Selling Merchant Services: Beyond The First Impression9790731

Several months back, I started 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 know some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

After i was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It is a show that was a TV series prior to being brought to radio. So when I listened to the song, images in the TV show stumbled on 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. 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 years later I still remember it.

Now, selling merchant services tips obviously isn't just like gunfighting, but a strong impression is obviously valuable. You can not win the deal in the first couple of seconds, but you can certainly lose it.

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

What's my take on it? I believe that the first impression is very important but that the work of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Over are the days once the sales agent could sign the agreement, then consider their job with the merchant to become done. These days, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you have to go beyond the first impression and build a relationship.

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

The first 30-60 days will be the most important

To create a strong relationship with your merchants, you have to start doing the work as soon as you sign them. You are able to develop a solid bond by remaining in close connection with your merchants throughout the first few months when they sign anything. You'll learn their needs, 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 diminish the amount of contact with your merchants. However, you'll still need to sign in with them periodically. Sending a month-to-month or bi-monthly newsletter is a good way to do it. And if you're in the neighborhood, it won't hurt to avoid by in person either.

Buying from them

There is little show that you care about your merchants like buying their goods or services. If what they sell isn't right for you, maybe consider investing in a gift card that you could give to a pal or hand out in a prize or perhaps 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 can. There may be some things you can't help them to 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 services isn't rocket science (or gunfighting). You just have to make a good first impression--then follow-up and go beyond it.

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