Selling Merchant Services: Beyond The First Impression3115276

Several 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 listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

After 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 when I heard the song, images from the TV show found mind, the top of which was the company card with 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 do not remember anything else about the show, however that business card must have made a strong first impression, because many years later I still remember it.

Now, selling merchant services 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 make it sound like the very first impression is the only stuff that matters.

What's my undertake it? I have faith that the first impression is very important but that the task of the merchant services 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 work with the merchant to become done. Today, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you must go beyond the very first impression and make a relationship.

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

The very first 30-60 days are the most important

To create a strong relationship with your merchants, you need to start carrying it out as soon as you sign them. You can develop a solid bond by residing in close contact with your merchants throughout the first few months when they sign the contract. You'll learn their requirements, and they'll learn that you're a reliable person who's exist for.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of experience of your merchants. However, you still need to check in with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. So if you feel in the neighborhood, it does not hurt to avoid by personally either.

Purchasing from them

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

Exist when they need you

Once they contact you for help, ensure you do everything it is possible to 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 tell them that you care and that you're doing everything possible to help ensure their satisfaction.

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

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