Category: Series

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

It’s time to unpack our first habit of our Eight Habits of Successful Merchant Services Sales Professionals. 

When you close a deal, or start a long-term relationship, one of your biggest goals should be to receive a referral from that person in the future. 

A referral is the ultimate compliment and indicator of your success as a salesperson. Therefore, the habit of creating a good first impression is the foundation for all the other habits of successful salespeople who call themselves professionals we’ve talked about. Each of the previous habits I’ve mentioned is a part of building lasting business, and it all starts with an intentional and well-executed great first impression.

Learning to make a great impression might seem like a clichéd piece of advice, but hear me out.

Good business isn’t just cultivated through your level of charm when you first meet a potential merchant.  It’s developed by the impression you give during and after your initial meeting. It’s more than a strong handshake or a nice laugh. If you want to have a lasting effect on people, you’ll need to demonstrate your commitment to developing a relationship with them.

I like to think of cultivating a good first impression in two parts: 

1. the initial meeting and 2. the follow-up.

TIPS FOR THE INITIAL MEETING

1.    Tailor the conversation and business talk to the person.  Even if you don’t know much about them, be more focused on talking WITH them, not AT them. Let them inform the way you engage and converse.

2.    Appearances are always important.  You want your style and your mannerisms to be specific to you, to allow people to get a better understanding of your character. But do try to be aware of the apparel and behavior that each situation calls for. If you understand exactly what kind of expectations there are for an event or meeting, you have a better shot at making a lasting impression.

3.It’s all in the details.  So if you want more help with appearance (e.g. style, introductions, and manners), check out this great article from Forbes  about the psychology of first meetings. It’a a great read as well.

THE OFTEN-OVERLOOKED FOLLOW-UP

The second piece of the first impression is your follow-up. Following up is so very important. If you can do this one thing well, you will be light years ahead of almost any competition. The goal of your follow-up should be to make that same or better great impression you gave during your initial meeting stick in the person’s memory, even if this is your second, third or fifth visit.

Whether you’re looking to earn new business or a referral partner, remember these top strategies that only the best sales professionals employ:

1.    Send an email, quick text, or follow request on social media.  After any first meeting, you can quickly show long-term interest with online follow-up. Engaging with merchants and other professionals in any social media space shows not only that you’re in the know, but that you’re truly interested in starting a conversation.

2.    Do your research.  If you’re planning on reaching out again, start by finding out more about their company, and let them know you have their specific interests in mind. Even better, connect them to helpful resources or better contact information for you. This shows a real understanding of their business and your interest in it.

3.Clear communication is key.  Genuine trust in sales is built on continuity, so prove to merchants and associates that their time is valuable to you. After meeting, be prompt in answering communications, be okay with questions and doubts, and avoid giving vague answers or promises.

After all, an impression is a culmination of your good habits, and a valued part of everything you do to be a superior sales professional.

Do some of these tips sound familiar?  

Happy Selling.

David