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You can't win the offer in the first few seconds, however you can certainly lose it.

However, some books on sales techniques and tips make it sound like the very first impression may be the only stuff that matters.

What's my take on it? I believe that the first impression is important but that the job of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Long gone are the days if the sales agent could sign the agreement, then consider their job with the merchant being done. These days, merchants constantly receive tempting offers from other merchant services providers. So to keep their business, you have to go beyond the very first impression and create a relationship.

Here are three ideas to help you do just that:

The initial 30-60 days will be the most important

To create a strong relationship with your merchants, you have 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 through the first few months when they sign the contract. You'll learn their requirements, and they'll discover you're a reliable person who's exists for.

Periodic check-ins

After those first few months, it's okay to diminish the amount of connection with your merchants. However, you still need to register with them periodically. Sending a monthly 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.

Purchasing from them

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

Exist when they need you

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

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

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