Selling Merchant Services: Beyond The First Impression2584391

A few months back, I started listening to Radio Classics on satellite radio. It is a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was a TV series before it was brought to radio. So that as I paid attention to the song, images in the TV show found mind, the foremost of which was the business enterprise card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."

I do not 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 processing company obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You can't win the offer in the first few seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is very important but that the work of the merchant services salesperson doesn't end there--or despite the sale. Gone are the days if the sales agent could sign the contract, then consider their job with the merchant being done. Today, merchants constantly receive tempting offers using their company merchant services providers. So to keep their business, you have to go beyond the very first impression and make a relationship.

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

The initial 30-60 days are the most important

To construct a strong relationship along 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 experience of your merchants during the first few months once they sign the contract. 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 decrease the amount of contact with your merchants. However, you'll still need to check in 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 doesn't hurt to avoid by face-to-face either.

Purchasing from them

Nothing will show that you care about your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider investing in a gift card you could give to a buddy or give away in a prize or perhaps a contest.

Be there when they need you

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

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

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