Selling Merchant Services: Beyond The First Impression376716

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 hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that would be a TV series prior to being brought to radio. And as I paid attention to the song, images in the TV show came to mind, the top of which was the business enterprise card with the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything else about the show, however that business card should have made a strong first impression, because many years later I still remember it.

Now, credit card processing residual income obviously isn't similar to gunfighting, but a strong impression is unquestionably valuable. You can't win the offer in the first couple of seconds, but 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 thing that matters.

What's my take on it? I have faith that the first impression is very important but that the task of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Long gone are the days if the sales agent could sign the contract, then consider their job with the merchant to be done. These days, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you have to go beyond the 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 build a strong relationship with your merchants, you need to start carrying it out as soon as you sign them. You are able to develop a solid bond by remaining in close contact with your merchants through the first few months once they sign the agreement. You'll learn their demands, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those initial few months, it's okay to decrease the amount of experience of your merchants. However, you'll still need to sign in 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 doesn't hurt to prevent by face-to-face either.

Buying from them

There is little show that you care about your merchants like buying their goods 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 hand out in a prize or even a contest.

Exist when they need you

Once they contact you for help, be sure you do everything you can to fix the problem as quickly as you can. There may be a lot of things you can't help them to with, however if you show that you're listening, it'll inform them that you care which you're doing everything easy to help ensure their satisfaction.

Selling a merchant account isn't rocket science (or gunfighting). You just need to make a good first impression--then follow up and rise above it.

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