Selling A merchant account: Beyond The First Impression220680

De GEATI - Grupo de Estudos Avançados em TI
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Many months back, I began listening to Radio Classics on satellite radio. It is a channel that plays radio shows from the 1930s, 40s and 50s. I've always enjoyed good radio shows, so it's great to know 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 is a show that was obviously a TV series before it was brought to radio. And as I heard the song, images in the TV show stumbled on mind, the foremost of which was the business enterprise card with the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. San francisco bay area."

I do not remember anything else about the show, however that business card should have made a strong first impression, because years later I still remember it.

Now, merchant services commission structure obviously isn't much like gunfighting, but a strong impression is certainly valuable. You can not win the deal in the first couple of seconds, but you can certainly lose it.

However, some books on sales techniques and tips ensure it is sound like the very first impression may be the only stuff that matters.

What's my undertake it? I believe that the first impression is important but that the work of the merchant services salesperson doesn't end there--or even with the sale. Long gone are the days if the sales agent could sign the agreement, then consider the work they do 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 very first impression and create a relationship.

Here are three guidelines to help you do just that:

The very first 30-60 days would be the most important

To build a strong relationship with your merchants, you need to start doing the work 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 when they sign the agreement. You'll learn their needs, and they'll learn that you're a reliable person who's exists for.

Periodic check-ins

After those first couple of months, it's okay to diminish the amount of connection with your merchants. However, you will 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 doesn't hurt to avoid by personally either.

Buying from them

Nothing will show that you care about your merchants like buying their goods or services. If whatever they sell is not right for you, maybe consider buying a gift card that you can give to a pal or hand out in a prize or 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 problem as quickly as you can. There may be some things you can't help them to with, however if you show that you're listening, it'll inform them that you care which you're doing everything possible to help ensure their satisfaction.

Selling a merchant account isn't rocket science (or gunfighting). You just have to make a good first impression--then followup and rise above it.

Considering more sales techniques and tips? Inform me with a comment below.