The word “blip.” It’s kind of funny, isn’t it? Short, suggesting something fleeting and insignificant. But lately, that little word has been echoing in my mind, especially when I think about us – salespeople, particularly those of us selling merchant services.
Have you ever heard someone say, “We aren’t even a blip on their radar”? It’s a phrase that gives the feeling of being overlooked, of our efforts going unnoticed in the grand scheme of things. And honestly, when we’re out there prospecting, trying to connect with busy business owners, that feeling can be all too real.
Think about it from their perspective. They’re juggling a million things: managing inventory, dealing with customer complaints, navigating the ever-changing landscape of their industry, maybe even fixing a leaky faucet in the back room. Their day is likely a whirlwind of tasks, decisions, and unexpected fires to put out.
Our brief introduction, our carefully crafted pitch, our attempt to offer a solution that could genuinely benefit their business… in the context of their chaotic day, it can feel like just that – a blip. A momentary interruption, a fleeting interaction that quickly fades into the background noise of their demanding schedule.
This realization, this understanding of our potential insignificance in their immediate priorities, isn’t meant to be discouraging. Instead, it should be a powerful motivator, a stark reminder of the absolute necessity of consistent and strategic follow-up.
We’ve talked about the importance of follow-up before, but framing our initial contact as a mere “blip” really drives the point home. It highlights the fact that our first touchpoint is often just the seed. It’s the subsequent nurturing, the consistent presence, the demonstration of genuine value that allows that seed to take root and eventually blossom into a fruitful business relationship.
So, how do we ensure we’re more than just a blip? How do we move from a fleeting interruption to a valued partner? Here are a few crucial tips for effective follow-up in merchant services sales:
1. Be Prompt, But Not Pushy: After your initial contact, a timely follow-up is crucial to stay top-of-mind. However, avoid bombarding them with calls and emails. A well-timed follow-up within a day or two shows you’re serious and respectful of their time.
2. Personalize Your Follow-Up: Don’t just send generic “checking in” emails or drop ins. Reference specific points from your previous conversation. Did they mention a particular pain point? Did they express interest in a specific feature? Tailor your follow-up to show you were truly listening and that your offering is relevant to their needs.
3. Provide Value in Every Interaction: Your follow-up shouldn’t just be about you. Offer valuable insights, industry news, or resources that could benefit their business, even if they don’t immediately become a client. This establishes you as a helpful resource, not just another salesperson.
4. Vary Your Communication Methods: Don’t rely solely on visits. Consider phone calls, personalized video messages, or even a handwritten note (depending on the context and your relationship). Different methods can break through the noise and leave a more lasting impression.
5. Be Persistent, But Know When to Step Back (for Now): Follow-up is key, but there’s a fine line between persistence and being a nuisance. If you’ve made multiple attempts and haven’t received a response, it might be time to temporarily step back. However, don’t completely give up. Set a reminder to reach out again in a few weeks or months, as their circumstances or priorities may have changed.
6. Document Everything: Keep meticulous records of your interactions, including dates, topics discussed, and agreed-upon next steps. This helps you stay organized and ensures your follow-ups are relevant and informed.
Cold calling and building relationships with prospects is our life blood. Our initial contact might indeed feel like just a blip on their radar. But by understanding this reality and implementing a strategic and value-driven follow-up process, we can transform that fleeting moment into a meaningful connection and ultimately, a successful partnership.
Let’s strive to be more than just a blip – let’s aim to be a valuable and lasting presence in their business journey.
Happy Selling,
David
Payment Lynx Daily 