Selling Merchant Services: Beyond The First Impression8592877

Many months back, I started listening to Radio Classics on satellite radio. It's a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it's great to hear 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's really a show that would be a TV series prior to being brought to radio. So that as I listened to the song, images in the TV show stumbled on mind, the top of which was the business card of the gunfighter protagonist Wire Paladin. It provides a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San Francisco."

I don't remember anything 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 reseller obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You can't win the offer in the initial few seconds, but you can certainly lose it.

However, some books on sales techniques and tips allow it to be sound like the very first impression may be the only stuff that matters.

What's my accept it? I have faith that the first impression is essential but that the task of the a merchant account salesperson doesn't end there--or even with the sale. Gone are the days once the sales agent could sign the agreement, then consider their work with the merchant being done. Today, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you have to go beyond the first impression and build a relationship.

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 must start doing the work 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 when they sign the agreement. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of connection with your merchants. However, you'll still need to register with them periodically. Sending a monthly or bi-monthly newsletter is a good way to do it. So if you feel in the neighborhood, it won't hurt to stop by in person either.

Purchasing from them

Nothing will show that you love your merchants like buying their items or services. If the things they sell isn't right for you, maybe consider purchasing a gift card that you could give to a pal or hand out in a prize or even a contest.

Exist when they need you

After they contact you for help, make sure you do everything it is possible to to fix the situation as quickly as you are able to. There may be a lot of things you can't help them with, but if you show that you're listening, it'll inform them that you care which you're doing everything simple to help ensure their satisfaction.

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

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