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Thursday, January 23 2020

Why You Need To Call A Payroll
Prospect To Close The Sale

By Glenn Fallavollita, President of & Drip Marketing, Inc.

  • Word Count: 521
  • Time To Read: 2.1 Minutes @ 250 Words Per Minute

You just hung up the phone after a great conversation with a new prospect. Although the person responded well to your story,  you are feeling great about closing this new deal.  But after sending off a proposal to the prospect, they ghosted you.  Now what?

When a prospect goes silent, most salespeople will send a few e-mails as a quick follow-up – a message that asks what their thoughts were on the proposal, etc. And yes, sending off an e-mail will show your sales manager that you are “following-up.”

Don't Exclusively Rely On An e-Mail To Get The Payroll Deal Done.  

As I advise all my clients’ payroll salespeople, you just can’t rely on an e-mail for getting a payroll deal done. Yet, over and over again, many salespeople tell me that a payroll deal is lost just because a prospect went silent on them.

If your payroll prospect has stopped replying to your e-mails, this is when you should pick up the phone and call them. Although you might have to leave a few voicemails, you still need to keep trying. But please, don’t stalk them; therefore, I recommend using my 2/4 call strategy (2 calls in 4 business days). 

Many Payroll Deals Can Be Salvage If You Will Pick Up The Phone.

In today’s digital age, a phone call has become one of the most underutilized tools by payroll salespeople.  Here are a few reasons why you need to call a prospect:

  • It helps you better understand their situation and timing.
  • It helps identify pain or problem points.
  • It helps you ask/answer questions and overcome objections.
  • It allows you to ask this question: When should I follow back up with you (after the call has ended, always send an e-mail confirming this timeframe).  

Send This e-Mail To A Prospect Who Ghosted You (After My 2/4 Call Strategy).

After making your follow-up calls and leaving a few voicemails, I highly recommend sending the e-mail I have listed below if the prospect still remains silent.

[First Name]:

I have called a few times in the past few (days/weeks) and have not heard back from you. And since I want to be professional in my follow-up efforts with you, it would help me a lot if you would let me know how I should reconnect with you; I will take it from there.

  • Glad you are touching base. Please call me to discuss the specifics of your ______ and how I can begin __________ (e.g., saving money or making money).
  • Thanks anyway (your first name), but there isn't any interest in moving forward with your company. 
  • The timing isn't right; check back with me in 2 to 3 months.

If you would hit the reply key right now and type the number that best describes things, I would greatly appreciate it!

Name – Title

P.S.  You will find attached a one-page list of client testimonials (and the value we provided them) from businesses similar in size to yours.

Executive Summary: Although e-mails are valuable, you need to blend in a series of phone calls and e-mails to get the payroll sale done. Remember, a phone call allows you to gain greater transparency on where a prospect stands on making a buying decision.

Posted by: AT 09:48 am   |  Permalink   |  Email
Friday, January 03 2020

8 Prospecting e-Mail Tips For
Generating More Payroll Sales Leads

By Glenn Fallavollita, President of & Drip Marketing, Inc.

  • Word Count: 614
  • Time To Read: 2.4 Minutes @ 250 Word Per Minute

You might have heard that e-mail marketing is a waste of time because prospects are too busy to open an e-mail from someone they don’t know; however, statistics show many “cold e-mails” are still being opened.

To help you receive a better e-mail response from your database of payroll prospects, CPAs, and yes, your payroll clients, I have listed a number of quick tips below.

1. Proof Your Campaigns: The #1 thing you can do is print AND triple check your e-mail marketing campaigns.  Look for typos, formatting errors, no low-risk offers, etc.

2. Write Enticing Subject Lines: The difference between a great subject line and one that is less than stellar, is the difference between an e-mail getting read and one that gets ignored.

3. Talk Like A Real Person: If your subject line reads like spam, it will be treated as one. Here are some words that could trigger a spam filter:

  • Best Price
  • Call Now
  • Cancel Anytime
  • Click Here
  • Don’t Delete
  • Double Your
  • Free Quote
  • Money Making
  • Why Pay More
  • Winner
  • Exclamation Points, i.e., !

4. Personalize Your e-Mail: Whenever possible, you should personalize your subject line to include a prospect’s name or company (or both). According to MarketingDive, personalizing an e-mail subject line can boost open rates by 50% and increase click-to-open rates by 58%.

Click Here To Read MarketingDive’s Article.

5. Tell The Reader What’s In It For Them: When it comes to your low-risk offer, focus LESS on explaining how your product or service works, and more on how it can add VALUE to their business.

  • According to our research of 85+ million e-mails, the e-mail body that’s “just right” is between 150 to 250 words in length.
  •  In short, prospects seem to respond best to emails that are short and to the point.

6. Format Your e-Mails For Smartphones:  With a prospecting e-mail, what you include in your message is just as important as how your message is read on a smartphone. 

Fact: 70+% of smartphone users will delete an e-mail if it doesn’t look good on their smartphone. By the way, 30% - 33% of your prospects are reading your emails on their smartphones.

7. Know When To Send A Follow-Up e-Mail: Although the majority of your cold prospecting e-mails are still met with a cold shoulder, you need to focus on the nurturing aspect. That said, keep 80% of your e-mail campaigns “educational” in nature. 

8. Vary Your Messaging:  If a prospect who opened your initial e-mail has gone cold; I highly suggest sending the following types of campaigns to re-engage them:

  • Newsletters
  • Press Releases
  • Intro Letters
  • Holiday Cards
  • Service Spotlights
  • Client Spotlights
  • Etc.

The Real Leads Will Come From Doing This.

After sending an email campaign, I highly recommend picking up your phone for a quick “Oh, by the way,” call.  If you’re a client of ours, you know exactly what type of call this is! If you don’t, contact me directly for the answer.

Executive Summary: Getting a prospect’s attention in a crowded inbox takes skill. To help you cut through all the marketing noise, you need to look at e-mail marketing as a long-term process, i.e., drip marketing, as it takes multiple follow-up e-mails.

Last but certainly not least is this: Almost every prospect is worth sending multiple campaigns; however, the ones who have opened your campaigns are the ones to keep after.

Posted by: AT 08:56 am   |  Permalink   |  Email