Selling Merchant Services: Beyond The First Impression421588

A few months back, I began listening to Radio Classics on satellite radio. It is 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.

After i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was a TV series before it was brought to radio. So when I listened to the song, images from your TV show stumbled on mind, the foremost of which was the business card from 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 do not remember anything more about the show, but that business card will need to have made a strong first impression, because all these years later I still remember it.

Now, merchant services sales jobs obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You can not win the deal in the first few seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is important but that the task of the merchant services salesperson doesn't end there--or despite the sale. Gone are the days if the sales agent could sign the agreement, then consider their work with the merchant to be done. Nowadays, merchants constantly receive tempting offers off their merchant services providers. In like manner keep their business, you need to go beyond the first impression and make a relationship.

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

The first 30-60 days will be the most important

To construct 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 staying in close contact with your merchants through the first few months when they sign anything. You'll learn their requirements, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first few months, it's okay to decrease the amount of connection with your merchants. However, you still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a good 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 care about your merchants like buying their items or services. If what they sell is not right for you, maybe consider buying a gift card you could give to a friend or give away in a prize or even a contest.

Exist when they need you

After they contact you for help, make sure you do everything you can to fix the problem as quickly as you can. There may be some 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 possible 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 go beyond it.

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