Thursday, March 04 2021
10 Tips To Help You Land More New Payroll Clients In 2021
ADP and Paychex, and like many other national payroll services, are aggressively going after new business in 2021 (see links below). In fact, they are making "new client acquisition" a top priority as the economy recovers from the COVID-19 virus.
10 Steps To A Proactive 2021 Sales And Marketing Strategy.
If you want to acquire more new payroll clients in 2021, I have listed ten core areas below to consider:
Executive Summary: If you are an owner or a sales leader take a moment from your day and do the following:
If you want to be successful in driving in NEW sales revenue, you need to do the little things DAILY.
P.S. "Hope" isn't a great sales strategy.
Monday, January 04 2021
8 Money-Making Tips To Supercharge Your
Do you want to generate more sales leads and client referrals from your e-mail marketing campaigns in 2021? If you do, I have outlined eight proven tips below to help make that happen.
#1. Resend Your e-Mail Campaigns To The “Non-Open” Addresses - You will see a 30% to 50% increase in open rates just by resending the original e-mail campaign to the e-mail addresses that did not open the original e-mail. If you are using a tool like Constant Contact, this is done automatically for you.
#2. Make A List Of “Engaged” e-Mail Addresses – Go back to your last 12-months of e-mail campaigns and copy all the e-mail addresses into the following groups:
#3. Personalize Your Subject Lines – By simply adding a person’s name or company name to the subject line, you will see an increase of 10% or more in your open rates (just don’t do this all the time as people will become tone-deaf to this strategy.
#4. Create Unique e-Mail Campaigns For Each Database On File – Instead of blasting out a one-size-fits-all newsletter, write an e-mail campaign for each database you have on file. The key is this: Write a subject line that resonates with each database.
#5. Keep Your "SEND" Frequency In Check – If you are blasting three to four e-mails a week to your database, or one e-mail a month, you should step back and reevaluate your strategy. And yes, too many e-mails are just as bad as too few.
#6. Avoid Mondays When Sending A Mass e-Mail Campaign – The day of the week and the time of the day you send an e-mail campaign will play a huge role in its open rate. By the way, Mondays are the worst days to blast an e-mail.
#7. Write Better Subject Lines - Your open rates are directly related to your subject lines.
#8. Make Sure Your e-Mails Are Dynamically Formatted For A Smartphone, Tablet, Or PC – When you send an e-mail campaign, make sure you are using a service that uses “dynamic formatting” as it will allow a reader to view your campaign without the dreaded “pinching” to expand copy.
My Final Thoughts: The steps I have listed above are important elements of a successful e-mail marketing strategy. If you have any questions, comments, or thoughts, feel free to e-mail or call our office.
Thursday, October 29 2020
12 Ways To Boost Profits
Over the past few months, many payroll/HCM businesses have taken a hit when it comes to their profits. And if your company has too, you need a sales, marketing, AND business plan to offset these losses. That being said, you and your management team need to focus on these core elements of your business:
12 Areas To Print And Share With Your Executive Team.
2 BONUS Tips. . .
Here's The Bottom Line:
The COVID-19 crisis isn't going to get any better as winter is right around the corner. Because another shutdown/slowdown is right around the corner, it is essential to:
Monday, October 12 2020
How You Say It
If your e-mail marketing campaigns aren't interrupting and engaging its readers, then you need to consider my 4-step e-mail marketing formula below:
5 e-Mail Marketing Campaigns That Will Generate More Sales Leads For You.
To help you generate more sales leads in the next 72 business hours, I have listed some time-tested campaigns below for you to consider:
Attention All Owners And Sales Leaders.
If your marketing person/company isn't giving you solid advice on how to generate more sales leads or, more importantly, doesn't understand the 4-step formula outlined above, then call or e-mail us sooner versus later.
Thursday, October 08 2020
5 Reasons Why A Payroll/HCM Prospect Has
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:
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.
Summary: If you want to kick your payroll or HCM sales into high gear this month, consider the following tips:
Friday, September 11 2020
9 Tips To Help Run A Great Payroll/Timekeeping Demo
In a business world where face-to-face meetings are on a hiatus, you will find nine tips below to help you run a better online demo.
