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Monday, May 01 2023
 How To Stop Looking Like A
Are you tired and looking like a small "me-too" payroll service? If you are, you're not alone, as many payroll pros use the same tired old lines in their marketing messaging - which can make it difficult to stand out from the competition. Some common marketing/sales phrases include:
You Have .5 To 1.5 Seconds To Capture A Payroll Prospect’s Attention. Your marketing messages must resonate with your target audience; if not, they will skip over your e-mail campaign, stop reading your website, or only look at price as the key differentiator. Get In The Mind Of A Prospect Before Writing Your Next Campaign. Research has proven that the average person will spend less than 15 reading your website or .5 seconds reading a subject line in their inbox. And during this time, their brain will process some of the questions listed below to determine if they should continue reading to learn more or open your e-mail message:
Every prospect/referral partner is just like you; they have limited time to learn about your payroll service as they are trying to do more work with fewer resources. And the more in sync your messages are with someone's problems, frustrations, annoyances, and needs, the quicker you will get their attention. Period. Executive Summary: With the average person exposed to thousands of marketing messages daily, what are your plans to change what you are saying? 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, April 05 2023
 6 Ways To Generate More Sales Leads & Referrals
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:
#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:
#6: Survey Your Clients - A client survey can provide you with a tremendous amount of feedback. Specifically:
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. Tuesday, January 03 2023
 How To Increase Your e-Mail
Are you concerned that your e-mail marketing campaigns aren’t being opened by your database of payroll prospects and/or referral partners? If you are, you will find the strategies I have below of tremendous value. Factors Affecting E-mail Open Rates. Many factors will influence the open rate of an e-mail campaign. They are:
7 Subject Line Tips:
How To Do An A/B Test:
If you are unhappy with your e-mail open rates, take a moment to change things up. Conversely, if you are happy with your e-mail open rates, you can always do better. 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. Copyright © 2022 Tuesday, December 20 2022
 5-Steps To Help You Close
Most payroll salespeople stop following up on a proposal after one or two attempts at moving the sales process forward. Therefore, if you are a sales leader for your payroll service, it would be in your best interest to train your sales team on the steps below, especially when you consider the staggering statistics below. How Many Contacts Does It Take To Close A Sale?
Try This 5-Step Proposal Closing Process: If you are in sales (or a sales leader), you might find the 6-step process I have outlined below of value:
Other Steps (For Sales Leaders):
Click here for a sample "Thank You" greeting card via Amazon.com. Send This e-Mail Within 24-Hours Of Delivering A Proposal. Dear (first name), Thank you for the opportunity to earn your business this week. By the way, I have attached a few items you might want to read:
Again, thank you for giving us the opportunity to earn your business! Warmest Regards, (Your name, title, etc.) Executive Summary: During your next one-on-one meeting with your salespeople, ask each person to give you their proposal pipeline report. Now, ask each salesperson these two questions: 1. “When will this company make a buying decision?” After listening to their answers, this e-mail will make complete sense 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. Copyright © 2022 Thursday, December 15 2022
 3 Tips To Get More Payroll Prospects
The people who buy what you sell spend 40% - 50% of their day dealing with their inboxes. That being said, e-mail marketing is a great way to reach your database of prospects, clients, and referral partners, i.e., CPAs. To help your business get more people to open your next e-mail marketing campaign, I have listed below a few tips you might want to read and share. Tip #1: Segment Your List - The first thing you need to do is segment your list by the target audience, as this will help you deliver messages that are more relevant to a reader. Plus, it will make it easier to track the success of your campaigns and identify which groups are most interested in your products or services. Here are a few ways to segment your e-mail databases:
Tip #2: Send e-Mails At The Right Time - The day and time that you send an e-mail campaign has a direct correlation to its open rate. With that in mind, it’s a good idea to use a tool to help you send a campaign between 8:00 am to 9:00 am or 2:45 pm. IMPORTANT: We’ve had the most success sending our clients’ campaigns on a Tuesday with a follow-up campaign to the subscribers who didn’t open the original campaign on a Friday. Sure, there are exceptions to this rule, but after sending 131 million e-mail messages, I am sharing what works for our clients. Tip #3: Use A Great Subject Line - A subject line is a headline for the reader; therefore, it’s crucial to write a subject line that will get someone's attention. Here are some tips for your next subject line:
About The Author: Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help 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. Tuesday, December 06 2022
 Why Your Payroll Service Needs
Blasting a generic one-size-fits-all newsletter and placing an ad in the yellow pages was cutting-edge marketing 15 years ago. Unfortunately, it doesn’t work in today's information-overloaded society. Owners, marketing pros, and sales leaders at fast-growing payroll services go beyond a newsletter blast to win new payroll clients and referral partners. 5 Types Of e-Mail Campaigns. 1. Sales-Based Newsletters: My team and I pioneered a sales-based newsletter to help trigger a prospect and/or CPA to take the next step in the buying process. 2. Information-Based e-Mails: These e-mails deliver specific information about a new product/service to essential updates such as changes in the company. 3. Education-Based e-Mails: Education-based e-mails are a great way to position your payroll service as a subject matter expert, which is the foundation of building trust, credibility, and brand recognition in the marketplace. 4. Announcement-Based e-Mails: Announcement-based emails usually contain an important upgrade, new hire, or capital improvement to letting your clients know about a new cost-saving service. 5. Feel Good-Based e-Mails: Feel Good-based e-mails do nothing more than tell someone how much you appreciate their business or enjoy an upcoming holiday. 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. Tuesday, December 06 2022
 e-Mail Marketing: Why It's A
A proactive e-mail marketing strategy has proved to be more cost-effective than social media marketing. Don’t get me wrong; social media is still a great way to connect with your audience; however, e-mail marketing remains on top when it comes to the positioning of you / your payroll service as a subject matter expert. 5 Benefits To e-Mail Marketing.
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. Friday, September 16 2022
 Why Your Payroll Company’s VP of Sales
When hiring a sales leader for your payroll service, you want to ensure your VP of Sales is a great salesperson. If not, there is a good chance they won’t perform well for you. “But Glenn, Aren’t All VP of Sales Great At Selling?” No! Here’s why: Let’s say you are interviewing 10 candidates who claim they have increased sales tenfold at XYZ company. What they aren’t telling you is this: They worked for a larger, more well-established payroll, HR, PEO, or tech company that had a large client base and a loyal referral partner base (AKA sales lead machine). Unfortunately, if you are a smaller payroll/HCM business with only a handful of salespeople, you want to avoid hiring a sales leader that can’t sell, no matter how strong their resume or LinkedIn profile looks. Trust me when I say, “small payroll services are not like Fortune 1,000 businesses or companies with a large client/referral base.” If Your VP of Sales Can’t Sell, Here Is What Will Happen.
8 Tips When Hiring A VP of Sales:
What Their Answer Should Be On Question #8:
Summary: Sales leaders who aren’t great salespeople tend to be a costly endeavor for the smaller payroll service bureaus – and blame the poor sales on their sales staff and how nobody knows who your company is. Conversely, the VP of Sales who is both a great manager and a solid salesperson will figure out your problems fast and correct your revenue problems. P.S. Be careful of hiring a VP of Sales who only worked at a large company with a larger client/referral partner database. Although they are good for many things, they just won't be good for 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. Friday, September 02 2022
 Before You Sell Your Payroll Service
So, you have built a successful payroll service, and you are now considering the idea of selling your business to one of your children(s). And as with many decisions in life, you need to think through the process to ensure a smooth transition to this transaction. Staggering Facts To Consider: According to Businessweek.com, 2010…
In an article by Beau Ruff, Cornerstone Wealth Strategies, he wrote the following: Gift Rules Apply "A business can be gifted, but how does one determine if any part of the business transition is a gift?
To read this article in full, CLICK HERE. Reasonable sale price?
Accordingly, this sets the floor for the minimum long-term interest to be charged on the sale of the business to avoid the implication of the gifting rules. Favorable timeline Parents often structure these sales with the minimum amount of down payment, carry the loan for a period longer than a typical third-party sale, and charge lower interest on the contract balance.
Partial gift A common misunderstanding regards the limits of gifting.
To read this article in full, CLICK HERE. 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, August 30 2022
 4 Money-Making Phone
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.,
#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.
#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:
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. |
