Selling Merchant Services: Beyond The First Impression5084057
Several months back, I started listening to Radio Classics on satellite radio. It's really a channel that plays radio shows in the 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 hearing the channel recently, I heard the theme song from "Have Gun - Will Travel." It's a show that would be a TV series before it was brought to radio. So that as I paid attention to the song, images from the TV show found mind, the foremost of which was the business 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. San Francisco."
I can't remember anything more about the show, however that business card will need to have made a strong first impression, because all these years later I still remember it.
Now, selling merchant services obviously isn't much like gunfighting, but a strong impression is unquestionably valuable. You can't win the sale in the first couple of seconds, but you can certainly lose it.
However, some books on sales techniques and tips make it sound like the first impression will be the only stuff that matters.
What's my take on it? I believe that the first impression is essential but that the job of the merchant credit card accounts salesperson doesn't end there--or even with the sale. Gone are the days once the sales agent could sign the contract, then consider their work with the merchant to become done. Nowadays, merchants constantly receive tempting offers from other merchant services providers. In like manner 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 initial 30-60 days would be the most important
To build 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 staying in close experience of your merchants during the first few months once they sign the agreement. You'll learn their needs, and they'll learn that you're a reliable person who's there to help.
After those initial few months, it's okay to diminish the amount of connection with your merchants. However, you will still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a superb way to do it. So if you feel in the neighborhood, it won't hurt to prevent by personally either.
Purchasing from them
There is little show that you care about your merchants like buying their items or services. If what they sell is not right for you, maybe consider buying a gift card you could give to a pal or hand out in a prize or even a contest.
Be there when they need you
When they contact you for help, ensure you do everything you can to fix the situation as quickly as it is possible to. 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 and that you're doing everything possible to help ensure their satisfaction.
Selling merchant credit card accounts isn't rocket science (or gunfighting). You just need to make a good first impression--then follow up and exceed it.
Thinking about more sales techniques and tips? Tell me with a comment below.