8 Eye-Opening Questions

For All Payroll Sales Leaders

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

• Word Count:  275
• Time To Read: 1.1 Minutes [Based on 250 Per Minute]

This is a perfect time of the year to look at your sales strategies, marketing campaigns and sales tools.  If not, you are putting your payroll service at risk and 2015 may turn out to be an “average” year at best when it comes to acquiring new payroll clients.

It’s Time You Stopped Hoping Things Will Change.

All too often, many sales leaders tell me they are hoping for a turnaround with their sales and/or salespeople.  My typical reply is this: “The only way your sales needle will move in a positive direction is for you to take action and do something different.”  I then ask them a series of questions that go like this:

8 Questions I Ask All Payroll Sales Leaders: 

1. How many prospects and referral partners does each salesperson have in their database?
2. How many of your prospects have an e-mail address associated with their record?
3. What is your strategy to increase the size of our e-mail marketing database of prospects, referral partners and clients?
4. Are you relying on your 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). 
5. What is your e-mail marketing and direct mail marketing strategy (and have you shared it with your sales team)?
6. What type of marketing collateral do you use on a sales call to reduce price as a focal point or sales objection?
7. How often are you training your sales staff to improve their sales performance?
8. How often do you touch your clients to:
   1. Cross-sell them other products or services?
   2. Ask for referrals?
   3. Survey them to determine their future needs? 

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 unsatisfied with them, 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 sales revenue per year by not being plugged into an automated marketing system.

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, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577. 

3 Things Every Payroll
Sales Leader Needs To Inspect

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

• Word Count:  351
• Time To Read: 1.5 Minutes [Based On 250 Words Per Minute]

In my book “Supercharge Your Payroll Service’s Sale NOW!, I outlined more than 500 sales and marketing ideas to improve your payroll service bureau’s sales performance.  However, I want to put those ideas to the side and focus on three core things winning payroll sales leaders do to improve their sales. 

#1: They Take Charge And Measure Their Sales Team’s Performance Metrics. If you are an owner or sales leader, take charge of your sales team's performance metrics on an objective basis (it is amazing what happens when you do).

Here are some non-subjective reports you should consider tracking for your sales staff: 
 

• 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)

#2: They Have Mandatory Phone Time. The #1 thing you can do with your sales team is to get them to spend more time on the phone calling prospects and referral partners. 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.
• Have your salespeople profile their sales territory: Have each salesperson start keeping track of the businesses in their sales territory that are using a third-party payroll service and WHOM they are using! 

#3: They 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.

Executive Summary: At the end of the day, salespeople need to be managed and measured just like everyone else at your payroll service.  In an industry where 66% of all salespeople quit or are fired within 9- to 12-months of their hire date, it is imperative to measure what you inspect. 

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, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577. 

Marketing Ideas For
Independent Payroll Service Bureaus

Independent payroll service bureaus don’t have the deep-pockets the big national or regional players do; however, with a little creativity and mindful spending, the impact can be just as great on the local level.

The Key: Build Mind-Share Not Market-Share.

By taking advantage of the marketing opportunities that are low-cost, you can easily build mind-share with your database of payroll clients, prospects and referral partners.  That being said, I have listed below ten lost cost ideas to help build mind-share with your marketing databases AND help increase your payroll service’s sales in less than 24-hours. 

1. After sending an important/sales themed e-mail, make a list of the e-mail addresses that DID NOT open the e-mail after 72 BUSINESS hours.  Then on that same day, but no later than the fourth business day, e-mail them the initial campaign again.
2. After your salesperson drops off a client’s first payroll, have them give a premade “drop by” kit to four other businesses that are in proximity to this new client (read idea #13 for its content).
3. Ask your clients to give you a testimonial; add these testimonials to your marketing campaigns, brochures and websites.
4. Call your clients and ask them who their accountant is.  After getting the accountant’s name, call him or her and set an appointment to discuss your payroll service’s referral partner program.
5. Create a formal “Refer Our Payroll Service” rewards program for your payroll clients.  Once it’s finalized, e-mail a press release to your clients to announce and promote the program.  Call everyone that received this campaign within 24 hours.  During the call, ask for three referrals.  
6. Create a formal referral partner program for CPAs. Give a CPA the option to take a percentage of the sale or not.  e-Mail your database of CPAs a press release on the program. Follow-up with everyone that received it within 24 hours.
7. Create a lumpy mail package and mail it to your top 10 prospects and top 10 referral partners (per salesperson).  The package should contain a special coupon offer, brochure, promotional product and cover letter.  Call everyone within 24 hours of the package hitting his or her desk.
8. Create a special “drop by” kit that a salesperson can give businesses as they walk through an industrial park.  The kit should contain a special coupon offer, brochure, promotional product and cover letter.  You might also consider adding a labor law poster to the package too.
9. Create spiffs (for great sales performance) for your sales team each week, i.e., gifts, money, weekend get away hotel stay, etc.
10. e-Mail your payroll clients a letter that details your “Refer Our Payroll Service” rewards program within 30 days of the press release announcing the program.

