Selling Merchant Services: Beyond The First Impression8376422
Several months back, I began listening to Radio Classics on satellite radio. It's really a channel that plays radio shows from your 1930s, 40s and 50s. I've always enjoyed good radio shows, so it's great to hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.
Once i was listening to the channel recently, I heard the theme song from "Have Gun - Will Travel." It's really a show that would be a TV series prior to being brought to radio. And as I paid attention to the song, images from the TV show stumbled on mind, the foremost of which was the business enterprise card from the gunfighter protagonist Wire Paladin. It possesses a large chess piece-a white knight-and the language "Have Gun Will Travel. Wire Paladin. Bay area."
I don't remember anything more about the show, however that business card will need to have made a strong first impression, because many years later I still remember it.
Now, selling credit card machines obviously isn't similar to gunfighting, but a strong impression is obviously valuable. You cannot 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 first impression will be the only thing that matters.
What's my take on it? I believe that the first impression is essential but that the work of the merchant services salesperson doesn't end there--or even with the sale. Over are the days when the sales agent could sign anything, then consider their job with the merchant to become done. These days, merchants constantly receive tempting offers from other merchant services providers. To keep their business, you have to go beyond the first impression and create a relationship.
Here are three tips to help you do just that:
The first 30-60 days are the most important
To create a strong relationship together with your merchants, you need to start doing the work as soon as you sign them. You can develop a solid bond by staying in close contact with your merchants throughout the first few months after they sign the contract. You'll learn their requirements, and they'll discover you're a reliable person who's there to help.
After those first couple of months, it's okay to lower the amount of contact with your merchants. However, you will still need to check in with them periodically. Sending a regular monthly or bi-monthly newsletter is a great way to do it. So if you feel in the neighborhood, it won't hurt to avoid by face-to-face either.
Buying from them
There is little change show that you care about your merchants like buying their goods or services. If what they sell is not right for you, maybe consider buying a gift card you could give to a buddy or give away in a prize or a contest.
Exist when they need you
After they contact you for help, make sure you do everything you can to fix the problem as quickly as you are able to. There may be several things you can't enable them to with, however if you simply show that you're listening, it'll inform them that you care and that you're doing everything simple to help ensure their satisfaction.
Selling merchant credit card accounts isn't brain surgery (or gunfighting). You just have to make a good first impression--then follow up and rise above it.
Considering more sales techniques and tips? Inform me with a comment below.