Selling Merchant Services: Beyond The First Impression9701275
Several months back, I began 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 hear some of the all-time greats like Jack Benny and Fibber Magee plying their trade.
When I was listening to 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. So when I paid attention to the song, images in the TV show found mind, the top of which was the business card with the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and what "Have Gun Will Travel. Wire Paladin. Bay area."
I do not remember anything more about the show, but that business card must have made a strong first impression, because many years later I still remember it.
Now, becoming a payment processor obviously isn't much like gunfighting, but a strong impression is certainly valuable. You cannot win the sale in the initial few seconds, however you can certainly lose it.
However, some books on sales techniques and tips make it sound like the very first impression may be the only thing that matters.
What's my take on it? I believe that the first impression is very important but that the job of the merchant credit card accounts salesperson doesn't end there--or despite having the sale. Long gone are the days when the sales agent could sign the contract, then consider the work they do with the merchant to be done. Today, merchants constantly receive tempting offers using their company merchant services providers. To keep their business, you must go beyond the first impression and create 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 need to start carrying it out as soon as you sign them. You can develop a solid bond by staying in close connection with your merchants during the first few months when they sign the contract. 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 diminish the amount of contact with your merchants. However, you'll still need to register with them periodically. Sending a month-to-month or bi-monthly newsletter is a great way to do it. So if you are in the neighborhood, it doesn't hurt to prevent by personally either.
Buying from them
There is little show that you care about your merchants like buying their goods or services. If whatever they sell is not right for you, maybe consider investing in a gift card that you could give to a pal or give away in a prize or even a contest.
Be there when they need you
When they contact you for help, make sure you do everything you are able to to fix the situation as quickly as you are able to. There may be some things you can't enable them to with, but if you show that you're listening, it'll let them know that you care which you're doing everything simple to help ensure their satisfaction.
Selling merchant credit card accounts isn't rocket science (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? Tell me with a comment below.