In my book “Supercharge Your Payroll Service’s Sale NOW!, I have create a list of 40 other low-cost and awesome ideas that will supercharge your payroll service’s sales.  To read more about it, or to order this book, visit us online at www.SellMorePayroll.com.

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. 

How To Dominate
Your Sales Territory
(For Payroll Sales Leaders Only)

How many payroll services do you compete against on a local, regional and national level? And of those, how many are targeting the same prospects and referral partners as you do with comparable pricing? As we both know, the answers are a lot.

One More Question.

How many of these same payroll services are getting better sales results than you? Most likely, a lot. If they are, it means this: They have a better sales and marketing process than your payroll service.

It Could Be Due To These Factors:

• They have a better sales leader and sales trainer.
• They are better at marketing their business to their database of clients, prospects and referral partners.
• Their salespeople are better trained at asking a prospect and a referral partner business questions not "What's your price?" questions.
• They have done a better job at building a massive database of prospects that are using a third party payroll service; and have done a better job at maintaining consistent contact with them.
• They are better at making a sales presentation.
• They are better at getting referrals from accountants.
• They are better at getting referrals from their payroll customers.
• They are better at prospecting for new business.
• They are better at positioning themselves as a unique and trusted payroll service.  

Now Ask Yourself This: How Can Your Payroll Service Do Things "Better?"

One of the simplest things you can do is ask yourself if there is a better way to increase your sales. Here are some questions to help get you and your team focused:

• How can we make our payroll service seem more attractive (awesome and unique) to a prospect and referral partner?
• How can we eliminate some of the most common sales objections from a prospect?
• How can we reduce a prospect's fear of switching to our payroll service?
• How can we reduce an accountant's fear when recommending our payroll service to one of his or her clients?
• How can we do a better job at staying in contact with our database of clients, prospects and referral partners?
• How can we do a better job at staying in contact with a prospect? 

By the way, when you come up with the answers to these questions, and implement these changes, you will oftentimes dramatically increase your sales.

Executive Summary: There are many ways to increase your payroll service's sales; however, the key is to invest 2 to 3 hours in the next several days to uncover them. Remember, your prime selling season is now.

P.S. 90% of the payroll services you compete against will continue to implement the same worn-out sales and marketing strategies; therefore, your market is wide open and it is waiting for your payroll service to dominate it.  

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. 

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:

ADP

Bank Of America

Ceridian

Intuit Payroll

Paychex

Paycor

Paylocity

PrimePay

SurePayroll

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. 

6 Payroll Prospecting Tips To
Capture More Year-End Payroll Sales

The fourth quarter for a payroll service represents a huge sales opportunity, as many businesses prefer to switch payroll services at year-end.  To help your payroll service capture more year-end sales, you might find the tips below invaluable. 

Tip #1: Create A Year-End Checklist – Some examples to include on your list are:

Year End Check List

• Review state labor law changes.
• Update your State Unemployment and State Disability Insurance rates.
• Verify and confirm yearly limits to your retirement plan.

Before Your Last Payroll Of 2013

• Check employee and employer indicative data.
• Confirm that your employee names and Social Security numbers are in the correct format.
• Ensure that deceased employees are properly coded.
• Verify the employer and employee data that is used in processing your quarterly tax reports and W-2s.
• Which employees does the "retirement plan" indicator in Box 13 of Form W-2 apply?

Important Dates

• Dec 27: Last day to submit payroll, without extra fees.
• Dec 31: Last business banking day of 2013.

After you have created this checklist, make it a pdf. Now go to tip #2.

