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Thursday, April 21 2022
 4 Steps To Using An Elevator Pitch
A polished elevator pitch is an essential tool for any payroll service/HCM salesperson as it will allow them to quickly and effectively communicate a payroll service's value proposition; plus, it will also set them apart from the competition. By mastering this brief (10 – 30 seconds) and powerful statement, you will be able to articulate the things that set you apart from the competition. Sample Elevator Pitch: "Since 20XX, we have been helping business owners like you solve their X, Y, and Z problems. More specifically, we help our payroll and HCM clients…
By the way, here are a few client testimonials from companies similar in size to yours." 4 Steps To Using Your Elevator Pitch. Step 1: Assess The Person/Group: Before you go into your elevator pitch, ask yourself...
Step 2: Be Concise - Make sure your elevator pitch is brief and concise. It should last about 10 – 30 seconds, although I have done 90-second elevator pitches for group presentations. Remember, read your audience. Step 3: Look For Opportunities During Your Discovery Questions - I always like to ask some discovery questions BEFORE I use my elevator pitch. Why? I get to leverage the information learned from my discovery phase. Step 4: Be Confident - One of the most important elements in your elevator pitch is confidence. Believing in yourself, your business, and what you offer will get a prospect/referral partner excited about your offering. 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. Monday, April 18 2022
 7 Payroll Company Newsletter Ideas
e-Mail marketing is a low-cost way to promote your payroll/HCM business in the marketplace. And to help you produce content your subscribers would want to read, here are a few ideas to help you attract more sales leads and referrals. 1. Topic Series: You can commit the month of May to how to hire a new employee or the new marijuana laws. This approach gets subscribers looking forward to your upcoming e-mails and makes it easier for you to plan your content. 2. Q&A: With this section, you can address a single question and answer it via your newsletter, i.e., how to conduct an employee background check, how to streamline HR employee questions, etc. 3. Interviews: Do you know an HR expert who has a perspective to share? If you do, highlight this individual in your newsletter. 4. Videos: It’s no secret that people like watching videos. If you add a video interview or tip to a newsletter, add the word “Video” in your e-mail subject line. 5. Meet The Team: Create a section that promotes “Meet the team” to give subscribers a more human touch to your payroll/HCM business. 6. Storytime: People like to read “problem/solution” stories. This format allows you to quickly tell a “client success” story. 7. In The News: This section adds great e-mail content to your newsletter. Just make the content relevant to the reader. Summary: e-Mail newsletters are an easy way to connect with your audience; therefore, keep the following in mind:
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. Tuesday, March 15 2022
 22 Ways To Grow Your
To help you improve the size and quality of your payroll service's e-mail marketing database, here are a few tips to consider:
A Word Of Caution. e-Mail hosting services, i.e., Constant Contact, will cancel your account if you add too many “role” addresses to your NON-client database. Here is a sample role e-mail addresses begin with:
Two Points:
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. Monday, March 14 2022
 Payroll Sales Leaders: Why You
If you are the sales leader for your payroll service, you need to track the status of every proposal on a daily/weekly basis. And if you are boohooing the idea of tracking your proposals in Excel, I challenge you to call me and tell me why! Column Titles To Use:
Other Items To Track:
Remember, you can't manage what you don't measure! Therefore, if you are not measuring the success of your sales team's proposal success rate, you are not managing them correctly. 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. Wednesday, March 09 2022
 20 Questions To Ask During Your Next Payroll Sales Job Interview By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.
After being hired for a new sales position, it becomes abundantly clear to many salespeople they made a huge mistake in taking the job. The good news is this: A salesperson can avoid this type of situation by asking some key questions during the job interview process. 20 Questions* To Ask During Your Next Sales Job Interview (In No Particular Order):
*Some questions can be avoided by your preliminary research and/or industry nuances. IMPORTANT: Before going into your next interview, type and print out your questions (which makes you look even more professional). After you have completed the interview process with each company, I recommend finding a quiet place to reflect on the following questions:
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. Wednesday, February 23 2022
 9 Factors That Will Affect Your Payroll Service’s e-Mail Open Rates
After sending more than 100 million e-mail marketing campaigns here are some of the factors that can have a dramatic impact on an e-mail campaign’s open rate.
