Selling Merchant Services: Beyond The First Impression1092793

A few months back, I started listening to Radio Classics on satellite radio. It's a channel that plays radio shows in the 1930s, 40s and 50s. I've always enjoyed good radio shows, therefore it is great to hear 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's a show that would be a TV series before it was brought to radio. And as I paid attention to the song, images from the TV show found mind, the foremost of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I can't remember anything more about the show, but that business card should have made a strong first impression, because many years later I still remember it.

Now, merchant services jobs obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You cannot win the deal 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 very first impression is the only stuff that matters.

What's my accept it? I have faith that the first impression is essential but that the job of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Gone are the days once the sales agent could sign the agreement, then consider their work with the merchant to be done. These days, merchants constantly receive tempting offers off their merchant services providers. So to keep their business, you need to go beyond the very first impression and make a relationship.

Here are three guidelines to help you do just that:

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

To create a strong relationship along with your merchants, you must start doing the work as soon as you sign them. You are able to develop a solid bond by residing in close experience of your merchants through the first few months when they sign the contract. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to lower the amount of connection with your merchants. However, you'll still need to register 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 won't hurt to stop by face-to-face either.

Purchasing from them

There is little change show that you care about your merchants like buying their products and services or services. If whatever they sell isn't right for you, maybe consider buying a gift card you could give to a buddy or hand out in a prize or a contest.

Exist when they need you

After they contact you for help, ensure you do everything you are able to to fix the situation as quickly as you are able to. There may be several things you can't help them to with, but if you show that you're listening, it'll let them know that you care understanding that you're doing everything easy to help ensure their satisfaction.

Selling a merchant account isn't nuclear physics (or gunfighting). You just have to make a good first impression--then followup and go beyond it.

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