Tip #2: Send This e-Mail To Your Database Of Prospects - Write a three-paragraph e-mail that outlines what a business needs to do for their payroll’s year-end checklist.  Use the subject line: Free Year End Payroll Checklist.  Add a coupon at the bottom of the e-mail so they download your year-end checklist from tip #1.  

Tip #3: Create A Payroll Conversion Checklist – Sit down with your operations team and come up with a checklist on the steps your payroll service takes to ensure a smooth payroll conversion.  Make the checklist simple.  After you have created this checklist, make it a pdf. Now go to tip #4.

Tip #4: Write A Second E-Mail - Write a short e-mail that outlines: 1. How easy you make the payroll conversion process. 2. The accuracy of your payroll conversion process.  3. How much a business will save when they switch to your payroll service.  Add a coupon at the bottom of the e-mail so they can download an overview of your payroll conversion process from tip #3.  e-Mail this to your prospects 7 – 10 days after the previous e-mail.

Tip #5: Set-Up A Sales Follow-Up Plan – After each e-mail has been sent, go to your e-mail hosting service (we use Constant Contact) and download a spreadsheet of the subscribers who opened the e-mail and clicked on your links.  Within 36 hours of the e-mail being released, have your salespeople call the prospects associated with their name (use the spreadsheet).  Make a script for them to use as well. 

Tip #6: Mail Something To Businesses That Are Using A Third Party Payroll Service - Throughout the year, your salespeople have met or called approximately 250 - 500 or so businesses (five to ten each week).  Hopefully, they “tagged” each prospect that uses a third party payroll service, AKA Tier 1 Prospect. Mail this group a letter, postcard or lumpy mail campaign.  Again, make a script to use when calling. 
 

Executive Summary: If you don’t have a content strategy for your payroll service, you are failing to make a connection between your sales and marketing efforts. And should this be happening at your payroll service, you are not only losing a lot of year-end sales, but also sales throughout the year.  By the way, if your average payroll client’s revenue is $1,750 a year, you will lose more than $12,000 ($1,750 x 7 years) in revenue from just ONE payroll sale going to a competitor.  And if you are losing one new sale a month, you are missing out on $144,000 in revenue each and EVERY YEAR! 

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.

How To Write A Payroll Service Newsletter

Publishing a newsletter for a payroll service is relatively simple. Or is it?  Just because you have Word and a graphic  design program, doesn’t make you a copywriting or design expert.  In fact, sending out "just any old thing" can often times do more harm then good.  Especially when it comes to e-mail marketing.

Here are some tips to help you write and publish a professional newsletter for your business.

Tip #1: Your Content Needs To Be  About Your Target Audience, NOT YOU. The first thing you need to know is that an e-mail marketing newsletter is all about your subscribers. When writing a newsletter, ask yourself these questions: 

• Will the content be informative to the reader?
• Will the reader what to share the content with his or her coworker?
• Will it help the reader with their job or task at hand?  

Tip #2: People Only Spend 52 Seconds Reading A Newsletter. According to Constant Contact, people spend less than seconds reading a newsletter.  That being said, keep your newsletter short and simple.  To do this, take our approach as outlined in this tip.  Use a primary headline, copy, sub headlines and copy.  This way a reader can skim the document to read the bulk of your message. 

Tip #3: Know That 60% Of Your Open Rate Is Directly Related To Your Subject Line AND Sender's Name. Fact: 60% of your e-mail's open rate hinges on your subject line and the sender's name (are they are trusted source). Don't forget to keep your subject lines catchy, short and specific. You also want to avoid using characters like an exclamation mark as it can trigger certain spam filters.  

Tip #4: Write Intriguing Subject Line. One of the key elements we coach our payroll service clients on is to focus their subject line/content on the reader. This could be subject lines/articles like: 

• 10 Quick Tips To Save Your Business Money
• What Most Businesses Look For When Hiring A Payroll Service
• The Top 10 Payroll Mistakes And How To Avoid Them

Tip #5: Provide Subscribers A Risk-Free Offer. If you want to generate a sales leads from your newsletter, add a risk-free offer box to the bottom of it. Although you may have a risk-free offer in mind, the key to a really successful offer is to make it completely irresistible to your target audience. Examples include:

• Try Us Completely FREE For XX Days
• Free Payroll And HR Audit ($X Value)
• FREE Employee Background Check ($X Value)

Tip #6: Know That A “Newsletter” Is Only One Component Of Your e-Mail Marketing Strategy.  Many owners in the payroll service industry think that sending out a "newsletter" is all they need to do when it comes to their e-mail marketing strategy. The key to your success is providing timely and relevant information that is easy to read for the subscriber. Here are other examples of campaigns:

• Sales Letters
• Customer/Prospect Surveys
• Press Releases
• Holiday Cards
• Articles From A Third Party Source
• Ancillary Service Promotion
• Special Office Hours
• Grand Opening/Anniversary Special

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. 

