10 Tips That Will Jump-Start Your Payroll Sales
 By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 182
• Read Time: 43 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.

Your 10 Payroll Sales Tips:

1. Set sales revenue/unit sales goals for yourself.
2. Keep a weekly score of your sales activities/proposals. 
3. Create a massive e-mail database of customers, prospects, and referral partners.
4. Develop a Unique Selling Proposition (USP) statement (AKA your Elevator Pitch). 
5. Become better at asking questions during a sales call. 
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 electronic file that contains proposal templates, testimonials, pricing, sales brochures, etc. 

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 payroll or timekeeping 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.

5 Tips To Help You Write A
Money-Making e-Mail Campaign
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

• Word Count: 472
• Time To Read: 1.9 minutes 

To help you deliver a better e-mail marketing message, I have listed below a few tips, based on sending more than 113 million e-mail campaigns for our clients.

Tip #1: Segment Your Databases. 

The number one thing you can do is segment your e-mail databases by target audiences, e.g., clients, past clients, prospects, and referral partners. Remember, you cannot say things to a client that you could say to a prospect and vice versa.

Tip #2: BEFORE You Write A "Prospecting" Campaign, Ask Yourself These Questions.

• What things will trigger a prospect to start looking for a product or service that we sell?
• What are the most critical business problems our products/services solve(s) and how does it save our clients money or time?
• What are the titles of people we are targeting, e.g., Owners, CFOs, HR Directors, etc.?

After you have answered each question, start using your answers as the basis for your messaging.

Tip #3: Select The Themes Of Your Campaign.

After you have segmented your databases into groups, start writing down the type of "campaign theme" that makes sense to send each database on file (see below).

Prospect Specific Campaigns

• Client testimonials
• Free whitepapers, buying guides, forms, etc.
• How to (buy, hire or switch) what we sell
• Introduction letter
• Meeting request
• Newsletters
• Press release on a newly hired salesperson
• Service or product spotlight
• Employee spotlight

Client Specific Campaigns

• Free whitepapers, buying guides, forms, etc.
• Newsletters
• Performance survey
• Press release on an upgraded service/product or new service/product
• Press releases on new feature or service
• Refer us to someone you know
• Service or product spotlight
• Employee spotlight
• Thank you for your business letter 

Tip #4: Select A Low-Risk Offer Or Call-To-Action.

After you have created your e-mail marketing campaign, you now need to add a low-risk offer or call to action. Why? Because it will help someone take the next step in the buying process or learn more about the value your business brings to the marketplace

Tip #5: Proof Each Campaign BEFORE You Press The Send Button

Before you press the "send" button, you need to proof your e-mail campaign using the following steps:

• Print your final campaign.
• Printed the printed proof to two to three people for proofing.
• Wait about 24-hours and make one last pass at proofing your campaign; it's amazing what you will catch the next day!

Executive Summary: You can no longer rely on generic "one-size-fits-all" e-mail newsletter blasts to generate a sales lead for your business; therefore, it is imperative to put some thought into your content messaging.

As I tell all our payroll clients, "What you say, how you say it, who you say it to, and the frequency you say it will all play a huge role in reader engagement."

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.

3 Of The Most Powerful Words In Payroll Sales
(Why, What, And How)
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 249
• Read Time: 60 Seconds

Do you want to know the keywords or phrases to use during your sales call discovery process? Well, here they are:

#1= Why - When used at the beginning of a sentence, it requires someone to answer your question(s)...

• Why did you decide to hire…?
• Why are you using this service?
• Why are you doing it this way?

#2 = What - When used at the beginning of a sentence, you can get someone to rationalize a decision...

• What was the reason for using this time clock?
• What are you responsible for when it comes to…?
• What’s stopping you from changing payroll services or HCM companies?

#3 = How - When used at the beginning of a sentence, you can get someone to explain a process or cost-related data...

• How much is this costing you?
• How did their payroll conversion process go for you?
• How do you track labor costs?

7 Question-Asking Sections: 

The questions above can be separated into sections, which I refer to in my book, Stop Whining And Start Selling, as listed below:

1. Current Situation Questions
2. Current Problem-Related Questions
3. Financial Questions
4. Pain Solving Questions
5. Closing Questions
6. Overcoming Objection Questions
7. Next Step Questions

Important Note: Always add value to the sales discovery process by providing some recommendations or simple ways to improve/save money. If you leave a payroll or HCM prospect with a positive impression, they are more likely to call you when they become ready to make a buying decision. 

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 Reasons Why Your Payroll Service
Needs A Drip Marketing System
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 227 
• Read Time: 54 Seconds 

Here are ten reasons why you need a drip marketing system installed at your payroll service:

1. You will never hear someone telling his or her boss, “I just bought from the second-best payroll service I could find.” 
2. Prospects will not buy or recommend you to someone they know the first time you talk with them. 
3. 97% of the people you are calling or marketing to are not ready to buy what you sell today or, for that matter, tomorrow. 
4. Memory tests have proven people will forget 80% of what you tell them on the phone within 12 - 24. 
5. 50% of all payroll salespeople stop calling a prospect or CPA after their first unsuccessful attempt at moving the sales process forward. 
6. 100% of all payroll salespeople schedule a subjective call-back date to a prospect or CPA (now re-read point #5).
7. The majority of payroll salespeople (including yours) dislike making cold calls (now reread tip #5).
8. In a medium- to high-value business-to-business sale, it takes 15 to 30 conventional drips (meetings, calls, proposals, e-mails, etc.) to convert a cold prospect to a paying client.
9. 50% to 75% of the clients who stopped buying from your payroll service stopped because they: 1. Thought you took their business for granted. 2. You provide poor customer service. 3. Did not know your business could solve other related problems.
10. Your ENTIRE database of clients, prospects, and referral sources, are your competitor’s prospects too. 

