3 Simple Ways To Instantly
Stand Out From Other Payroll Services
By Glenn Fallavollita - CEO of SellMorePayroll.com | Author | Speaker
- Word Count: 420
- Time To Read: 1.7 Minutes [based on reading 250 words per minute]
- PRINT AND USE AT YOUR NEXT SALES MEETING
Attention All Payroll Professionals:
If a prospect cannot determine what makes a payroll service any better or different from everyone else, more often than not they will base their decision to switch to your payroll service solely on price.
If you want to avoid looking like a me-too payroll service, and avoid the dreaded "quote and hope" proposal process, I have listed below three suggestions to help your payroll service and sales team become better at winning more sales.
3 Simple Ways To Give Your Payroll Service A Competitive Advantage.
1. Narrow Your Sales Focus For Your Sales Team. By having a more specific market focus, your payroll service will have an immediate competitive advantage. Why? When you service a specific market, it becomes easier to stand out from the competition that only focuses on the masses.
By focusing on a specific industry, you will become the expert in that space. To help you accomplish this, I have listed below a number of suggestions.
- Look at the markets that your payroll service is currently servicing and then ask yourself, "Which markets have unique needs that we're good at helping solve their payroll, HR and timekeeping problems?
- Determine the profile of your niche by asking yourself these questions: What size companies are they? How many employees do they have? Are they in multiple locations that are in various states? Continue to ask this line of questioning.
- Look into buying a database that is based on the profiles listed above.
- Once you determine that this type of focus makes sense, develop a website landing page, printed collateral, sales scripts, etc. that focus on this niche.
- Get your clients (that you serve in this focus) to write testimonials for you. Use them often and early in the sales cycle.
- Start contacting this industry hard and fast. Send a preliminary e-mail and direct mail piece and then make your "oh by the way calls" to follow-up. Use the testimonials you gathered.
- After 14- and 30-days, regroup with your sales team for a debriefing.
2. Become A Problem Solver For Your Clients. When you focus on a specific issue/challenge in a market, with time and the right marketing strategy, you will become a true partner for your clients. Here are some steps to take:
- Isolate on the top three core problems/pain points that your payroll service solves in your industry focus.
- Train your salespeople on the pain points and how to position this information in the marketplace.
- Develop marketing messaging and collateral for these problems.
3. Become Results-Driven For Your Clients. The ability to deliver specific results is a compelling proposition in the marketplace. If you can factually say that your company can help deliver and/or achieve specific results, you will be noticed.
Executive Summary: When you position your payroll service with these strategies in place, you will have a more compelling story to tell. This in itself is a huge competitive advantage for any payroll service willing to take these extra steps.
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 chief strategist. He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayroll.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, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577.