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Wednesday, March 04 2020

6-Steps To Help You Close
More Payroll Proposals

(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc

  • Word Count: 389
  • Time To Read: 1.6 Minutes @ 250 Words Per Minute

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?

  • 2% are made on the 1st contact.
  • 3% are made on the 2nd contact.
  • 5% are made on the 3rd contact.
  • 10% are made on the 4th contact.
  • 80% are made on the 5th to 12th contact.

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:

  1. After a salesperson has created a proposal, it is sent to a second person for final proofing.
  2. The proposal is then logged into a tracking report (created in Excel for each salesperson).
  3. After a proposal is sent to a prospect, a copy is sent to the sales leader for an executive follow-up call. This call has two objectives. First, it is to thank the person for the opportunity to earn their business. Second, it is to do a trial close, i.e., “When did you want to run your first payroll with us?”
  4. Set up a sequence of phone calls (or meeting) to follow up on a proposal, AKA, proposal review call/meeting.
  5. Develop an educational e-mail follow-up campaign/s (see sample below).
  6. Send a handwritten "thank you for your time" greeting card via the USPS.

Click here for a sample "Thank You" greeting card via Amazon.com.

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:

  • An article/whitepaper on X, Y, and Z.
  • Some recent client testimonials about our X, Y, and Z.

Again, thank you for giving us the opportunity to earn your business!

Warmest Regards,

(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?”
2. “What is your follow-up plan for every proposal that hasn’t been closed?”

After listening to their answers, this e-mail will make complete sense to you.

Posted by: SellMorePayroll.com AT 05:44 am   |  Permalink   |  Email
Tuesday, March 03 2020

What To Do When A Prospect Ghosts You
(Print And Share With Your Sales Team)

  • Word Count: 359
  • Time To Read: 1.4 Minutes @ 250 Words Per Minute

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:

  1. We decided to go with another company.
  2. We are still interested but haven't had the time to get back to you yet.
  3. We are putting the project on hold for the next few months; follow up with me in 60 to 75 days.
  4. I have fallen, and I can’t get up. Call 9-1-1 for me.

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!

Warmest Regards,

(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…

  1. Have a massive pipeline of sales opportunities.
  2. Have a drip marketing system to stay in contact with EVERYONE in your database, including the ones who have ghosted you. 
Posted by: SellMorePayroll.com AT 06:06 am   |  Permalink   |  Email
Thursday, February 20 2020

8 Questions All Payroll Service Owners And
Sales Leaders Need To Ask Themselves

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

  • Word Count: 385
  • Time To Read: 1.5 Minutes [Based On 250 Words Per Minute]

Today is the perfect time to look at your sales strategies, marketing campaigns, and sales tools.  If not, you are putting your payroll/HCM sales at risk, as doing the same thing will only generate the same sales results. 

Stop Hoping Your Payroll Service’s Sales Problem Will Change.

All too often, many business owners/sales leaders hope their sales issues will disappear or turnaround. But here’s the truth: The only way your sales needle will move in a positive direction is for you to take action and do something different. 

8 Questions All Owners AND Sales Leaders Need To Ask Themselves: 

#1: How many of our salespeople are not meeting their quota (what are your plans to help them be successful)?

#2: What percentage of our clients, prospects, and referral partners have an e-mail address associated with their record? If it's not 100%, ask yourself why.

#3: What is our e-mail marketing and direct mail marketing strategies?

#4: What is our sales follow-up strategy to ensure that our sales team is following up on your e-mail/marketing campaigns? Now read the bullet point below.

#5: Are we relying on our salespeople to stay in touch with their database of prospects and referral partners (Fact: 99% of all salespeople give up after their third unsuccessful call)? 

#6: What type of marketing collateral do we use on a sales call to help reduce price as a focal point or sales objection?

#7: How often am I training the sales staff to improve their sales performance?

#8: How often do you connect with our database of payroll clients to:

  • Cross-sell them with other products or services?
  • Ask for a referral?
  • Survey them to determine their future needs?
  • Ask them their accountant's name?

Are You Happy With Your Answers? 

If not, you should seek out a professional who can help you create or fine-tune your sales and marketing strategy.  By the way, don’t put marketing on your sales team’s shoulders, as research has proven salespeople are notoriously bad writers, and worse, do marketing on an intermittent basis at best. 

