Friday, March 13 2020
How The Coronavirus Just Changed
The coronavirus has triggered an avalanche of actions. From the stock market decline to people buying toilet paper in bulk. Here's another issue: Face-to-face sales calls and networking meetings are going to be a thing of the past for the next 14 - 30 days (now read what's listed below).
6 Tips To Implement And Do NOW:
If you want to keep your salespeople busy over the next 14- to 30-days, here is what I suggest.
If you are looking to keep your pipeline full, you need to take action today for what's coming over the next few weeks.
P.S. If you need to secure an e-mail marketing database of local prospects (with job titles, phone #'s, etc.), call SellMorePayroll.com today.
Wednesday, March 04 2020
6-Steps To Help You Close
Most payroll salespeople stop following-up on a proposal after one or two attempts at moving the sales process forward. Therefore, if you are a sales leader for your payroll service, it would be in your best interest to train your sales team on the value of following-up, especially when you consider the staggering statistics below.
How Many Contacts Does It Take To Close A Sale?
Try This 6-Step Proposal Closing Process:
If you are in sales (or a sales leader), you might find the 6-step process I have outlined below of value:
Send This e-Mail Within 24-Hours Of Delivering A Proposal.
Dear (first name),
Thank you for the opportunity to earn your business this week. By the way, I have attached a few items you might want to read:
Again, thank you for giving us the opportunity to earn your business!
(Your name, title, etc.)
Executive Summary: During your next one-on-one meeting with your salespeople, ask each person to give you their proposal pipeline report. Now, ask each salesperson these two questions:
1. “When will this company make a buying decision?”
After listening to their answers, this e-mail will make complete sense to you.
Tuesday, March 03 2020
What To Do When A Prospect Ghosts You
Although you might have had a great meeting with a new HCM/payroll prospect (and sent a proposal); however, after a few days of calling and leaving a few voicemail messages, you get ghosted. First, don’t take it personally. Second, people are on their schedule when buying what you sell, not yours.
If a payroll/HCM prospect doesn’t return your calls or respond to your e-mails after receiving a proposal, it won’t hurt to send them a “What Should I Do” e-mail (see below):
Sample e-Mail To Resurrect A Payroll/HCM Prospect Who Ghosted You.
Subject line: (prospect first name), Can You Help Me?
Dear (prospect’s first name):
Since I haven't heard back from you after sending you a proposal, would you mind giving me some direction on the best way to professionally follow-up with you? To make it easy, just hit the reply key and then type the corresponding number from the list below:
With all kidding aside, I understand that you are super busy, and the last thing I want to do is not be professional with my follow-up. That said, I would appreciate it if you will take a moment to let me know what you are thinking.
I look forward to hearing from you!
(Your name, title, etc.)
It Is Time To Move On?
If the prospect still ghosts you after sending the above-mentioned e-mail, then it’s time to move on. Although some consider ghosting unprofessional, here’s the truth: They are not interested in buying what you are selling and just don’t want to tell you “no.” Remember, this is their issue, not yours.
The Best Thing To Offset “Ghosting” Are These Two Things…