Wednesday, April 22 2015
7 Questions To Ask A By Glenn Fallavollita - CEO of SellMorePayroll.com | Author | Speaker · Word Count: 540 · Time To Read: 2.1 Minutes [based on reading 250 words per minute] · PRINT AND USE AT YOUR NEXT SALES MEETING
Because of this, many payroll services are thinking about hiring a marketing consulting firm to help them achieve their sales and marketing goals. If you fall into this category too, and would like to avoid wasting tens of thousands of dollars on poor performing marketing campaigns, I have listed below seven questions to ask someone BEFORE you hire them:
7 Questions To Ask A Marketing Person BEFORE Hiring Them:
#1: Do you specialize in working with the payroll service industry? If they don’t have any experience in working within the payroll service industry, tread lightly as they could waste a lot of your money on non-performing marketing messages.
#2: What are the top three to five buying triggers or hot buttons of a payroll prospect or a referral partner? If they cannot answer this question, or know what a buying trigger is, their marketing messaging could result in your payroll service being just another “me too” payroll service.
#3: How much money have you helped make other payroll clients? If they cannot provide you with any dollar success stories, or if they cannot tell you they “can’t track their marketing campaigns,” it’s another red flag.
#4: Will you supply me with three references from other payroll service bureaus that hired you in the last three to four months? If they cannot provide you with any references, or references who have engaged them in the last 90 to 120 days, consider this another red flag. The reason: It takes 90 to 120 days before an owner realizes that a consultant isn’t worthy of making a positive impact on the sales leads or client referrals.
#5: Do you have any staff to help you; or are you a one-person operation? It is better to hire someone who has a team behind them to ensure copy, content and design formats are correctly formatted, proofed and implemented.
#6: How long will it take you to create and send out your first marketing campaign for us? If they tell you, “Before we send a marketing campaign out, we need to research your marketplace and customer base to determine their needs.” you might end up spending thousands of dollars on someone who isn’t competent on delivering immediate results. Remember, you are paying a marketing consulting company for results, not to spend tens of thousands of dollars on research.
#7: Can you go to my whiteboard right now and write out the marketing campaigns you recommend us to send in the next 30 days? If the person cannot tell you what they recommend in the next 30 days, segmented by your prospects, your payroll clients and your referral partners, then they truly don’t know how to help grow your business.
Executive Summary: There are many marketing campaigns a payroll service can immediately (within 24-hours) send to their marketing databases to start generating a list of sales leads. And if the person or company you are interviewing cannot tell you what they are, then think twice before hiring them. About The Author Monday, April 13 2015
10 Ways To Increase Your
By Glenn Fallavollita - CEO of SellMorePayroll.com | Author | Speaker · Word Count: 623 · Time To Read: 2.5 Minutes [based on reading 250 words per minute] · PRINT AND USE AT YOUR NEXT SALES MEETING
Attention All Payroll Professionals:
To help your payroll service become a sales and marketing powerhouse, I have listed below ten suggestions for you and your staff to discuss at your next sales meeting this week:
Executive Summary: Luckily, sales reps aren't the only ones that can have a real impact on new payroll client acquisition and top-line revenue. Discover how you can create lasting growth opportunities with effective lead nurturing in our FREE e-Book Supercharge Your Payroll Sales NOW! Click here to access it. Thursday, April 09 2015
How To Create A Marketing Budget For Your Payroll Service
· Word Count: 560 · Time To Read: 2.1 Minutes [based on reading 250 words per minute] · PRINT AND USE AT YOUR NEXT SALES MEETING
Attention All Payroll Professionals:
Most owners, sales leaders and marketing people in the payroll industry don’t have a formal marketing budget. If you’re in the same camp and would like to formalize your marketing efforts, I have listed below the most common ways to create a marketing budget.
Step 1: Determine Your Sales Goals.
Before you go down the path of creating a marketing budget, you should first establish your sales goals. Doing so will go a long way in helping you define the needed tactical marketing campaigns.
If these are also your goals, I highly suggest defining the tactical plans that you want to implement. Some Key Components To A Sales/Marketing Strategy:
By the way, all experts agree that a written plan of action is vital component to hitting a goal(s).
FREE Marketing Strategy Template.
If you want a shortcut to creating a marketing and sales plan, click here to request our 11-page payroll service strategy template.
Step 2. How To Create A Marketing Budget.
If you want a more formal approach to creating a marketing budget, I have listed below some of the more common methods used:
Here’s A Simple Budgeting Formula.
