Selling Merchant Services: Beyond The First Impression9162292

A few months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, therefore it is great to know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was a TV series before it was brought to radio. So that as I listened to the song, images in the TV show stumbled on mind, the foremost of which was the business card of the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San francisco bay area."

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

Now, payment processing jobs obviously isn't just like gunfighting, but a strong impression is certainly valuable. You cannot win the deal in the first couple of seconds, but you can certainly lose it.

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

What's my undertake it? I believe that the first impression is essential but that the work of the a merchant account salesperson doesn't end there--or even with the sale. Gone are the days when the sales agent could sign anything, then consider their job 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 initial impression and make a relationship.

Here are three guidelines to help you do just that:

The first 30-60 days are the most important

To build a strong relationship along with your merchants, you must 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 through the first few months when 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 initial few months, it's okay to diminish the amount of experience of your merchants. However, you still need to check in with them periodically. Sending a monthly or bi-monthly newsletter is a great way to do it. And if you're in the neighborhood, it won't hurt to avoid by face-to-face either.

Purchasing from them

Nothing will show that you love 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 you could give to a friend or give away in a prize or a contest.

Be there when they need you

After they contact you for help, ensure you do everything you can to fix the issue as quickly as you can. There may be some things you can't enable them to with, but if you show that you're listening, it'll let them know 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 follow-up and go beyond it.

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