4 Money-Making Phone
Prospecting Techniques
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 436
• Read Time: 1.7 Minutes 

The majority of payroll/HCM salespeople find phone prospecting intimidating; therefore, I have listed four money-making tips below to help you/your salespeople generate more sales opportunities, client referrals, and CPA referrals.

Phone Prospecting Made Easy (And More Effective).

#1: Learn How To Get Past The Gatekeeper - Gatekeepers are called this for a reason, as they are the ones who stop salespeople from wasting their boss’ time, i.e.,

• “My name is Sam with XYZ Payroll Company. Has John made it back from lunch yet? If he has, would you be kind enough to transfer me to him?”

#2: Know Exactly How You Can Help A Prospect - For a decision maker, there is nothing worse than a salesperson who immediately goes into their sales pitch. Instead, think like your prospect and ask yourself, “How can I help this CFO, business owner, office manager, etc.? By the way, you will not create any interest by saying, “Do you need a new payroll service?” Here's why: When they will hear that statement they will think, “I already have a payroll service. I don’t need a new one.”

#3: Create Immediate Interest - Once you have a prospect on the phone, say their first name and then ask a business question/statement.

• If your company name isn’t well-known, tell them the results you have achieved, i.e., “Hi John, this is Karen from XYZ payroll service. We work with a lot of manufacturing companies like yours, and we recently lowered one of our client’s HR costs by about $15,000 and reduced their payroll costs by 5.7% in only 21 days with our new time clock system …Do you have 5 – 7 minutes to see if we might be a good fit for you/your business.”

#4. Have Some Good Business Questions Ready - When you prospect on the phone, your primary goal is to start a conversation. Therefore, I suggest beginning with one to two sentences that demonstrate you understand the prospect’s business/industry. Try this one: “From what our clients are telling me, many of them in the manufacturing industry are experiencing X, Y, and Z. Is that something you are too?” Also, keep your question open-ended.

Executive Summary:

• Think of your phone as an ATM machine.
• Use my 2/4 call strategy when making your Oh, by the way, calls. What is it? It’s two calls in four days, i.e., leave a message on a Tuesday and then call back again on Friday.
• A “No, we are not interested” from a prospect only means a “no” today. That said, call the prospect back every 100 days to see if things have changed.

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.

21 Reasons Why Most Payroll
Salespeople Miss Their Quota 

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

• Word Count: 291
• Read Time: 1.2 Minutes 

Based on my 30+ years of sales and consulting experience, I have determined there are some core reasons why a salesperson will consistently miss their sales quota.

1. Poor discovery asking question skills.
2. Stops calling a prospect after hearing, "No, we are not interested."
3. Poor work habits and/or lacks self-discipline.
4. Doesn't know how to prospect for new business. 
5. Dislikes or doesn’t respect their sales leader (yes, this is a very real issue).
6. Has poor communication (oral and written) AND poor computer skills.
7. Doesn’t know how to differentiate themselves/their business in the marketplace.
8. Doesn’t know or understand the value of what they are selling.
9. Doesn’t know the competition.
10. Doesn't have a passion and/or interest in what they are selling.
11. Lacks networking skills.
12. Lacks urgency in the sales process.
13. Not willing to change or accept suggestions to modify their current method for selling.
14. Projects a poor or disingenuous image.
15. Sends their proposals via e-mail versus in person. Additionally, they send a proposal based on a “quote and hope approach.”
16. They are burnt out from selling.
17. They are disengaged from their company (due to the reasons found on this list).
18. They are satisfied with the guaranteed money they are making from their base salary, benefits received, phone/car reimbursement dollars, and/or residual commissions.
19. They don’t have a large enough database of prospects/referral partners to target.
20. They received little to no product and sales training from their sales leader.
21. They took a sales job to “give it a try” or until a better job offer comes along.

If you can relate to what I listed above, help yourself by addressing these issues head-on. If you do, it can and will make a big difference in your sales performance.

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.

4 e-Mail Marketing Tips to Grow Your Payroll Service's Sales
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 356
• Read Time: 1.4 Minutes

Developing an e-mail marketing strategy is a challenge for most payroll services as many owners get caught up in expensive social media marketing, blog content, video marketing, video-sharing platforms, and digital advertising. 

Although there are many ways to market a payroll service, don’t neglect the power of e-mail marketing. Why? A business averages $36 for every $1 invested, according to Direct Marketing Association (DMA).

4 Ways To Grow Your Payroll Service Via e-Mail Marketing.

#1: Vary Your e-Mail Marketing Content - Blasting a generic e-mail newsletter was cutting-edge marketing 20 years ago. In today’s information-overloaded inboxes,  you need to ensure you are offering valuable content to a reader. If not, your open rates will suffer. 

Here are some attention-grabbing ideas:

• Promote An Event. Invite local prospects/CPAs to an event you are hosting at your business.
• Product / Service Upgrade. Send an e-mail campaign informing your target group of a new product, service, or new hire.
• Newsletters. Make sure your newsletters are filled with timely and hot payroll, HR, IRS, timekeeping, etc. content.
• Free Trial. 

Click Here To Read How This Payroll Service Saw A 61.4% Newsletter Open Rate.

Your database of CPAs and prospects don’t want nonstop promotional material; however, year-end deals are definitely an eye-catcher.

#2: Segment Your e-Mail Databases - The best way to maximize your e-mail messaging is to write to the audience you are targeting (see list below).

• Clients
• CPAs
• Chamber Members
• BNI Members
• Prospects

Four Examples:

1. Chamber Members: Member-To-Member Discount
2. CPAs: Refer Us To A Business Client
3. Clients: Refer Us To A Friend
4. Prospects: Free Webinar On New Timeclock Technology

#3: Add A Low-Risk Offer - Every email campaign needs a visible low-risk offer (LRO); even if a sale isn’t the e-mail’s primary goal. Some suggestions:

• Make your offer compelling.
• Make your offer visible; however, don’t let it distract from your campaign.
• Use compelling copy.
• Use a three to six-word offer headline.
• Use action-oriented copy, i.e., “Click Here” or “Download Now.”

#4: Pick Up The Phone - If you want more sales leads and referrals, you need to pick up the phone to follow up. Do this, and you will see sales magic happen (I prove it all the time to my clients).

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.