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Table of Contents

Lead Story

Warning: Merchants turning up the heat on interchange

News

Industry Update

Wal-Mart banks on the underbanked

MasterCard wins injunction against Visa

A new, happy tune for GS Online

Features

GS Advisory Board:
Value-adds: Recipe for success? Part I

Coinstar and the unbanked

Marvin Lazaro
Kiosk Marketplace and Self-Service World

The symmetry of sponsorship

Industry Leader

John McCormick –
Sharing many kinds of riches

Views

PayPal: 21st century cash

Patti Murphy
The Takoma Group

Spot-on sales savvy

Steve Schwimmer
Renaissance Merchant Services

Kicking the horse we all rode in on

Biff Matthews
CardWare International

Education

Street SmartsSM:
Veritably valuable added services

Dee Karawadra
Impact PaySystem

The lowdown on locked documents

Adam Atlas
Attorney at Law

Shape up those level 4 merchants - now

Ken Musante
Humboldt Merchant Services

10 keys to unlocking your million-dollar portfolio

Jason Felts
Advanced Merchant Services Inc.

What do your customers say about you?

Joel and Rachael Rydbeck
Nubrek Inc.

Company Profile

Central Point Resources Inc.

New Products

POS equipment fit for royalty

EZPROX, Vega9300 and Vega7000
Castles Technology Co. Ltd.

A gift-bearing kiosk

Reward and Gift Card Kiosk
Pay By Touch

Inspiration

Are you living in current reality?

Departments

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

June 25, 2007  •  Issue 07:06:02

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Spot-on sales savvy

By Steve Schwimmer

Most of us in sales are confident in our ability to represent the products and services we have been trained to sell. But, should your sales job end there? No, that is just the beginning.

In recent months, I have been spending time looking at ways to reach my target audience in order to grow my business. So should you.

First impressions are a one-time thing

Begin with taking an inventory of your appearance. Do you look like a trustworthy, competent person?

Put a full-length mirror next to your door with a sign over it: "Would you want to buy products and services from this person?" Be honest, and certainly ask your co-workers for feedback.

Depending on whom I am visiting, I generally dress in either professional banker attire, business causal or if, for instance, I am calling on my golf course clientele, I will dress the part. Everyone is more comfortable that way.

E-mail is open to interpretation

The next area of being sales savvy is communication. There has been a lot of research done lately on e-mail etiquette.

I read an article recently by an international communications expert who advised sales clients to strictly reserve e-mail for appointment confirmations and a quick note, and to save all business matters for in-person or over-the-phone conversations.

Why? It is often difficult for an e-mail's recipient to discern the full intent of the sender because tone of voice and facial expressions are lacking in this form of communication.

This can lead to misunderstandings and cause rifts in sales relationships without you even knowing it. It has happened to me, so I know this particular advice is worth following.

Effective communication takes effort

Part of the growing trend in communicating with existing and potential clients is the different ways to set yourself apart from your competitors. All our customers are getting bombarded by messages each day.

Keeping your communication simple, yet interesting, is becoming more and more of a challenge.

Whether the mode is e-mail, direct mail or telephone solicitation, there are some very interesting ways to make your message unique, while remaining professional.

Research the various programs available over the Internet as well as those offered by companies specializing in this area of marketing.

Web sites extend your reach

Put creativity into your Internet marketing efforts. In-person sales presentations are an excellent way for clients to get to know you, including your mannerisms and character.

But your Web site is a great place for them to peruse your offerings and have virtual interaction with you at their convenience.

I have seen some Web sites that visitors can only read and others that are very interactive with instant messaging and informative links.

Putting a message together in a distinct style remains a very time consuming and, at times, difficult feat.

But it is one you need to do to reinforce the trustworthiness of your message, your character and integrity.

Creativity captures attention

Successful sales professionals can build on knowledge they have acquired by utilizing fresh ways to garner their clients' attention. And this opens the door to increased sales.

Steve Schwimmer is President of the National Association of Payment Professionals. He has been serving the payment processing industry since 1991 and is the Long Island Director of Sales for Renaissance Merchant Services. Call him at 516-746-6363 or e-mail him at thevisaguy@516phoneme.com.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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