Selling Merchant Services: Beyond The First Impression7054831

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

Once 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. So that as I listened to the song, images from your TV show found mind, the foremost of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything more about the show, however that business card must 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 not win the sale in the first few seconds, however, you can certainly lose it.

However, some books on sales techniques and tips make it sound like the first impression may be 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. Over are the days once the sales agent could sign the contract, then consider their job with the merchant being done. Today, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you must go beyond the very first impression and build a relationship.

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

The initial 30-60 days are the most important

To create a strong relationship along with your merchants, you have to start doing the work as soon as you sign them. You can develop a solid bond by residing in close contact with your merchants during 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 exists for.

Periodic check-ins

After those first few months, it's okay to lower the amount of contact 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 stop by in person either.

Purchasing from them

Nothing will show that you love your merchants like buying their goods or services. If the things they sell isn't right for you, maybe consider investing in a gift card that you can give to a buddy or share in a prize or a contest.

Be there when they need you

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

Selling a merchant account isn't brain surgery (or gunfighting). You just need to make a good first impression--then follow up and exceed it.

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