Thursday, January 23 2020
Why You Need To Call A Payroll
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:
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.
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.
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.