IMPORTANT NOTE: If you are sending a mass e-mail marketing campaign to a B2B “non-client” database, avoid Mondays altogether as it is notoriously a bad day for mass e-mail marketing campaigns. Best days and times To Send An e-Mail Campaign:
By the way, ~50% of the people who open an e-mail marketing campaign, will open it in the first 90-minutes. 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. Tuesday, February 22 2022
 10 Proven Tips That Will Jump-Start Your Payroll Sales (Print And Share At Your Next Sales Meeting)
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:
The payroll sales environment moves in the blink of an eye, from new competitors emerging, competitors lowering the price of similar products and services you sell, a new technology that makes your solution look obsolete, to a competitor receiving a large sum of capital from an investor. 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. Thursday, February 17 2022
 Payroll Sales Leaders: 3 "Must-Read" Sales Studies
Here are three studies all payroll sales leaders and owners need to read: Study #1: Cahners Publishing did a study of 40,000 sales inquiries. Here are the results:
Study #2: According to an article by Work-Learning Research, Sadly, People forget 50% to 80% after one day. What’s worse is this: A prospect will forget 80% of what you tell them on the phone within 60 minutes! Study #3: I did a formal study of 250+ payroll services; here is what I found: Follow-Up Calls Are NOT Being Made:
Sales Staff Turnover:
*At privately-held payroll services. What Do These 3 Studies Mean For Your Payroll Service? Your database of longer-term prospects offers your payroll service 4X more sales opportunities than short-term prospects. Therefore, you need to develop both a short-term AND long-term drip marketing strategy - a strategy that should include a combination of:
Summary Points:
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. Monday, February 14 2022
 5 Ideas To Help Generate More Payroll Sales Leads
Many sales leaders, owners, and salespeople in the payroll service industry are hoping for a robust year of sales. Unfortunately, hope isn't a great sales strategy. 5 Money-Making Ideas To Help You Generate More Sales Leads And Referrals.
ADP And Paychex Are Aggressively Going After New Business. That's right; ADP and Paychex are looking to replace their lost clients (and so should you). To view their latest offer, click on the links below. If hope is your sales and marketing strategy, you need to contact us to help you put our proven drip marketing system installed at your business. 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. Thursday, February 10 2022
 How To Generate More Referrals From Your Database Of CPAs
CPAs are one of the most trusted advisors for a business owner; therefore, tax season is the perfect time to develop a formal CPA strategy to help augment your sales. Click on each link* below to learn how these payroll services are partnering with the CPA community.
*Click on the links above before the URLs are disabled. The 5 Do's Of Working With A CPA. #1. Do tell a CPA the things that make your payroll service unique in the marketplace. #2. Do tell a CPA how you can reciprocate with referrals. #3. Do tell a CPA about your revenue-share program (if appropriate). #4: Do tell a CPA about easy access to their clients’ reports. #5: Do share written testimonials from other CPAs in the area. The 4 Don’ts Of Working With A CPA. #1. You don’t want to compete with a CPA for accounting or bookkeeping services. If you do, it needs to be addressed with a formal non-compete agreement. #2. You don’t want to be a nuisance (with phone calls) during tax season. #3. You don’t want to expect a referral overnight as it takes weeks/months to gain a CPA's trust. #4. Don't assume your salespeople are staying in contact with your database of referral partners as most salespeople give up way too early in the sales process. Executive Summary: If you are an owner or a sales leader take a moment from your day and do the following:
P.S. #1: A CPA has the power to recommend you/your payroll service to dozens, if not hundreds, of business clients. P.S. #2: The proposal close rate from a CPA referral is north of 75%; that's right 75%! 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. |
