Selling Merchant Services: Beyond The First Impression4734427

Several months back, I started listening to Radio Classics on satellite radio. It's a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to listen to 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's a show that was obviously a TV series before it was brought to radio. So that as I listened to the song, images in the TV show found mind, the foremost of which was the business card with the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

I do not remember anything else about the show, but that business card should have made a strong first impression, because years later I still remember it.

Now, merchant services commission structure obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You can't win the offer in the first couple of seconds, however, you can certainly lose it.

However, some books on sales techniques and tips allow it to be sound like the very first impression will be the only thing that matters.

What's my take on it? I have faith that the first impression is important but that the task of the a merchant account salesperson doesn't end there--or even with the sale. Over are the days when the sales agent could sign the contract, then consider their job with the merchant to be done. These days, merchants constantly receive tempting offers off their merchant services providers. In like manner keep their business, you have to go beyond the very first impression and build a relationship.

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

The first 30-60 days would be the most important

To build a strong relationship with your merchants, you need to start doing it as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants during the first few months when they sign the contract. You'll learn their needs, and they'll discover you're a reliable person who's exists for.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of contact with your merchants. However, you'll still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. So if you feel in the neighborhood, it won't hurt to prevent by face-to-face either.

Buying from them

There is little change show that you care about your merchants like buying their items or services. If whatever they sell isn't right for you, maybe consider buying a gift card you could give to a buddy or share in a prize or 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 issue as quickly as you can. There may be some things you can't help them with, however if you show that you're listening, it'll let them know that you care which you're doing everything simple to help ensure their satisfaction.

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

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