Executive Summary:  If you do not know the answers to the questions above, or if you are dissatisfied with your answers, it means you and your salespeople are underleveraged in the marketplace. 

Should this be the case, your salespeople are losing 15% to 50% of their annual sales revenue by not being plugged into a long-term success plan and/or automated marketing system.

Posted by: SellMorePayroll.com AT 08:55 am   |  Permalink   |  Email
Wednesday, February 05 2020

How To Get More Prospects
To Remember Your Payroll Service

By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 507
  • Time To Read: 2.0 Minutes @ 250 Word Per Minute

According to data from the Census Bureau’s Annual Survey of Entrepreneurs, there were 5.6 million “employer” firms in the U.S. in 2016. Here’s the breakdown:

  • 500 or fewer workers accounted for 99.7% of those businesses.
  • 100 or fewer workers accounted for 98.2%.
  • 20 or fewer workers made up 89%.

Click Here To Read The Census Survey @ SBE Council.org.

With this many businesses in the U.S., you're probably saying to yourself, "If they only knew about my payroll service, I would be able to grow my sales exponentially." Unfortunately, the items listed below are working against you.

6 Reasons Why A Payroll Prospect/Referral Partner Will Forget About Your Payroll Service.

  • 40% of all salespeople feel that prospecting is one of the most challenging aspects of their job (therefore, most salespeople flat-out ignore this activity).
  • 70% of all salespeople are either disengaged or completely disengaged in their job (now re-read point #1). 
  • 50% of all salespeople stop calling a prospect, for 9 to 12 months or altogether, after their first unsuccessful attempt at moving the sales process forward.
  • 50% of what you tell a prospect during a presentation is forgotten in less than one (1) hour, 70% in 24 hours, and 90% in a week.
  • 90% to 95% of all "prospecting calls" go directly to voicemail.
  • 95% of all small businesses (and most likely yours) don't provide their sales staff with any sales training after 30-days of employment.

If you want more payroll prospects and referral partners to remember your payroll service when they're ready to switch to a new payroll service (or recommend a payroll service to someone they know), I have listed below some proven money-making campaigns.

Marketing Campaigns To Help People Remember Your Payroll Service: 

Here are some time-tested drip marketing campaigns (sent as an e-mail):

  • A Bundle Promo On A Product/Service
  • Client Refer Us To A Friend
  • Client Survey
  • Holiday Card
  • New Hire Press Release
  • New Product Or Service Press Release
  • Upgraded System/Platform Press Release
  • Product Or Service Spotlight
  • Sales Intro Letter
  • Webinars (Monthly) On Ways To Improve X, Y, Or Z

Other e-Mail Marketing Ideas:

  • Promote an add-on service via a free trial or special offer, i.e., free employee background check. 
  • Provide free reports to download, i.e., How To Avoid Hiring The Wrong Candidate or How To Avoid An Employee Law Suit, etc. 

Even More Ideas:

  • Send each salesperson's "top 10 list of prospects and/or referral partners" a lumpy mail campaign. 
  • Send someone a gift card if they referred you to a prospect that resulted in a sale.
  • Sponsor a "Shred Your Documents Day" with a shredding company in conjunction with a local bank or credit union. 

Executive Summary: You will see an immediate increase in sales by doing three things:

  1. Build/update your e-mail marketing database(s) each week.
  2. Send your database of referral partners, clients, past clients, and prospects relevant content.
  3. Follow-up most e-mail marketing campaigns with an "oh, by the way" phone call. 

Yes, it's that simple. 

P.S. The days of winging it with your "marketing" efforts are over. If you want to have a break-out year, set your goals, and then take action.

Posted by: Glenn Fallavollita AT 05:23 am   |  Permalink   |  Email

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Posted by: SellMorePayroll.com AT 05:28 am   |  Permalink   |  Email
Thursday, January 23 2020

Why You Need To Call A Payroll
Prospect To Close The Sale

(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 521
  • Time To Read: 2.1 Minutes @ 250 Words Per Minute

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:

  • It helps you better understand their situation and timing.
  • It helps identify pain or problem points.
  • It helps you ask/answer questions and overcome objections.
  • It allows you to ask this question: When should I follow back up with you (after the call has ended, always send an e-mail confirming this timeframe).  

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.

[First Name]:

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.

