Selling Merchant Services: Beyond The First Impression3685473

Many months back, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows in 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.

When I was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was obviously a TV series before it was brought to radio. So when I listened to the song, images from the TV show found mind, the foremost of which was the business card from 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 bay area."

I can't remember anything else about the show, however that business card must have made a strong first impression, because all these years later I still remember it.

Now, become a payment processor obviously isn't just like gunfighting, but a strong impression is certainly valuable. You can not win the sale in the first couple of seconds, however, you can certainly lose it.

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

What's my take on it? I have faith that the first impression is very important but that the work of the a merchant account salesperson doesn't end there--or despite having the sale. Over are the days once the sales agent could sign the agreement, then consider the work they do with the merchant being done. Nowadays, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you have to go beyond the initial impression and build 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 with your merchants, you must start doing it as soon as you sign them. You can develop a solid bond by staying in close connection with your merchants during the first few months once they sign the contract. You'll learn their demands, 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 check in with them periodically. Sending a month-to-month or bi-monthly newsletter is a good way to do it. So if you are in the neighborhood, it does not hurt to stop by personally either.

Buying from them

There is little show that you care about 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 give away in a prize or a contest.

Exist when they need you

After they contact you for help, ensure you do everything you are able to to fix the situation as quickly as you can. There may be some things you can't help them with, but if you show that you're listening, it'll let them know that you care understanding that you're doing everything simple to help ensure their satisfaction.

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

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