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Wednesday, July 29 2020

16 Low-Cost Ideas To Help Market
A Payroll Service Business

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

  • Word Count: 526
  • Time To Read: 2.1 Minutes Based on 250 Words Per Minute

Marketing a payroll service business does NOT have to be expensive to attract a new payroll, HCM, or timekeeping client; however, it is essential to stay in constant contact with your payroll service’s database of clients, prospects, and CPAs as you can never time a sale (or referral). 

The Rules Of Marketing 101:

  1. You need to get someone’s attention.
  2. You need to educate someone on the things that make your payroll service unique and awesome.
  3. You need to provide someone a low-risk offer to help them take the next step in the buying process.

16 Marketing Ideas To Help Promote Your Payroll Service Business:

  1. Add a video to your website and e-mail marketing campaigns.
  2. Bundle an add-on service with another promotion.
  3. Buy a road sign billboard promoting your payroll service's logo, graphics, URL, and phone number.
  4. Conduct a client survey.
  5. Create a CPA Tax Season Survival Kit.
  6. Create a Get To Know Us Kit for your salespeople to use in the field.
  7. Offer a free trial for your payroll processing service or an employee time clock, i.e., XX-day free trial, XX-day money-back guarantee, etc.
  8. Give your existing marketing material a facelift.
  9. Install an e-mail drip marketing system (for your clients, prospects, and referral partners).
  10. Promote an add-on service via a free trial or special offer, i.e., free employee background check.
  11. Provide a gift card (for dinner, extra holiday money) to the clients who refer a new client your way.
  12. Provide free report downloads: How To Switch Payroll Service In Three Easy Steps, How To Avoid Payroll Tax Penalties, etc.
  13. Send each salesperson's list top 10 prospects and referral partners a lumpy mail campaign every 90-days.
  14. Invest in your SEO efforts.
  15. Sponsor a Shred Your Documents Day with a shredding company in conjunction with a local bank or credit union.
  16. Wrap your company car with your payroll service's logo, graphics, URL, and phone number.

Other Ideas To Help Market Your Payroll Service Business.

  • Review your marketing brochures and website and ask yourself, “Does this make us look like an awesome and unique payroll service?” 
  • If your answer is no, go back and retool your marketing copy, images, and low-risk offers.  

A Little About Your Marketing Copy/Messaging.

  • When it comes to writing copy, less is more; therefore, limit the words used. 
  • Use engaging headlines and sub-headlines to help a reader digest your message.  Remember, you have about 1 to 2.5 seconds to capture someone’s attention.

Always Be Updating Your Database Of Clients, Prospects, And Referral Partners.

  • 50% to 60% of your sales success is directly related to the size and quality of your marketing databases. As I tell our payroll service clients and students, “Show me your marketing databases, and I will show you your sales future.”
  • IMPORTANT: If a payroll service's sales leader doesn’t make it a priority to build a massive and high-quality e-mail database, his or her salespeople won’t make it a priority either.

Executive Summary: If you focus on the needs of your target audience, it will go a long way in helping someone learn more about your payroll service (and get you noticed when they are ready to hire a new payroll service or recommend your payroll service to someone they know).

Lastly, don't forget to make it a priority to build a database of clients, prospects, and referral partners.

Posted by: AT 06:00 am   |  Permalink   |  Email
Friday, July 10 2020

The New Normal For A Payroll Salesperson
(Forward To Your Sales Leader And Sales Team)

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

  • Word Count: 215
  • Time To Read: .9 Minutes @ 250 Words Per Minute

Before COVID-19 hit, winning payroll salespeople were cranking-out calls, dropping-by a CPA’s office, and shaking hands with new prospects and referral partners.

A New Sales Strategy Is Needed During The COVID-19 Crisis.

If you are an owner or sales leader of your payroll service business, you need to take a proactive step in developing (and teaching your salespeople) the following:

  1. How to go through a fact-finding process, i.e., your discovery process, with a new prospect. 
  2. Online sales presentation, i.e., webinars.

Excellent Fact-Finding Skills Will Help You Close More Sales.

All experts agree that great investigative questions will help a person close more business. That said, here are the core components of this process:

  • Current situation questions.
  • Problem questions around a person’s current situation.
  • Financial impact questions around a person’s current situation.

The Value Your Payroll Service Provided Yesterday Isn’t As Relevant Today.

What you sold yesterday is no longer relevant as business owners, CFOs, and office managers now need:

  • Touchless time clock systems.
  • PPP help and special payroll-related reports.
  • Employee Self Serve portals.
  • Payroll bank cards.
  • Seamless direct deposit service.
  •  _______________.

If you are managing a sales team or you are a salesperson at a payroll service business, I highly recommend stepping back and reevaluating your sales strategy. If not, you will see less than stellar sales results in 2020. 

Posted by: AT 10:10 am   |  Permalink   |  Email