Selling A merchant account: Beyond The First Impression1562897
A few months back, I began listening to Radio Classics on satellite radio. It is 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.
When I was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that was obviously a TV series prior to being brought to radio. So when I heard the song, images from 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 the words "Have Gun Will Travel. Wire Paladin. San Francisco."
I do not remember much else about the show, but that business card will need to have made a strong first impression, because years later I still remember it.
Now, credit card processing franchise obviously isn't much like gunfighting, but a strong impression is obviously valuable. You cannot win the deal in the first few seconds, but you can certainly lose it.
However, some books on sales techniques and tips ensure it is sound like the very first impression will be the only stuff that matters.
What's my take on it? I have faith that the first impression is very important but that the job of the merchant services salesperson doesn't end there--or despite having the sale. Over are the days if the sales agent could sign anything, then consider their work with the merchant to become done. Nowadays, merchants constantly receive tempting offers using their company merchant services providers. So to keep their business, you have to go beyond the very first impression and make a relationship.
Listed here are three ideas to help you do just that:
The first 30-60 days are the most important
To construct a strong relationship together with your merchants, you need to start doing it 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 once they sign the contract. You'll learn their demands, and they'll learn that you're a reliable person who's exist for.
After those initial few months, it's okay to lower the amount of contact with your merchants. However, you still need to sign in with them periodically. Sending a monthly or bi-monthly newsletter is a superb way to do it. So if you are in the neighborhood, it doesn't hurt to prevent by in person either.
Purchasing from them
There is little show that you care about your merchants like buying their goods or services. If whatever they sell is not right for you, maybe consider investing in a gift card that you could give to a buddy or hand out in a prize or perhaps a contest.
Be there when they need you
Once they contact you for help, ensure you do everything you are able to to fix the issue as quickly as you can. There may be several things you can't help them to with, but if you show that you're listening, it'll let them know that you care which you're doing everything simple to help ensure their satisfaction.
Selling merchant services isn't brain surgery (or gunfighting). You just have to make a good first impression--then follow-up and go beyond it.
Considering more sales techniques and tips? Inform me with a comment below.