16 Things Winning Payroll
Salespeople Do Every Morning
(Print And Share With Your Sales Team)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 609
• Time To Read: 2.4 Minutes 

If your sales team needs a reset, start by adopting the habits of winning payroll sales professionals. Below are sixteen proven morning routines that help payroll salespeople stay sharp, organized, and revenue-focused.

16 Things Winning Payroll Salespeople Do Each Morning. 

1. They Get To Work Early: Successful salespeople arrive early to the office to avoid the typical interruptions from their co-workers.

2. They Schedule Time To Make Calls: Successful salespeople look at their calendar and block out times to make their "oh, by the way," follow-up calls/cold-calls/warm-calls to their database of clients, past clients, hot/warm prospects, and referral partners.

3. They Update Their Daily To-Do List: Successful salespeople look at yesterday’s to-do list and make adjustments and new entries. Two suggestions:

• Use an iPad or an erasable pen as they are great for making changes to written to-do lists and weekly planners.
• Buy Day-Timer's weekly planner to manage your calendar and to-do list.

4. They Read Their Sales/Personal Goals: Successful salespeople read their sales goals and personal goals to help internalize their success.

5. They Spend One-Hour Reading A Book: Successful salespeople get up early and crack open a book to read. I highly recommend reading SPIN Selling by Neil Rackham; you can buy this fabulous sales book for as little as $6.00 on Amazon. 

6. They Post Educational Content To Their LinkedIn Account: Successful salespeople go to their LinkedIn account and post articles of interest to their account.

7. They Give A List Of Problems To Their Sales Manager: Successful salespeople know how to use their sales leaders to handle internal problems.

8. They Say "No" To Non-Revenue Producing Projects: Successful salespeople know they sometimes need to say "thank you, but no thank you" to internal projects that won't generate sales revenue.

9. They Schedule Their Sales Manager's Time On Joint Sales Calls: Successful salespeople know that sometimes a sales manager's presence will help them close an account by taking the team approach to selling.

10. They Organize Their Desk: Successful salespeople know that mornings are a great time to organize their desks to help keep their minds clear of clutter.

11. They Say "Good Morning" To Co-workers: Successful salespeople know they need the help of their co-workers to be successful.

12. They Look For High Priority Items In Their Inbox: Successful salespeople scan their inbox for e-mails from clients, referral partners, networking groups, and prospects for high-value sales opportunities. 

13. They Keep Their e-Mails Brief: Successful salespeople don't waste time typing lengthy e-mails.  When they do send an e-mail, they write one or two sentences to open the e-mail, use a bulleted list of key information, and then close their e-mail with one or two sentences.

14. They Focus On Their Proposal Pipeline: Successful salespeople know their #1 priority is to "sell."  That said, they look at their proposal pipeline report to see what needs to be done with each open proposal. They also know the importance of building their sales pipeline with hot prospects and referral partners.

15.  They Review And Rewrite Yesterday's Notes: Successful salespeople know that one of the best ways to remember what happened during yesterday's meetings and calls is to rewrite their notes from the previous day.

16. They Keep Building A Sales Pipeline: Successful salespeople know the size and quality of their sales pipeline is their life; therefore, they keep calling and scheduling appointments with high-value prospects and referral partners. 

P.S. #1: The key to managing your day is to take action.
P.S. #2:  Reread bullet #14, as a proposal tracking report will be a massive benefit to you.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Niche Marketing: The Secret Sauce To
Attracting New Payroll Clients
(Print And Share With Your Sales Leaders)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 384
• Time To Read: 90 Seconds

Marketing your payroll service is a critical aspect of growing its sales; however, the key to your marketing success is niche marketing. 

What Is Niche Marketing?

Niche marketing is all about focusing on a particular group(s), i.e., a database of businesses that have a common focus/expertise. 

Niche Markets To Consider (Sample List):

• Industry Association Members
• Charter Schools
• Franchise Owners
• Government Entities
• Healthcare / Home Care
• Hospitality Industry
• Law Practices
• Long Term Care Facilities
• Manufacturing Companies of a Particular Expertise
• Medical Practices
• Not-for-Profits
• Pool Manufactures
• Retail Businesses
• Restaurants

The Benefit of Niche Marketing.

The real benefit of niche marketing is this: Focus. And if you ever managed a sales/marketing team, you and I both know it’s imperative to keep a person’s focus on a target market. Plus, when you are focused on a particular group, the following happens:

• Your marketing messages will be more in tune with the marketplace.
• Your sales team starts to use “buzz words” that resonate with a prospect.
• Your industry testimonials will carry more weight.
• Your salespeople have a defined target.