How To Write An  Elevator Pitch
For Your Payroll Service’s Sales Team

• Word count for this issue: 508
• Approximate time to read: ~2.0 minutes @ 250 words per minute

If you are a business owner, sales leader or a sales/marketing pro in the payroll industry, you know how important it is to get someone's immediate attention - especially when communicating with a prospect or referral partner for the very first time.

Unfortunately, the majority of sales leaders and salespeople just "wing it" when they are telling a prospect/referral partner (or presenting at a networking event) what makes their payroll service awesome and unique.

If you and/or your staff are falling victim to this same type of approach, there is a very good chance most prospects and referral partners are not able to determine what makes your payroll service any better or different from everyone else.

4 Steps To Writing A Great Elevator Pitch.

• Step 1: Write down all of things that are important to a business owner when switching to a new payroll service. If you are selling to a referral partner, i.e., accountants, write down all of the things that are important to them when recommending a payroll service to one of their clients.
• Step 2: Review your list from step 1 and then prioritize it. If you are the sales leader or owner of your company, let your sales and marketing people vote on what they think the top "buying triggers" are for a prospect or referral partner. Your job is to lead/challenge them on the list, but not dictate what should be on the list.  
• Step 3: Look at the top three to five items that came from step 2. At this point, start gathering/creating your physical sales evidence. Examples are: Client testimonials, accountant reports, a document that states that your payroll service is bonded, etc. These items should support your top buying triggers. Take the same approach to a referral partner's top buying triggers. 
• Step 4. Start writing your elevator pitch. Remember to highlight the top three to five buying triggers.

Another Key Element: The "Wow Factor."

Once you construct an elevator pitch, you need to ensure that it has what we like to call the "wow factor." What is the wow factor? It's when a prospective buyer or referral source says to themselves: 

• "Wow, I didn't know this company did that."
• "Wow, this business can really (save or make us) money."
• "Wow, this person really knows how to solve my problems."
• "Wow, this is a payroll service that I can confidently recommend to my clients." 

Watch This Video On How To Create An Elevator Pitch.

To help you get in the right mindset of writing a powerful elevator pitch, take a moment to watch this video from CBS' MoneyWatch.com website titled "Perfect your 15-second 'elevator' pitch."  

Click here to watch this special video link.

Executive Summary: Whether you need a 15-, 30- or 60-second elevator pitch, the key is to have one that your sales and marketing staff will use consistently; therefore, test them repeatedly to ensure they know it cold.  

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. 

As the summer of 2013 draws to a close, many owners, sales leaders and salespeople in the payroll service industry know that their selling season starts immediately after Labor Day. 

Unfortunately, most payroll service bureaus won't be positioned properly as their sales and marketing strategy is based on: 1. "Hope" and 2. The same tired marketing message of "We offer competitive prices and give great customer service." 

Don't "Hope" For A Great Q4; Create A Plan To Make It Happen!

If you want to jump-start your Q4's sales results, then you need to read what our CEO and Senior Consultant, Glenn Fallavollita, has put together for you.  It's a list of the 10 questions every owner, sales leader, sales pro and marketing person should ask themselves - including you.   

Some questions on this payroll service industry report are:  

1. If a salesperson is 80% or below of his or her sales quota, has our sales leader given them a time management schedule to do these things.
2. Have we given our salespeople a written sales goal on how many new payroll clients they need to sell/close in Q4?
3. Has our sales leader measured how many prospects and/or referral partners each salesperson has in his or her e-mail and/or direct mail marketing prospect/referral partner database?

To read questions 4 - 10, click here  to instantly download this free report.  By the way, it has been formatted as an easy to use to-do list. 

Happy Q4 Selling!