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Thursday, June 23 2011

6 Tips For Payroll Salespeople
When Trying To Make A Great First Impression

By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker          

  • Word Count:  501
  • Time To Read: 2.0 Minutes [Based on 250 Per Minute]

Regardless of your business, profession or career choice, one of the biggest mistakes I have seen most professionals make when they first meet someone is not putting in the extra effort to look professional.  Barring impromptu meetings, scheduled client and prospect meetings possess numerous mental and physical issues -- issues that can be overcome.  To that end, we have prepared six tips below to help make your next first impression one of your best first impressions.

6 Tips For Making A Strong First Impression:   

1.  Dress To Impress: As cliché as this saying has become, it still holds true in today's society -- your clothes, your hair and your hygiene are all factors that most people will base their initial judgment on.  While it is true that the workplace is becoming more casual and less stringent about dress codes, it is always a safer bet to overdress.  You can always leave the jacket behind, ditch the tie, loosen a few buttons and roll up your sleeves if you find yourself entering a more casual setting. 

2.  Listen Attentively: First impressions are not one-sided interviews.  They are opportunities for whoever you are meeting to gauge just how quick you are on your feet and how genuine your interest is.  Drifting thoughts or distant gazes tell a speaker that your attention is elsewhere, which is not only insulting but also leaves a poor first impression.  Be sure to nod along with certain points and respond with short phrases like "I agree" or "Hmm" to show you are participating.  These conscious efforts will act as anchor points that keep you locked down in the conversation. 

3.  Use A Person's Name: Another way to show that you are paying attention as well as help learn and memorize a person's name is to use the person's name when asking them a question. Each time you include a listener's name you establish certainty of your participation in the discussion, personalize the moment and help make yourself more memorable in the process. 

4.  Be Articulate: For some, speaking articulately comes naturally.  For others, it takes careful, conscious effort.  And you know what?  There's nothing wrong with that.  It is better to pause and think carefully for a moment about what you want to say than to just blurt out the first words that pop into your head, especially if they are incoherent and easily misunderstood.  Clear, concise communication is valued in the business world, so maintain a moderate pace while speaking, properly modulate your voice and enunciate your words. 

5.  Skip On The Humor: As tempting as it may be to slip in a bit of humor or crack a joke during a first meeting or call, don't.  It's one thing to be light-hearted, but humor is a fuzzy area.  What one person perceives as an innocent thought or comment another might perceive as ignorant, racist, sexist, homophobic, classist or just plain rude.  And if you actually manage to say something misconstrued as any one of those previously mentioned faux pas during your first impression you can pretty much kiss your chances goodbye. 

6.  Don't Call Someone "Man, Bro, Girl, Gal, Pal Or Buddy":   When you are speaking with a client, prospect or referral source (or for that matter your boss), especially one you have only just become acquainted with, make every effort to avoid using informal, intimate nouns such as "man, bro, girl, gal, pal or buddy." This is the language of friends or close acquaintances, not professionals doing business. 

Executive Summary: It doesn't matter if you are a recent hire or the new CEO for some Fortune 500 company -- the first impression you make is going to be what defines you AND your business.  To ensure your first impression goes smoothly follow these tips and you will be well on your way to greater success.


About The Author

Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayropll.com.  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.

 

To learn how we can help your payroll service increase its sales with our payroll marketing system, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577. 

Posted by: Glenn Fallavollita AT 06:23 am   |  Permalink   |  Email
Thursday, June 16 2011
Let's assume for a minute that you are riding in an elevator with ten of your best prospects -- all who are interested in hiring a payroll service.  So tell me, what will you tell them during this 90-second elevator ride to motivate them to learn more about your payroll service?  Oh by the way, your toughest competitor will be giving this same group THEIR "elevator pitch" during the ride down. 

Do You Have A 90-Second Elevator Pitch?

If you are in sales and/or marketing, it is important for you and your salespeople to get someone's attention as they are traveling down the buying process.  But without a compelling story to tell, you will be considered just like everyone else, and wind up competing on price more often than not.  This is why you need to have a planned elevator pitch -- one that quickly quantifies the uniqueness of your business.  Doing so will not only allow you to educate people on your value, but also help a salesperson move prospects to the next step of the sales process by asking good business questions, closing, etc.

Knowing Your Unique Selling Proposition (USP) Will Dramatically Improve Your Elevator Pitch.

Your USP is one of the top components that drive prospective buyers to learn more about your business.  Ultimately, this will bring in more leads and sales to your company.  By the way, the best USP in the world will do you no good if your sales and marketing people are NOT using it. 

Most Sales And Marketing People Are Lazy Communicators.  

Remember, every potential buyer your salespeople talk to (or that reads your marketing messages) is judge and jury.  They determine your sentence by where they spend their money.    Therefore, think about what your business does or can do to separate it from the competition.  After that, write down the things you do and/or can do that will make your business unique in the mind's eye of a prospective buyer.   

Ask Your Sales And Marketing People This One Question Today: 

Sometime today, walk up to each person on your sales and marketing team and ask them this one question: "Tell me, as if I was prospect you were talking to right now, what makes our business any better or different from the competition?"  Now ask yourself, was their story compelling enough for you to want to learn more?  Most likely, the answer will be a big fat no.

Executive Summary: The goal of a business owner and/or sales leader is to employ people who can communicate the company's USP in a concise fashion, whether verbally or in print.  In doing so you will find that every prospect will say, "Wow, you are different."  And that's a beautiful thing.

Posted by: Glenn Fallavollita AT 09:15 am   |  Permalink   |  0 Comments  |  Email