  • Glad you are touching base. Please call me to discuss the specifics of your ______ and how I can begin __________ (e.g., saving money or making money).
  • Thanks anyway (your first name), but there isn't any interest in moving forward with your company. 
  • The timing isn't right; check back with me in 2 to 3 months.

If you would hit the reply key right now and type the number that best describes things, I would greatly appreciate it!

Name – Title
Company
Phone
e-Mail

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.

Posted by: SellMorePayroll.com AT 09:48 am   |  Permalink   |  Email
Friday, January 03 2020

8 Prospecting e-Mail Tips For
Generating More Payroll Sales Leads

(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 614
  • Time To Read: 2.4 Minutes @ 250 Word Per Minute

You might have heard that e-mail marketing is a waste of time because prospects are too busy to open an e-mail from someone they don’t know; however, statistics show many “cold e-mails” are still being opened.

To help you receive a better e-mail response from your database of payroll prospects, CPAs, and yes, your payroll clients, I have listed a number of quick tips below.

1. Proof Your Campaigns: The #1 thing you can do is print AND triple check your e-mail marketing campaigns.  Look for typos, formatting errors, no low-risk offers, etc.

2. Write Enticing Subject Lines: The difference between a great subject line and one that is less than stellar, is the difference between an e-mail getting read and one that gets ignored.

3. Talk Like A Real Person: If your subject line reads like spam, it will be treated as one. Here are some words that could trigger a spam filter:

  • Best Price
  • Call Now
  • Cancel Anytime
  • Click Here
  • Don’t Delete
  • Double Your
  • Free Quote
  • Money Making
  • Why Pay More
  • Winner
  • Exclamation Points, i.e., !

4. Personalize Your e-Mail: Whenever possible, you should personalize your subject line to include a prospect’s name or company (or both). According to MarketingDive, personalizing an e-mail subject line can boost open rates by 50% and increase click-to-open rates by 58%.

Click Here To Read MarketingDive’s Article.

5. Tell The Reader What’s In It For Them: When it comes to your low-risk offer, focus LESS on explaining how your product or service works, and more on how it can add VALUE to their business.

  • According to our research of 85+ million e-mails, the e-mail body that’s “just right” is between 150 to 250 words in length.
  •  In short, prospects seem to respond best to emails that are short and to the point.

6. Format Your e-Mails For Smartphones:  With a prospecting e-mail, what you include in your message is just as important as how your message is read on a smartphone. 

Fact: 70+% of smartphone users will delete an e-mail if it doesn’t look good on their smartphone. By the way, 30% - 33% of your prospects are reading your emails on their smartphones.

7. Know When To Send A Follow-Up e-Mail: Although the majority of your cold prospecting e-mails are still met with a cold shoulder, you need to focus on the nurturing aspect. That said, keep 80% of your e-mail campaigns “educational” in nature. 

8. Vary Your Messaging:  If a prospect who opened your initial e-mail has gone cold; I highly suggest sending the following types of campaigns to re-engage them:

  • Newsletters
  • Press Releases
  • Intro Letters
  • Holiday Cards
  • Service Spotlights
  • Client Spotlights
  • Etc.

The Real Leads Will Come From Doing This.

After sending an email campaign, I highly recommend picking up your phone for a quick “Oh, by the way,” call.  If you’re a client of ours, you know exactly what type of call this is! If you don’t, contact me directly for the answer.

Executive Summary: Getting a prospect’s attention in a crowded inbox takes skill. To help you cut through all the marketing noise, you need to look at e-mail marketing as a long-term process, i.e., drip marketing, as it takes multiple follow-up e-mails.

Last but certainly not least is this: Almost every prospect is worth sending multiple campaigns; however, the ones who have opened your campaigns are the ones to keep after.

Posted by: SellMorePayroll.com AT 08:56 am   |  Permalink   |  Email
Wednesday, December 18 2019

16 Things Winning Payroll
Salespeople Do Every Morning

(PRINT AND USE AT YOUR NEXT SALES MEETING)

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

  • Word Count: 609
  • Time To Read: 2.4 Minutes @ 250 Word Per Minute

To help you and your sales staff regain focus each day, I have listed a number of things below winning payroll salespeople do every morning.

16 Things Winning Salespeople Do Each Morning. 

1. They Get To Work Early: Successful salespeople arrive early to the office to avoid the typical interruptions from their co-workers.

