This one habit will be the one that ties all the other eight habits of successful sales professionals together.
The habit of building relationships. We’ve talked in the past about how you can forge connections over social media, through careful listening, and with intentional prospecting. But the success of these methods is built on your likability and ability to earn merchants’ trust. It seems too simple to be true, but establishing a real relationship with merchants takes some real practice.
There’s a myth out there that success is defined as being able to continually sign deals and “collect” a lot of merchants. I’ve heard horror stories of agents ignoring their merchants until the merchant calls with an issue, or even worse, until they realize that the merchant has switched to a different processor.
Making sure that your merchants like you and are confident in your work doesn’t need to be hard or stressful. Here are some simple tips to improve your likability and to make a habit of building strong long term relationships:
Figure out the merchant’s WHY
Make it your mission to understand your merchant’s “why.” Learn what their passions, their goals and motivations are, and discover what makes them tick. Use those interests and follow up on them. This could be as simple as finding out that they’re a dog-lover, and sending them a funny dog video, or as significant as taking time to have a conversation about their business goals or vision for their business. You never know how your interest in their life could impact your business relationship, and perhaps a friendship.
Show merchants that YOU LIKE THEM
It’s one thing to read up on their favorite restaurant in their hometown or to send them articles written by their favorite writer. It’s another thing to be genuine in your conversation. People like people who like them; it’s a fact. Greet them excitedly, laugh at their jokes, and make them feel good about themselves and their business. If you can show them that you like them as a person and you like their work, it’s likely you will earn their loyalty for merchant services.
SEND them something special
Do you give gifts to your merchants? perhaps a Christmas or birthday card?
This may seem small to you but goes a long, long way with your merchants.
You can also send a text or an email with something that made you think of them. Tag them in a comment or social media post that lets them know you remember them. It may seem silly, but people like it when you remember their birthdays. You could even send a card or small gift, I’d be willing to bet no other “sales agent” has sent your merchant anything before.
ADMIT YOUR WEAKNESSES
This one’s hard. No one likes to be vulnerable, and no one likes to admit there are things they don’t do well. But being able to be honest with merchants can actually be a great tool, and could really make them like you more. Obviously, don’t be too extreme; stay confident. But, for example, if you’re a rambler or have a hard time keeping your conversations focused, let your merchant know you’re struggling with it, and that you’re trying to do better. They’ll appreciate your candor and might find your honesty refreshing.
A SMILE!
This one’s pretty simple, and it seems obvious. But our body language is particularly obvious when we’re making new connections, and it never hurts to be making eye contact and actively smiling, waving, and nodding. Maybe not all at the same time though.
Working to improve your likability and forge stronger relationships with your merchants will certainly help you grow your merchant services business in 2023. You may be surprised, it might also bring some joy and additional fulfillment to your life.
Happy Selling,
David
Payment Lynx Daily 