Selling Merchant Services: Beyond The First Impression8304632

Many months back, I began 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 know 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 is a show that was obviously a TV series prior to being brought to radio. And as I heard the song, images in the TV show found mind, the foremost of which was the business card from the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."

I can't remember much else about the show, but that business card must have made a strong first impression, because many years later I still remember it.

Now, merchant services sales jobs obviously isn't just like gunfighting, but a strong impression is obviously valuable. You cannot win the offer in the first few seconds, however, you can certainly lose it.

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

What's my take on it? I have faith that the first impression is important but that the task of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Long gone are the days if the sales agent could sign anything, then consider their job with the merchant to become done. These days, merchants constantly receive tempting offers off their merchant services providers. To keep their business, you must go beyond the very first impression and make a relationship.

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

The initial 30-60 days are 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 are able to develop a solid bond by staying in close connection with your merchants during the first few months once they sign the contract. You'll learn their demands, and they'll discover you're a reliable person who's exist for.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of contact with your merchants. However, you still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a great 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

Nothing will show that you care about your merchants like buying their items or services. If whatever they sell is not right for you, maybe consider investing in a gift card that you could 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, be sure you do everything you can to fix the situation as quickly as you are able to. There may be a lot of things you can't help them to with, however if you show that you're listening, it'll tell them that you care which you're doing everything possible to help ensure their satisfaction.

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

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