2. They Schedule Time To Make Calls: Successful salespeople look at their calendar and block out times to make their "oh, by the way" follow-up calls/cold-calls/warm-calls to their database of clients, past clients, hot/warm prospects, and referral partners.

3. They Update Their Daily To-Do List: Successful salespeople look at yesterday’s to-do list and make adjustments and new entries. Two suggestions:

  • Use an iPad or an erasable pen as they are great for making changes to written to-do lists and weekly planners.
  • Buy Day-Timer's weekly planner to manage your calendar and to-do list.

Click here to see what day-timers I recommend from Amazon.

4. They Read Their Sales/Personal Goals: Successful salespeople read their sales goals and personal goals to help internalize their success.

5. They Spend One-Hour Reading A Book: Successful salespeople get up early and crack open a book to read. I highly recommend reading SPIN Selling by Neil Rackham; you can buy this fabulous sales book for as little as $6.00 on Amazon. 

Click here to read more about this book on Amazon.com.

6. They Post Educational Content To Their LinkedIn Account: Successful salespeople go to their LinkedIn account and post articles of interest to their account.

7. They Give A List Of Problems To Their Sales Manager: Successful salespeople know how to use their sales leaders to handle internal problems.

8. They Say "No" To Non-Revenue Producing Projects: Successful salespeople know they sometimes need to say "thank you, but no thank you" to internal projects that won't generate sales revenue.

9. They Schedule Their Sales Manager's Time On Joint Sales Calls: Successful salespeople know that sometimes a sales manager's presence will help them close an account by taking the team approach to selling.

10. They Organize Their Desk: Successful salespeople know that mornings are a great time to organize their desk to help keep their minds clear of clutter.

11. They Say "Good Morning" To Co-workers: Successful salespeople know they need the help of their co-workers to be successful.

12. They Look For High Priority Items In Their Inbox: Successful salespeople scan their inbox for e-mails from clients, referral partners, networking groups, and prospects for high-value sales opportunities. 

13. They Keep Their e-Mails Brief: Successful salespeople don't waste time typing lengthy e-mails.  When they do send an e-mail, they write one or two sentences to open the e-mail, use a bulleted list of key information and then close their e-mail with one or two sentences.

14. They Focus On Their Proposal Tracking Report: Successful salespeople know that their #1 priority is to "sell."  That said, they look at their proposal pipeline to see what needs to be done with open proposals. They also know the importance of building their sales pipeline with hot prospects and referral partners.

15.  They Rewrite Yesterday's Notes: Successful salespeople know that one of the best ways to remember what happened during yesterday's meetings and calls is to rewrite their notes from the previous day.

16. They Keep Building A Sales Pipeline: Successful salespeople know the size and quality of their sales pipeline is their life; therefore, they keep calling and scheduling appointments with high-value prospects and referral partners. 

P.S. #1: The key to managing your day is to take action.
P.S. #2:  Reread bullet #14, as a proposal tracking report will be a massive benefit to you.

Posted by: SellMorePayroll.com AT 08:42 am   |  Permalink   |  Email
Thursday, December 12 2019

How To Stop Looking Like A
"Small, Me-Too” Payroll Service Bureau

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

  • Word Count: 411
  • Time To Read: 1.6 Minutes @ 250 Word Per Minute

Do you feel as though your marketing messages are making you look and sound like every other payroll service around you?  If you do, you are not alone as most payroll services use the same tired phrases like:

Here’s The Problem:

Your prospects are flooded with advertisements from TV commercials, print ads, radio ads, brand labels, Facebook ads, ads on buses, Google ads, to even ads on their phones. An article published in the NY Times said, “A person living in a city 30 years ago saw up to 2,000 ad messages a day, compared with up to 5,000 today.”

You Have 1- To 2.5 Seconds To Capture A Prospect’s Attention.

Your marketing messages must resonate with your target audience as you only have 1- to 2.5 seconds to capture someone’s attention. Therefore, if your marketing messages look and sound like everyone else, a prospect will either skip over your ad or only look at price as the key differentiator.  How do I say this?  Because we see it all the time.

Get In The Mind Of A Prospect Before Writing Your Next Campaign.

