Selling Merchant Services: Beyond The First Impression1412482

A few months back, I began 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, therefore it is great to hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was obviously a TV series prior to being brought to radio. And as I heard the song, images in the TV show found mind, the top of which was the company 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 do not remember much else about the show, but that business card will need to have made a strong first impression, because many years later I still remember it.

Now, merchant processing jobs obviously isn't just like gunfighting, but a strong impression is obviously valuable. You can't win the sale in the first 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 accept it? I have faith that the first impression is essential but that the job of the a merchant account salesperson doesn't end there--or despite having the sale. Long gone are the days when the sales agent could sign the agreement, then consider their work with the merchant to be done. Today, merchants constantly receive tempting offers off their merchant services providers. To keep their business, you need to go beyond the initial impression and make a relationship.

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

The first 30-60 days are the most important

To build a strong relationship together with your merchants, you have to start doing it as soon as you sign them. It is possible to develop a solid bond by residing in close connection with your merchants through the first few months once they sign the contract. You'll learn their demands, and they'll learn that you're a reliable person who's there to help.

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 monthly or bi-monthly newsletter is a superb way to do it. So if you are in the neighborhood, it does not hurt to prevent by in person either.

Purchasing from them

There is little change show that you love your merchants like buying their items or services. If what they sell is not right for you, maybe consider purchasing a gift card you could give to a buddy or give away in a prize or even a contest.

Be there when they need you

Once they contact you for help, ensure you do everything it is possible to to fix the situation as quickly as you are able to. There may be several things you can't help them with, however if you show that you're listening, it'll tell 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 just have to make a good first impression--then follow up and go beyond it.

Interested in more sales techniques and tips? Inform me with a comment below.