Selling Merchant Services: Beyond The First Impression6945

Several months back, I started listening to Radio Classics on satellite radio. It is a channel that plays radio shows from the 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 really a show that was a TV series before it was brought to radio. So when I listened to the song, images in the TV show stumbled on mind, the top of which was the company card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, credit card processing sales jobs obviously isn't much like gunfighting, but a strong impression is obviously valuable. You can not win the offer 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 is the only thing that matters.

What's my accept it? I have faith that the first impression is essential but that the task of the merchant services 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 to become done. Today, merchants constantly receive tempting offers from other merchant services providers. So to keep their business, you must go beyond the very first impression and build a relationship.

Here are three guidelines to help you do just that:

The first 30-60 days will be the most important

To construct a strong relationship along with your merchants, you need to start doing it as soon as you sign them. It is possible to develop a solid bond by remaining in close experience of your merchants throughout the first few months once they sign anything. You'll learn their demands, and they'll discover you're a reliable person who's there to help.

Periodic check-ins

After those first few months, it's okay to lower the amount of contact with your merchants. However, you'll still need to check in with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. So if you are in the neighborhood, it does not hurt to stop by in person either.

Buying from them

There is little show that you care about your merchants like buying their items or services. If what they sell isn't right for you, maybe consider buying a gift card that you could give to a pal or give away in a prize or perhaps a contest.

Exist when they need you

After they contact you for help, be sure you do everything you can to fix the problem 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 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 have to make a good first impression--then followup and go beyond it.

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