What To Do When A Hot Payroll Prospect
Ghosts You After Sending Them A Proposal
(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 223
• Time To Read: 54 Seconds

You just sent a proposal to a hot payroll prospect. And although this person had a strong interest in switching to a new payroll service, they ghosted you after receiving your proposal.  

6 Possible Reasons Why They Ghosted You.

After receiving your proposal, the prospect had to deal with a wide range of events/decision-making, etc. (see below), 

1. They called their existing payroll service, and they agreed to match your pricing and/or service offering.
2. They weren't the final decision maker and cannot give you the green light to move forward.
3. They were expecting greater savings from you.
4. They realized the payroll conversion process wasn't worth moving to a new payroll service.
5. They had some internal/external issues come up, and moving to a new payroll service is no longer a high priority.
6. After talking with you, they decided to search out other payroll services, like ADP or Paychex, which demonstrated better value.

Send This e-Mail To A Prospect Who Ghosted You (After My 2/3 Call Strategy).

After leaving a few voicemails, I highly recommend sending the e-mail below.

[First Name]:

I have called a few times in the past few (days/weeks) and have not heard back from you. And since I want to be professional in my follow-up efforts with you, it would help me a lot if you hit the reply key and type in the number that represents your situation; I will take it from there.

#1: Glad you are touching base. Please call me (today/this week/next week) to discuss the details of your proposal.

#2: Thanks anyway (your first name), but there isn't any interest in moving forward with your company. 

#3: The timing isn't right; check back with me in 2 to 3 months.

Again, if you would hit the reply key right now and type the number that best describes your situation, I would greatly appreciate it!

Name – Title
Company
Phone
e-Mail

P.S.  You will find attached a one-page list of client testimonials from businesses (who switched from ____ to us, similar in size to yours, etc.).

About The Author:

Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners.

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.

6 Ways To Generate More Sales Leads & Referrals
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 473
• Time To Read: 1.9 Minutes

If you want to jump-start your sales, I have listed below some key selling tips for all owners, sales leaders, and sales pros to read.   

#1: Build A Massive e-Mail Database - If you want to see an immediate increase in sales, work on building a massive e-mail database of clients, prospects, and referral partners. If you don’t have enough e-mail addresses, call or e-mail me, as we have an e-mail address acquisition service.

Click Here To Learn More About Our e-Mail Address Acquisition Service.

#2: Connect With Your Payroll Clients - Satisfied clients are the lifeblood of any business. That said, here are a few ideas to help generate more referrals from your database of clients:

• Say "thank you" to your clients for being a customer.
• Ask your clients to proactively recommend your business to someone they know.
• Survey your database of clients to determine how well you are performing (see point #5 below). 

#3: Develop A Drip Marketing Strategy - To market your business cost-effectively, I recommend sending a consistent series of bite-size marketing campaigns versus taking the start-then-stop approach to marketing your business.

#4: Write Relevant Content To A Reader – The first step you need to take is to develop a database of clients, prospects, and referral partners. After that, start sending relevant messages to each group on file.

#5: Pick Up The Phone To Follow Up - Once a drip marketing campaign has been sent, make sure your salespeople call to follow up a campaign. By the way, this is the best way to shake the prospect tree if you want more sales leads and referrals.

To help you sound more professional on the phone, I have outlined two voicemail scripts to consider:

1. Hi _______this is ______ from ______________. I’m just quickly following up on an e-mail we sent to you about our free _______ offer.  If you would like to find out how our ____________ can reduce employee lawsuits, call me at (800) 555-1212, again, (800) 555-1212.
2. Hi _______this is ______ from ______________. I’m just quickly following up on an e-mail we sent you about our free ________ demo.  If you would like to find out how we can reduce your ______ by XX% in 21 days or less, call me at (800) 555-1212, again, (800) 555-1212.

#6: Survey Your Clients - A client survey can provide you with a tremendous amount of feedback. Specifically:

• How well your business is performing.
• Generate more referrals (we show our clients this all the time).
• Determine if a client needs a particular product or service.

Executive Summary: Bringing on new clients is the lifeblood of any payroll service. And if you want to see an increase in new business, you need to TAKE ACTION today, not tomorrow. 

About The Author:

Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners.

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.