Selling Merchant Services: Beyond The First Impression1934473
Many months back, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it is great to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.
Once i was hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that was a TV series before it was brought to radio. So when I listened to the song, images from the TV show stumbled on mind, the top of which was the company card with the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the words "Have Gun Will Travel. Wire Paladin. San francisco bay area."
I can't remember anything more about the show, however that business card will need to have made a strong first impression, because years later I still remember it.
Now, selling credit card processing obviously isn't just like gunfighting, but a strong impression is certainly valuable. You can't win the deal in the first couple of seconds, however you can certainly lose it.
However, some books on sales techniques and tips make it sound like the initial impression is the only thing that matters.
What's my undertake it? I have faith that the first impression is very important but that the task of the a merchant account salesperson doesn't end there--or despite the sale. Long gone are the days if the sales agent could sign the contract, then consider their job with the merchant to be done. Nowadays, merchants constantly receive tempting offers using their company merchant services providers. In like manner keep their business, you have to go beyond the very first impression and build a relationship.
Listed below are three ideas to help you do just that:
The very first 30-60 days will be the most important
To create a strong relationship along with your merchants, you must start carrying it out as soon as you sign them. You are able to develop a solid bond by staying in close contact with your merchants throughout the first few months once they sign the agreement. You'll learn their needs, and they'll discover you're a reliable person who's exist for.
After those first couple of months, it's okay to diminish the amount of contact with your merchants. However, you still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a superb way to do it. So if you are in the neighborhood, it won't hurt to avoid by face-to-face either.
Buying from them
There is little show that you care about your merchants like buying their products and services or services. If what they sell is not right for you, maybe consider investing in a gift card that you can give to a buddy or give away in a prize or even a contest.
Be there when they need you
When they contact you for help, ensure you do everything it is possible to to fix the problem as quickly as you can. There may be several things you can't enable them to with, however if you show that you're listening, it'll let them know that you care understanding that you're doing everything possible to help ensure their satisfaction.
Selling merchant services isn't rocket science (or gunfighting). You just have to make a good first impression--then followup and exceed it.
Thinking about more sales techniques and tips? Let me know with a comment below.