Selling Merchant Services: Beyond The First Impression8734280

A few months back, I started listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to know 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 would be a TV series prior to being brought to radio. So when I paid attention to the song, images in the TV show came to mind, the top of which was the business card from the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

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

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

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

What's my accept it? I believe that the first impression is very important but that the job of the merchant services salesperson doesn't end there--or despite the sale. Long gone are the days when the sales agent could sign anything, then consider the work they do with the merchant being done. These days, merchants constantly receive tempting offers using their company merchant services providers. So to keep their business, you must go beyond the first impression and create a relationship.

Here are three ideas 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. You can develop a solid bond by residing in close experience of your merchants during the first few months after they sign the agreement. You'll learn their needs, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those initial few months, it's okay to lower the amount of experience of your merchants. However, you'll 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 feel in the neighborhood, it doesn't hurt to prevent by face-to-face either.

Purchasing from them

Nothing will show that you care about your merchants like buying their goods or services. If the things they sell is not right for you, maybe consider investing in a gift card that you can give to a friend or hand out in a prize or perhaps a contest.

Be there when they need you

After they contact you for help, be sure you do everything you can to fix the issue as quickly as you can. There may be a lot of things you can't enable them to with, however if you simply show that you're listening, it'll inform them that you care which you're doing everything possible to help ensure their satisfaction.

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

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