Selling Merchant Services: Beyond The First Impression2110833

Several 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, so it's great to know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

After i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was a TV series prior to being brought to radio. So when I listened to the song, images from your TV show stumbled on mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."

I don't remember anything else about the show, but that business card must have made a strong first impression, because all these years later I still remember it.

Now, selling merchant accounts obviously isn't just like gunfighting, but a strong impression is obviously valuable. You can't 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 first impression will be the only thing that matters.

What's my take on it? I believe that the first impression is very important but that the work of the merchant services salesperson doesn't end there--or despite having the sale. Gone are the days once the sales agent could sign anything, then consider their job with the merchant to be done. These days, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you need to go beyond the initial impression and create a relationship.

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

The initial 30-60 days are the most important

To create a strong relationship with your merchants, you need to start carrying it out as soon as you sign them. You can develop a solid bond by staying in close connection with your merchants throughout the first few months when they sign anything. You'll learn their requirements, and they'll learn that 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 superb way to do it. So if you feel 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 items or services. If the things they sell is not right for you, maybe consider investing in a gift card that you could give to a friend or share in a prize or a contest.

Be there when they need you

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

Selling a merchant account isn't nuclear physics (or gunfighting). You need to simply 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.