Friday, April 10 2020
How To Survive COVID-19: After Cutting Expenses,
Winning business owners know they need to adjust their sales and marketing strategy to help generate new income. That’s right, sales and marketing 101.
How Technology Has Helped Other Businesses.
Have you told your clients (or prospective clients) that you can offer an easy-to-use mobile app to pay their employees? If you haven't it might be time. Now here’s some sound advice to consider:
How To Keep The Customers You Have:
Tuesday, April 07 2020
7.5 Tips For Payroll Salespeople
Working from home is the new norm for almost all payroll salespeople; therefore, a lot of discipline is needed to be successful. To help you (or someone you know), I have listed a few essential tips below.
#1: Manage The Distractions - Home office distractions can and will impede your productivity. That said, I recommend finding a quiet place in your home and focus on the task at hand. If your children are young, try and hire a local babysitter (make sure they wear a mask to avoid spreading or catching COVID-19).
#2: Talk With Your Manager - There is a good possibility that your manager is also working from home; therefore, maintain communication via phone, e-mail, or text. Additionally, communicate the status of your projects with new clients or sales opportunities you are working on.
#3: Use Your PTO Days - Just because you work from home does not mean that you cannot take a PTO day(s). If you are not feeling well, go to a doctor and get tested for the COVID-19 virus.
#4A: When Calling A Prospect, Take A Different Approach - During the COPVID-19 crisis, don’t take the traditional sales route as this will turn off a prospect. That said, I recommend using a script (samples below).
Close with: What does your schedule look like for a quick webinar on X, Y, or Z?
#4B: When e-Mailing A Prospect, Take A Different Approach – As above, I recommend using a subject line that would trigger your target audience (samples below).
HINT: Do your research on a prospect so you can customize your script/sales spin. Keep this in mind: Developing a personal connection over the phone, can and will disarm a prospect and will lead toward a more productive phone call.
#5: Be Prepared For A Quick Call (If You Are Even Able To Connect) - In most first-time phone calls, a prospect will give two to three minutes. Because of this, you need to have an engaging opening line. Please note this: Many people are not looking to buy right now, so take a more educational angle.
#6: Google Your Competition - Go online to see what your primary competitors are doing as it can only make you better. Share what you found with your sales/marketing leader and then come up with a better offer.
#7: Don’t Get Discouraged - Working from home is tough for most people as rejection is amplified when working alone. Because of this, call your co-workers to see what they are doing. Also, don’t forget to stay connected with your manager.
Summary: COVID-19 will end, and people will get back to a normal routine relatively soon. And because the end of this virus is near, keep in constant contact with your database of clients, prospects, CPAs, etc. If you do, they will remember you and your business over the competition.