Let’s assume your average payroll client generates $1,750 a year in payroll processing revenue and stays on as a client for 7 years. That said, one client would generate $12,250 in life-time revenue. If your 12 month goal is 100 new payroll clients, your life-time revenue from them would be $1,225,000. That said, how much are you willing to spend to acquire $1,225,000 in added revenue.
Executive Summary: Your optimum marketing budget should be based on the number of new payroll clients needed to achieve your sales goal x a client’s life-time value. Once you know the “potential” revenue from this goal, you can reverse engineer an estimated marketing budget.
About The Author Tuesday, April 07 2015
Quick Test For All Payroll
· Word Count: 362 · Time To Read: 1.5 Minutes [based on reading 250 words per minute] · PRINT AND USE AT YOUR NEXT SALES MEETING
Attention All Payroll Professionals:
Whether you like it or not, this is what every prospect and referral partner is thinking when you first talk with them. And this is why you need a well prepared pitch. Do you really think an attorney "wings it" when presenting a closing argument to a jury? Of course not and nor should you.
Why You Need To Have A Short, Crisp And MOTIVATING Elevator Pitch.
A Unique Selling Proposition (USP) Will Dramatically Improve Your Elevator Pitch; And Your Sales.
Sometime today, walk up to each person on your sales and marketing team and ask them this one question: "If I were a real prospect that you were talking to right now, how would you answer this question? What makes your payroll service any better or different from everyone else?"
Click here to read what most payroll salespeople say.
Executive Summary: One of your goals as a sales leader is to train your sales/marketing staff to use an elevator pitch, whether verbally or in print. And if you do, your staff will find more prospects and referral partners saying, "Wow, you are different." By the way, that's a beautiful thing too. 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
Monday, April 06 2015
3 Simple Ways To Instantly By Glenn Fallavollita - CEO of SellMorePayroll.com | Author | Speaker
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.
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:
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. Friday, April 03 2015
How To Land A Meeting With Your Top Payroll Prospects
Attention All Payroll Professionals: Although you may have a great payroll service, getting an appointment with a top decision maker can be challenging - especially if there is a "gatekeeper" in front of you. What's a gatekeeper? It's the person that insulates a decision maker, oftentimes his or her administrative assistant, from unwanted salespeople. 5 Winning Strategies To Help You Get Past A Gatekeeper.
Click here to request "How To Create A Money-Making Lumpy Mail Campaign". There are many tips and techniques on getting past the gatekeeper. The key to your success will be based on the following elements:
Executive Summary: If you are trying to connect with a decision maker, it's best to get a third party (trusted advisor) to help you with that initial introduction. If you don't have a third party to leverage that initial introduction, send the person a creative marketing campaign that's inserted into a lumpy mail or overnight package. Don't forget to include a call to action, i.e., free download, video link, etc. that would trigger their curiosity so they actually take action.
Remember, not everyone wants to switch to your payroll service today or for that matter tomorrow. The key is professional persistence via a formal drip marketing system to show prospects and referral partners that you have an interest in earning their business.
P.S. If all you do to market your payroll service is send a newsletter as an e-mail blast, you're missing tons of sales opportunities - especially when you consider your open and click through rates. And if another marketing company is telling you anything different, they're doing you and your payroll service's bottom line a huge disservice. 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 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. Friday, February 20 2015
By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker
This past week I was conducting our Get Payroll Clients NOW! training program for one of our payroll clients in the This Is How It All Started:
After an hour into our training program, I showed my client's salesperson an e-mail marketing campaign (custom designed press release) that was sent out on his behalf at 8:20 a.m. A few minutes later, I gave a script to the salesperson and asked him to spend a few minutes calling the people who opened the campaign. After 20 minutes of calling, he came back into the conference room and gave both the owner and me the results; happily, I may add. They were:
Past History Of Calls-To-Appointment Ratio (Important To Read).
The salesperson being trained kept a log of his outbound call activity. Knowing this, the owner gave me the salesperson's call report from the previous week as a comparison. Here were his results:
A 2,700% Increase In Success.
As you can see from the statistics above, the salesperson saw a 2,700% increase in his calls-to-appointment ratio - just by using the sales success formula below.
Use This Proven 4-Step Sales Success Formula At Your Payroll Service To Increase Sales (Print And Share With Your Sales And Marketing Team)
Step 1: Create A Specially Designed e-Mail Marketing Campaign - If you feel that sending a generic e-newsletter is a creative marketing campaign, think again as it couldn't be further from the truth The key to e-mail marketing is all about hitting a prospect's hot button(s) with engaging information as well as adding a complimentary low-risk offer to the campaign. To get your salespeople to embrace a campaign, personalize it with their signature, name and contact number.
