Selling Merchant Services: Beyond The First Impression713768

Many months back, I began 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's great to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

Once 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 prior to being brought to radio. And as I paid attention to the song, images from your TV show stumbled on mind, the foremost of which was the company card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San Francisco."

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

Now, merchant services sales jobs obviously isn't just like gunfighting, but a strong impression is unquestionably valuable. You can't win the deal in the initial few seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is important but that the work of the merchant services salesperson doesn't end there--or even with the sale. Long gone are the days once the sales agent could sign anything, then consider the work they do with the merchant to become done. These days, merchants constantly receive tempting offers off their merchant services providers. In like manner keep their business, you must go beyond the first impression and make a relationship.

Listed here are three tips to help you do just that:

The initial 30-60 days would be the most important

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

Periodic check-ins

After those first few months, it's okay to diminish the amount of contact with your merchants. However, you still need to register 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 does not hurt to avoid by in person 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 buying a gift card that you can give to a pal or hand out in a prize or even a contest.

Be there when they need you

After they contact you for help, ensure you do everything you are able to to fix the issue as quickly as it is possible to. There may be some things you can't help them with, but if you show that you're listening, it'll inform them that you care which you're doing everything easy to help ensure their satisfaction.

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

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