PrimePay Focuses On Franchisees

Examples of PrimePay's Franchise Partnerships:

• Hand & Stone Massage and Facial Spa
• Kahala Brands (Restaurant Group)
• IHOP 
• Chalice Connect (Resource For Small Business Owners)

Crucial Step: Review Your Existing Marketing Material And Website. 

If you are targeting a niche market, I recommend reviewing/rewriting the following:

• Sales Brochures
• Social Media Pages
• Testimonials
• Website

Clearly Articulate Your Industry Expertise.

Your marketing message should clearly convey to the reader your industry expertise.  To help you accomplish this, highlight your utilization of advanced technology, such as timekeeping integration, HR tools, and employee self-service portals. Back it up with testimonials from clients in their industry and mention your endorsements from trusted CPAs and advisors. When prospects recognize your authority in their space, they are far more likely to trust you (and endorse) with their payroll.

Executive Summary: Your targeted niche prospects will switch to a new payroll service for the following reasons (sorted alphabetically):

1. Better functionality, upgraded technology, and ease-of-use.
2. Cost savings.
3. Poor customer service, accuracy, or performance with their existing payroll service.
4. The endorsement or recommendation from a franchise, trusted advisor, or internal decision maker.
5. Their business is being taken for granted by their current payroll service.
6. Your industry expertise.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc., and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved. May Not Be Used Without Written Permission.

10 Proven Tips That Will Jump-Start Your Payroll Sales

(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 170
• Read Time: 42 Seconds

If you want to improve your sales performance and ensure your survival in today’s competitive payroll sales environment, I have listed several tips below (in no particular order) to help you master the sales profession.

The 10 Tips Are:

1. Set goals for yourself.
2. Keep a weekly record of your sales activities, proposals sent, and other relevant metrics.
3. Create a massive e-mail database of active payroll clients, prospects, CPAs, referral partners, etc.
4. Develop a Unique Selling Proposition (USP) statement (AKA your Elevator Pitch).
5. Become more effective at asking questions during sales calls.
6. Know your competition cold.
7. Focus on the correct type of prospects and/or referral partners.
8. Improve your prospecting and networking skills.
9. Make more phone calls to your database of prospects and referral partners.
10. Build a Business Development Center for yourself/sales team.

The payroll sales environment shifts rapidly, from new competitors emerging to competitors lowering the price of similar products and services you sell, to new technology rendering your solution obsolete, to a competitor receiving a large sum of capital from an investor.

If you would like to learn more about SellMorePayroll.com, call my office @ (856) 401-9577.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc., and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved. May Not Be Used Without Written Permission.

What To Do When A Payroll Prospect Says, "Call Me In The Fall"
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 354
• Time To Read: 84 Seconds 

June is when many payroll salespeople start hearing prospects say things like:

• "Call me at the end of the summer."
• "My staff is taking some vacation time, so we won't be making any payroll decisions until sometime in the fall."
• "We're going to wait until after the summer before we think about a new employee time clock system."

As you can imagine, this time of year presents a unique and difficult challenge for many salespeople.

 Here Are Just A Few Responses To Consider:

• "With things being busy right now, let's try to schedule a quick lunch meeting for us to review our new _______ package/pricing before the end of the summer. Are you free on either Thursday or Friday?"
• "I can relate to things being _______right now, but tell me, will anything change after the summer that will prevent you from starting then?"
• "I understand. What day  in mid-September will work for you?"
• "I hear you. By the way, if you switch payroll services now, we are giving all new clients 90 days of free payroll processing and free W-2s. On top of that, you will save about X% by avoiding our fall price increase."

 If A Prospect Still Says "No," Here Are Some Suggestions:

Here are a few suggestions for people who want to put things off until after the summer.

1. Mail them a thank you for your time card via snail mail.
2. Schedule a follow-up call for the first week of September.
3. Add their email address to your weekly email drip marketing campaigns; this will keep your company's name in their mind, helping to build trust, credibility, and brand recognition.
4. Send them relevant information (educational information) about their industry, versus sending off a bunch of e-mails asking, "Are you ready to buy yet?"

Executive Summary: If a prospect is delaying their decision to buy from you (or meet with you), we recommend offering an alternative close. By doing so, you will most likely find the underlying cause of why they are not ready. Remember, people like "special bundle deals” as it makes them feel good about getting more value.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.