Selling Merchant Services: Beyond The First Impression4487733

Several months back, I started listening to Radio Classics on satellite radio. It is a channel that plays radio shows in the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to hear 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 is a show that would be a TV series prior to being brought to radio. And as I heard the song, images from the TV show found mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It features 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 should have made a strong first impression, because years later I still remember it.

Now, start a payment processing business obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You can't 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 initial impression will be the only stuff that matters.

What's my accept it? I have faith that the first impression is very important but that the task of the a merchant account salesperson doesn't end there--or despite the sale. Long gone are the days once the sales agent could sign anything, then consider their work with the merchant to become done. These days, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the very first impression and create a relationship.

Here are three guidelines to help you do just that:

The initial 30-60 days are the most important

To build a strong relationship with your merchants, you have to start carrying it out as soon as you sign them. It is possible to develop a solid bond by staying in close connection with your merchants through the first few months once they sign the agreement. You'll learn their demands, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

After those first few months, it's okay to lower the amount of contact with your merchants. However, you still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to stop by face-to-face either.

Buying from them

There is little show that you care about your merchants like buying their goods or services. If whatever they sell is not right for you, maybe consider purchasing a gift card that you can give to a pal or hand out in a prize or perhaps a contest.

Exist when they need you

After they contact you for help, ensure you do everything it is possible to to fix the problem as quickly as it is possible to. There may be several things you can't help them with, but if you show that you're listening, it'll let them know that you care and that you're doing everything easy to help ensure their satisfaction.

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

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