1. Ask Insightful Discovery Questions - Asking the right discovery questions BEFORE the demo will help you understand how you can add value to a prospect's business.
Ask questions like:
2. Customize The Demo For Each Prospect – This requires some work on your end, from adding a prospect’s logo to taking their discovery answers (from above) and working them into your demo.
3. Simplify Your Demo – The key here is to highlight only the most relevant features.
4. Before You Start The Demo, Have A Summary Slide – Before you start the demo, have a PowerPoint slide that summarizes what their problems are (based on your discovery).
5. Show What Your Product/Service Can Do In Everyday Situations - Ask yourself these two questions:
6. Explain Each Click (And Go Slow) – Remember, this prospect is seeing your payroll platform for the first time. Therefore, explain what you are doing and go slow.
7. Show Real Data - Most salespeople use fake data when running a demo. If you want to go the extra mile, try tailoring the information for each specific prospect, i.e., their company name instead of “Business Name.”
8. Take Great Notes On Their Issues And Concerns - Make sure you write what they liked and didn’t like. If not, you won’t be able to summarize the value of what you are selling/overcoming objections.
9. 95% Of All Demos Will Go To The Proposal Stage – That’s right, 95% of all demos go to the proposal stage. Because of this, you need to schedule a “10-minute proposal review day/time” with the prospect. If they don’t agree to a day/time, in person or over the phone, the odds of you closing them are slim.
Summary: What’s listed above is being used by top-performing salespeople throughout the country. Are you ready to be one of them?
Monday, August 17 2020
5 Ideas To Help You Generate More Q4 Payroll Sales Leads
Many sales leaders, owners, and salespeople in the payroll service industry are hoping for a robust Q4 selling season. Unfortunately, hope isn't a great sales strategy - especially during the COVID-19 crisis.
5 Ideas To Help You Generate More Sales Leads During The Q4 Selling Season.
ADP And Paychex Are Aggressively Going After New Business.
That's right; ADP and Paychex are looking to replace their lost clients (and so should you). To view their latest offer, click on the links below.
If hope is your Q4 sales strategy, you need to contact us to help you put a proven sales strategy in place.
Wednesday, July 29 2020
16 Low-Cost Ideas To Help Market
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).
16 Marketing Ideas To Help Promote Your Payroll Service Business:
Other Ideas To Help Market Your Payroll Service Business.
A Little About Your Marketing Copy/Messaging.
Always Be Updating Your Database Of Clients, Prospects, And Referral Partners.
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.
Friday, July 10 2020
The New Normal For A Payroll Salesperson
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:
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:
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:
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.
Wednesday, May 06 2020
What To Do When A Payroll Prospect
As much as we think the COVID-19 crisis is winding down, the sales process has come to a complete stop for the payroll industry. And getting ghosted is just a fact of life right now for many payroll salespeople; therefore, if someone is ignoring you, don’t take it personally. Remember, people are on their schedule when buying what you sell, not yours.
Sample e-Mail To Resurrect A Prospect Who Ghosted You.
If a payroll prospect hasn’t returned any of your calls or e-mails, it wouldn’t hurt to send them a “What Should I Do” e-mail (see below):
Subject line: (prospect first name), Can You Help Me?
Dear (prospect’s first name),
I was thinking about you today as I wanted to quickly follow-up on the proposal I sent to you prior to the COVID-19 crisis. Although we would love to have you as a client, I was wondering what would be the best way to follow-up with you.
To make it easy, just hit the reply key and then type the corresponding number from the list below:
With all kidding aside, I understand that you are dealing with a lot of issues right now, and the last thing I want to do is be unprofessional in 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!
(Your name, title, etc.)
It Is Time To Move On?
If the prospect still ghosts you after sending the above-mentioned e-mail, it’s time to move on. Although some consider ghosting unprofessional, here is 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 You Can Do To Offset “Ghosting” Are These Two Things…
Executive Summary: Don’t wait too long to start building back up your sales pipeline. As I tell all of our payroll industry clients, your sales team's sales pipeline is their life. That said, have them start focusing on building it back up.