Selling Merchant Services: Beyond The First Impression9661060

Many 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 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 when I listened to the song, images from the TV show stumbled on mind, the top of which was the business enterprise card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. Bay area."

I can't remember anything else about the show, however that business card will need to have made a strong first impression, because all these years later I still remember it.

Now, credit card processing sales commission obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You can't win the offer in the first few seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is important but that the task of the a merchant account salesperson doesn't end there--or despite the sale. Gone are the days when the sales agent could sign the contract, then consider the work they do with the merchant to be done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you must go beyond the initial impression and make a relationship.

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

The very first 30-60 days would be the most important

To create a strong relationship along with your merchants, you have to start doing it as soon as you sign them. You can develop a solid bond by staying in close experience of your merchants through the first few months when they sign the contract. You'll learn their requirements, 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 connection with your merchants. However, you will still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. So if you feel in the neighborhood, it won't hurt to stop by personally either.

Buying from them

Nothing will show that you love your merchants like buying their items or services. If what they sell is not right for you, maybe consider investing in a gift card that you can give to a buddy or give away 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 are able to. There may be several things you can't help them with, however if you simply show that you're listening, it'll inform them that you care understanding that you're doing everything simple 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 followup and go beyond it.

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