9 Tips To Supercharge
Your Payroll Service's Sales
If you want to hit your sales revenue goals in the next 12 months, all experts agree that you need a plan that deals with your payroll service’s sales and marketing weaknesses head on. To help you address any shortcomings you or your payroll service may have, I have listed below nine tips to help your payroll service become a sales and marketing powerhouse!
Tips #1: Write Better Marketing Copy. The reality is that most people that work for you, or that you hire as a consultant, do a poor job at writing marketing copy for a payroll service. So what happens next is this: Your payroll service starts to look like a small, "me too" business. If you don't believe me, print out the home pages from ADP, Paychex and any of your local/regional competitors. Now compare it to yours.
Here are some links to reference:
Bank Of America
Tip #2: Develop Written Sales And Marketing Goals. All too often, business owners and sales leaders are focused on running things on a day-to-day basis. Therefore, they forget the importance of writing their goals and training their entire staff to do the same.
When writing your goals, try to keep it to one to three pages. Once you have written your goals, share them with everyone at your business (you can access a sales and marketing strategy template in my new book, “Supercharge Your Payroll Sales NOW!).
Tip #3: Know That Everyone Needs To Take Action. No matter how busy you are, set aside 5 to 15 minutes a day and reread your goals. Remember, the key to hitting your goals is to take action. Want you staff to hit their goals? Remember this: Inspect what you expect. That said, keep your staff accountable for hitting their goals too.
Tip #4: Give Your Website A Marketing Makeover. Does your website reflect the things that make your payroll service awesome and unique in the marketplace; or is your copy outdated? Do your graphics look current, or are you using a design from five years ago? Does it open quickly on smartphones and tablets? Make the necessary changes to modernize and upgrade your website.
Tip #5: Take Charge Of Your Objective Sales Metrics. If you are an owner or sales leader, take charge of your sales team's performance metrics. Here are some non-subjective reports you should consider developing:
- Number of proposals presented (date driven)
- Proposal close ratio
- Prospect database size (e-mail list)
- Referral partner database size (e-mail list)
- Sales pipeline report (prospect BS report)
- Tracking the # of first time appointment (FTAs) meetings each week (with decision makers)
Tip #6: Create A Mandatory Sales Follow-Up Plan. The #1 thing you can do with your sales team is to get them to spend more time on the phone. Specifically:
- If a salesperson is 80% or less of their sales quota. Have this salesperson come into your office to make calls three days a week for four to five hours each day.
- After a major marketing campaign was released. After you send (mail or e-mail) a campaign to a prospect, client or referral partner, every salesperson would be required to attend a "phone blitz" session.
Tip #7: Highly Reward A Hunter's Mentality. Pay a salesperson for their sales success with a commission plan that rewards over performance. Additionally, run monthly sales bonuses for hitting certain level of sales, i.e., first sale over $X, first sale of the month, most new sales for the month, etc.
Tip #8: Install An Automated Drip Marketing System. Our research has proven that 99% of all salespeople stop calling a prospect after their third unsuccessful attempt at moving the sales process forward. That said, make sure you develop a lead nurturing system to ensure your payroll service maintains contact with a potential new sale.
Tip #9: Ask For Referrals: If you don't ask your customers or clients for a referral, they won't send a lot, if any, your way. If you would like to have your customers be an advocate for your business, then send them BOTH and email and postcard asking them to refer you to someone they know. Accelerate your results by adding a gift card to the campaign.
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 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 30 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.