Marketing research has proven that the average person will spend 1- to 1.5 seconds reading a marketing message (e-mail/direct mail).  During this time, their brain will process some or all of these questions (to determine if they should continue reading or learning more about your payroll service):

  • Are they saying things that are important to me?
  • Do I know this company?
  • Do I need a new payroll service?
  • Should I compare my current payroll service bureau to them?
  • What is this company selling?
  • What makes this payroll service any better or different from the one I am using now?
  • Why should I consider their offer of X, Y, or Z?

Your database of prospects and referral sources are just like you and everyone else. They have a limited amount of time to learn about your payroll service as they are trying to do more work with fewer resources. And the more in sync your messages are to their problems, frustrations, annoyances, and needs, the quicker you will get their attention. Period. 

Executive Summary: With the average person being exposed to thousands of marketing messages a day, what are your plans to change what you are saying? 

Posted by: SellMorePayroll.com AT 07:21 am   |  Permalink   |  Email
Wednesday, December 11 2019

How To Quickly Attract New Payroll Customers
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 567
  • Time To Read: 2.3 Minutes @ 250 Word Per Minute

Marketing your payroll service is a critical aspect to growing its sales; however, the key to your marketing success is this: Niche marketing. 

What Is Niche Marketing?

Niche marketing is all about focusing on a particular group(s), i.e., a marketing database that have a common element(s). 

Core Groups To Target:  

Niche Markets To Consider:

  • Associations
  • Charter Schools
  • Franchise Owners
  • Government Entities
  • Healthcare / Home Care
  • Hospitality Industry
  • Law Practice
  • Manufacturing
  • Medical Practice
  • Not-for-Profits
  • Retail Businesses
  • Restaurants

The Benefit From Niche Marketing.

The real benefit of niche marketing is this: Focus. And if you ever managed a sales/marketing team, you and I both know it’s imperative to keep a person’s focus on a target market. Plus, when you are focused on a particular group, the following happens:

  • Your marketing messages will be more in tune with the marketplace.
  • Your sales team starts to use “buzz words” that resonate with a prospect.
  • Your industry testimonials will carry more weight.
  • Your salespeople have a defined target.

Successful Marketing Campaigns Follow Four Basic Rules.

  1. Have something good to say.
  2. Say it well.
  3. Say it often.
  4. Follow-up via a phone call.

What Type Of Promotions Or Low-Risk Offer Can You Use?

Consider these ideas as you plan your promotion:

  • Celebrate National Payroll Week
  • Bundled service/product promotion.
  • Free trial period.
  • Provide a gift card to a client who sends you a lead that results in a sale. Other ideas could be dinner on us, office lunch on us, to even cold hard cash.
  • Sponsor a shred your office files day.
  • Private label a bottle of hot / BBQ sauce. This is great to give (free) a local restaurant, CPA firm, or CPA/small business expo or event).
  • Sponsor a CPA golf event.

Sample list of private label BBQ/hot sauce companies:

www.hotsauce.com
www.hotsaucedepot.com
www.croixvalleyfoods.com

Crucial Step: Review Your Existing Marketing Material And Website. 

I recommend reviewing/rewriting the following:

  • Business Cards
  • E-Mail Signature Line
  • Sales Brochures
  • Social Media Pages
  • Testimonials
  • Website

Clearly Articulate The Pain Points Your Payroll Service Solves.

Your marketing message should tell a reader the problems your payroll service solves.  Here are some key talking points:

  1. Increased level of accuracy (payroll reports and state/federal payroll withholdings).
  2. Lower cost(s) as compared to your current service.
  3. Better and more personalized customer service.
  4. Recommended by CPAs.
  5. Reduce the time spent managing and running payroll.
  6. Upgraded technology, time clock options, and HR services.
  7. Local business.

You Only Have 1- to 2.5 Seconds To Get Someone’s Attention.

Choose your headlines carefully as you will only have a reader’s attention for 1- to 2.5-seconds before they decide to read further on or stop altogether. With your niche marketing messages, remember to use industry jargon to help your message resonate with a reader. 

