Selling A merchant account: Beyond The First Impression6396814
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.
Once i was playing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was a TV series prior to being brought to radio. And as I paid attention to the song, images from your TV show stumbled on mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. Bay area."
I can't remember anything else about the show, however that business card must have made a strong first impression, because all these years later I still remember it.
Now, resell merchant services obviously isn't similar to gunfighting, but a strong impression is certainly valuable. You can't win the offer in the first couple of seconds, however, you can certainly lose it.
However, some books on sales techniques and tips allow it to be sound like the initial impression is the only stuff that matters.
What's my take on it? I have faith that the first impression is very important but that the work of the a merchant account salesperson doesn't end there--or despite the sale. Gone are the days when the sales agent could sign the contract, then consider their job with the merchant to become 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 guidelines to help you do just that:
The very first 30-60 days are the most important
To build a strong relationship together with your merchants, you must start doing the work as soon as you sign them. You are able to develop a solid bond by residing in close contact with your merchants through the first few months after they sign anything. You'll learn their needs, and they'll learn that you're a reliable person who's exists for.
After those initial few months, it's okay to lower the amount of connection with your merchants. However, you will 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 won't hurt to stop by personally either.
Purchasing from them
Nothing will show that you love your merchants like buying their items or services. If what they sell isn't right for you, maybe consider purchasing a gift card that you could give to a buddy or hand out in a prize or even a contest.
Be there when they need you
After they contact you for help, be sure you do everything it is possible to to fix the issue as quickly as you are able 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 easy to help ensure their satisfaction.
Selling merchant credit card accounts isn't nuclear physics (or gunfighting). You need to simply make a good first impression--then follow-up and rise above it.
Interested in more sales techniques and tips? Let me know with a comment below.