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Thursday, October 08 2020

5 Reasons Why A Payroll/HCM Prospect Has
Already Forgotten About You (And How To Solve It)

By Glenn Fallavollita - President, Drip Marketing, Inc.

  • Word Count: 426
  • Time To Read: 1.7 Minutes @ 250 Words Per Minute

Right now, many businesses are looking to switch to a new HCM company or payroll service just like yours. Unfortunately, if they don't remember you, they will end-up hiring your competition and NOT you.

Why Most Decision Makers Have Already Forgotten About Your Payroll Service.

Marketing any size payroll service is a challenge, even if you are a Fortune 500 Company like ADP, Paychex, SurePayroll, Gusto, etc. Here are five reasons as to why:

  • Reason #1: People Forget Stuff - 80% of what you tell someone (about your business) is forgotten within 24- to 48-hours. 
  • Reason #2: Your Salespeople Are Disengaged - 70% of your salespeople are either disengaged or completely disengaged; therefore, how passionate do you think they are about telling someone about the value your payroll service/HCM company can provide them? 
  • Reason #3: Salespeople Stop Calling Prospects And CPAs - 50% of all salespeople stop calling a prospect/CPA, for 9 to 12 months or altogether, after their FIRST unsuccessful attempt at moving the sales process forward. This percentage skyrockets to 99% after their third attempt.
  • Reason #4: They Have A Passive Sales Leader - Most sales leaders let their salespeople do their own "marketing." Now re-read point #3. 
  • Reason #5: Salespeople Turnover - 50% to 66% of all newly hired payroll salespeople* quit or get fired in their first 9 months of employment.

6 e-Mail Marketing Campaigns That Will Keep Your Payroll Service Top-Of-Mind (PRINT THIS LIST):

To help you and your sales team maximize prospect engagement and help generate more sales leads, I have listed below some time-tested campaigns that will work (we prove it all the time to our clients) when marketing your payroll service or HCM company.

  • #1: Prospects - e-Mail your database of prospects a "meeting request" letter.
  • #2: Clients - e-Mail a survey to your clients (ask for a referral within the survey).
  • #3: Everyone On File - e-Mail a press release on a new product or service.
  • #4: Everyone On File - e-Mail a product or service spotlight campaign.
  • #5: Everyone On File - e-Mail a bundle "deal" to your database of prospects, CPA network, and past clients. 
  • #6: Everyone On File - e-Mail an educational newsletter, i.e., PPP News, IRS 2021 update, work from home tip, etc.

Summary: If you want to kick your payroll or HCM sales into high gear this month, consider the following tips:

  1. Develop a one-page sales and marketing strategy for your business. 
  2. Implement the campaigns listed above.
  3. Have phone blitz days for your sales team to follow-up on the campaigns listed above.
Posted by: AT 06:27 am   |  Permalink   |  Email