Step 2: Establish Mandatory Phone Blitz Session - Let your salespeople know they need to call every person who opened this particular e-mail within 3 hours of the campaign being released. To help your salespeople with this process, provide them with:
§ Two scripts; one for voicemail and one for talking with someone live. § A list of three to five powerful opened ended questions for your sales team to ask when talking with a prospect on the phone.
Step 3: Resend The e-Mail To Those That DID NOT Open The Initial Campaign - After three business days of the original e-mail being sent, make a list of the e-mail addresses that did NOT open the original e-mail. Immediately resend the original e-mail to this list.
Step 4: Create A Second Phone Blitz Session - Advise your salespeople they need to call every person who opened the second e-mail within 3 hours of the campaign being released. Use the same script, etc. from step 2.
Executive Summary #1: Virtually all payroll salespeople dislike making cold calls. Because of this, they will make every excuse not to do them. The reality is that cold calling is a necessary job function for a salesperson; especially if they are new to the payroll service industry. To turn cold calls into a warm call for your sales team, send a creative campaign that is personalized with a salesperson's name and contact information. Do this and your sales activity will soar to new heights.
Executive Summary #2: Having an integrated sales and drip marketing system is the #1 thing you can do to improve your sales. The key to your success hinges on: 1.) Sending out a variety of engaging marketing information to your target audience. 2.) Make sure your salespeople follow-up certain marketing campaigns. 3.) Send a continuous series of e-mail marketing campaigns to your database of clients, referral partners and prospects. Send a series of direct mail campaigns to your high-value clients and prospects.
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
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. Friday, February 13 2015
10 Easy Ways To Increase By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker
If you want to jump-start your payroll service's sales on Monday morning, I have put together a number of suggestions and campaigns that have worked for our payroll clients - many ARE EXTREMELY LOW COST.
By the way, if you want to discuss the campaigns below with your sales team or sales leader, copy and paste the list below into a Word document. Once that's done, make a plan and then take action!
The 10 Campaigns Are:
As you can see from the short list above, there are many ways to immediately increase your payroll sales WITHOUT spending a lot of money. 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 Tuesday, December 23 2014
How To Promote And Market By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker
Marketing a small payroll service bureau doesn’t have to be expensive to attract new payroll, HR and timekeeping clients. Because you can never time a sale, it is important to stay in contact with your database of prospects should they experience frustration with their current payroll service.
Successful marketing campaigns for small payroll service bureaus follow three basic marketing rules; they are:
Creating a marketing campaign doesn’t have to be a lot of trial and error. In fact, there are some time-tested campaigns that will work; however, you need to follow-up on each campaign with a phone call.
Types Of Marketing Campaigns To Consider Using At Your Payroll Service:
Give Your Existing Marketing Material A Facelift.
Look at your current marketing brochures and website and ask yourself, “Does this make us look like an awesome and unique payroll service?” If your answer is no, go back and retool your marketing copy, images and low-risk offers.
When it comes to marketing messaging, less is more; therefore, limit your copy. Additionally, your headlines play a huge role as you only have 1 to 2.5 seconds to capture someone’s attention.
Build Your Database Of Clients, Prospects And Referral Partners.
50% to 60% of your sales success is directly related to the size and quality of your marketing databases. In fact, I tell all of our clients and students, “Show me your marketing databases and I will show you your sales future.” Unfortunately, if a sales leader doesn’t make it a priority to build a massive and high quality database, his or her salespeople won’t make it a priority either. Executive Summary: If you focus on the needs of your target audience, it will go a long way in helping you know what is important to them when they make a buying decision. Additionally, you can use this information to help you create marketing messages that resonate with your target audience. Lastly, don't forget to make it a priority to build a database of clients, prospects and referral partners. 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
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. Monday, December 08 2014
What To Do When Your Payroll Prospects Say "Call Me After The Holidays Are Over."
December is when many payroll salespeople start hearing prospects say things like:
As you can imagine, this time of year presents a unique and difficult challenge for many salespeople. Here Are Just A Few Responses For Handling A Prospect Who Is Delaying A Buying Decision:
If A Prospect Still Says "No" Here Is What You Need To Do:
Here are three suggestions for when you run into people who really want to put things off until after the first of the year.
Executive Summary: If prospects are delaying their decision to buy from you, we recommend offering an alternative close. By doing so, you will most likely find the underlying cause of why they are not buying from you - remember, people like "end-of-the-year" deals to make them feel good about getting a great deal.
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
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