Try to avoid using platitudes like these:  

  • Accurate
  • Affordable
  • Convenient
  • We’re Better Than (Or Cheaper) Your Current Payroll Service
  • Professional
  • Reliable

Add Reports To Your Website/e-Mail Marketing Campaigns:

  • Top 10 Payroll And Timekeeping Tips for Small Businesses
  • How To Identify Payroll Fraud At Your Business
  • 5 Steps To Help Switch To A New Payroll Service
  • A Business Owners Guide To Time Clocks

Executive Summary: Prospects will switch to a new payroll service for the following reasons:

  1. Cost
  2. Poor Customer Service, Accuracy, Or Performance With Existing Service
  3. Better Functionality, Upgraded Technology, And Ease-Of-Use
  4. Trusted Advisor/Internal Decision Maker Recommended A New Service
  5. Business Is Being Taken For Granted

Now that you know the top reasons why someone would want to switch to a new payroll service, you can use this information in your next marketing campaign.

Posted by: SellMorePayroll.com AT 08:38 am   |  Permalink   |  Email
Tuesday, December 10 2019

Is Your Payroll Service Invisible To Its
Database Of Prospects And Referral Partners?

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

  • Word Count: 589
  • Time To Read: 2.4 Minutes @ 250 Word Per Minute

According to data from the Census Bureau’s Annual Survey of Entrepreneurs, there were 5.6 million employer firms in the U.S. in 2016. Here’s the breakdown:

  • 500 or fewer workers accounted for 99.7% of those businesses.
  • 100 or fewer workers accounted for 98.2%.
  • 20 or fewer workers made up 89%.

Click Here To Read The Census Survey @ SBE Council.org.

And with this many businesses in the U.S., you're probably saying to yourself, "If they only knew about my payroll service; I would be able to grow my sales exponentially."

8 Reasons Why Your Payroll Service Needs A Drip Marketing System.

Here are eight reasons why your payroll service needs a drip marketing system.

  1. 50% to 66% of all newly hired PAYROLL salespeople will quit or get fired in their first 6- to 9-months. 
  2. 40% of all salespeople feel that prospecting is one of the most challenging aspects of their job (therefore, most flat-out ignore this activity).
  3. 50% of all salespeople stop calling a prospect, for 9 to 12 months or altogether, after their first unsuccessful attempt at moving the sales process forward.
  4. 60% of all buyers want to discuss the price on the first call.
  5. 70% of all salespeople are either disengaged or completely disengaged in their job. 
  6. 80% of what you tell a prospect on the phone is forgotten within 24-hours. 
  7. 90% of all "prospecting cold-calls" go directly to voicemail.
  8. 95% of all small businesses (and most likely yours) don't provide their sales staff with any sales training after 30-days on the job.

IMPORTANT: If you are a business owner or sales leader, don't think for one minute that your salespeople are staying in touch with their database of prospects or referral partners.

Send More Than A Newsletter To Help Promote And Market Your Payroll Service.

After reading the sales stats above, you can now see why it's paramount to have a lead nurturing system that stays in continuous contact with your database of prospects and referral partners.  This is especially critical when you consider 50% of all salespeople stop calling a prospective buyer after hearing, "No, we are not interested."

Types Of e-Mail Marketing Campaigns To Send (PRINT THIS LIST): 

Here are some time-tested e-mail marketing campaigns to send:  

  • A Bundle Promo On A Product/Service
  • Client Refer Us To A Friend
  • Client Survey
  • Holiday Card
  • New Hire Press Release
  • Press Release On A New Product Or Service
  • Product Or Service Spotlight
  • Sales Intro Letter
  • Service Spotlight Campaign

Other Ideas:

  • Promote an add-on service via a free trial or special offer, i.e., free employee background check. 
  • Provide free reports to download, i.e., How To Avoid Hiring The Wrong Candidate or How To Avoid An Employee Law Suit, etc. 

Even More Ideas:

  • Send each salesperson's "top 10 list of prospects and/or referral partners" list a lumpy mail campaign. 
  • Send someone a gift card if they referred a prospect that resulted in a sale.
  • Sponsor a "Shred Your Documents Day" with a shredding company in conjunction with a local bank or credit union. 

Executive Summary: You can immediately increase sales by doing three things:

  1. Build/update your e-mail marketing databases (each week).
  2. Send your database of referral partners, clients, and prospects relevant content.
  3. Follow-up most e-mail marketing campaigns with an "oh, by the way" phone call. 

Yes, it's that simple. 

P.S. The days of winging it are over when it comes to marketing your payroll service. If you want to have a break-out year, set your goals and then take action.

Posted by: SellMorePayroll.com AT 06:49 am   |  Permalink   |  Email