Selling Merchant Services: Beyond The First Impression7697059

Several 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 listen to 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 is a show that was obviously a TV series before it was brought to radio. And as I heard the song, images in the TV show found mind, the top of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San Francisco."

I can't remember anything 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, start a payment processing business obviously isn't much like gunfighting, but a strong impression is certainly valuable. You cannot win the deal in the initial few seconds, however you can certainly lose it.

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

What's my take on it? I believe that the first impression is important but that the task of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Gone are the days if the sales agent could sign the contract, then consider their job with the merchant to become done. Today, merchants constantly receive tempting offers off their merchant services providers. So to keep their business, you must go beyond the initial impression and build a relationship.

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

The initial 30-60 days will be the most important

To build a strong relationship along with your merchants, you have to start carrying it out as soon as you sign them. You can develop a solid bond by remaining in close experience of your merchants throughout the first few months after they sign anything. You'll learn their requirements, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

After those first few months, it's okay to diminish the amount of experience of your merchants. However, you will still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. And if you're in the neighborhood, it doesn't hurt to stop by face-to-face either.

Buying from them

There is little show that you care about your merchants like buying their items or services. If whatever they sell is not right for you, maybe consider buying a gift card that you can give to a pal or give away in a prize or a contest.

Be there when they need you

After they contact you for help, ensure you do everything you are able to to fix the issue as quickly as it is possible to. There may be several things you can't help them with, however if you simply show that you're listening, it'll inform them that you care which you're doing everything possible 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 exceed it.

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