P.S. "Hope" isn't a great sales and marketing strategy for your payroll service.

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.

2 Reasons Why Your Payroll Service
Needs An e-Mail Marketing Strategy
By Glenn Fallavollita, President of  SellMorePayroll.com

• Word Count: 161 
• Time To Read: 36 Seconds 

e-Mail marketing should be at the top of your sales and marketing strategy as it can play a significant role in helping your sales follow-up efforts, social media marketing, webinars/events, and content marketing. 

2 Critical Reasons Why You Need An e-Mail Strategy:

• Reason #1: Your target audience spends 4 – 6 hours a day sending and receiving e-mails. 
• Reason #2: 95% - 98% of all payroll salespeople (including yours) give up after their third “No, I am not interested in what you are selling” conversation and/or after being ghosted.  

The Road To e-Mail Success.

If you want more people to read your e-mail campaigns, here are some tips:

• Make sure list segmentation is part of your e-mail strategy.
• Write engaging, concise, and straightforward subject lines.
• Your content should be relevant to your target audience. 
• Add a call to action to every campaign.
• Pick up the phone and call the people who open your e-mails (use my 2/4 call strategy. 

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.

8 Tips To Generate More
Payroll Sales Leads And CPA Referrals
By Glenn Fallavollita, President of SellMorePayroll

• Word Count: 209
• Time To Read: 50 Seconds

After sending an e-mail campaign to your database of prospects and CPAs, here are eight tips to consider:

1. Pick Up The Phone - Call everyone who opened your e-mail campaign within 2 to 48 hours. 
2. Script Outline - Develop two outlines for you to use when 1. When talking with a live person and 2. When leaving a voicemail message. 
3. Know Your Objective - Your call has one objective, i.e., Invite the person to a webinar, demo, etc. 
4. Define The Next Step - At the end of the call, have a defined next step.
5. e-Mail Address - Ask for the person’s e-mail address. 
6. LinkedIn - Connect with the person on LinkedIn. 
7. Add To Your Database - Add a person’s information to your drip marketing database. 
8. Call Twice - Use my 2/4 follow-up call sequence. 

After Leaving Someone A Voicemail Message, Send This e-Mail:

"Contact Name: I left you a voicemail message a few minutes ago to follow up on an e-mail we sent to you today/yesterday about our (new 2022 upgraded payroll/timekeeping system, etc.).

If you want to know how our (payroll and timekeeping package can reduce your labor costs by 5% - 8% next month), send me a few days/times that you are available for a quick 10-minute call."

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.

9 Ways To Boost Your
Payroll Service's e-Mail Open Rates
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 245
• Read Time: 60 Seconds

Are you looking for ways to generate higher open/click-through rates with your e-mail marketing campaigns? If you are, here are several tips to consider.

#1: Segment Your Databases: Send the same e-mail campaign to each group on file, i.e., clients, prospects, and referral partners.

#2: Update Your Databases: Remove any e-mail addresses that haven’t opened a campaign in 24-months.

#3: Add New e-Mail Addresses: Adding new e-mail addresses is a key to your success. 

#4: Send More Than A Newsletter: Sending just a newsletter once/twice a month will put your subscribers to sleep. Therefore, I recommend sending a variety to your databases. 

#5: Personalize Your e-Mails: Use a service that allows you to customize a campaign (see below):

• Hello {First Name}:

#6: Avoid Writing A Wall Of Text: Since your target audience spends 4 - 6 hours a day managing their inbox, they scan your copy instead of reading. Therefore, use headlines, sub-headlines, and bullet points to convey a message.

#7: Use Engaging Subject Lines: People skim their inboxes for engaging subject lines; therefore, use the following techniques in your subject line:

• Start with “How To” or a “#.”
• Ask a question.
• Show “time or quantity” shortage/savings.

#8:Send A "Reminder" e-Mail To Anyone Who Didn't Open Your Initial Campaign: Use a service that automatically sends a follow-up reminder to anyone who didn't open the initial campaign.

#9: Write Better Headlines: Your headline is the introduction to a topic. Remember, you have .5 to 1.0 seconds to capture someone’s attention.

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.

12 Ways To Boost Profits
At Your Payroll/HCM Business
(Print And Share With Your Executive Team)
By Glenn Fallavollita - President, SellMorePayroll.com

• Word Count: 353
• Time To Read: 1.4 Minutes

Over the past few months, many payroll/HCM businesses have taken a hit when it comes to their profits. And if your company has too, you need a sales, marketing, AND business plan to offset these losses. That being said, you and your management team need to focus on these core elements of your business:

12 Areas To Print And Share With Your Executive Team.

• #1: Look For Niche Markets Your Sales Team To Target (i.e., Long-Term Care, Building Supplies, Liquor Stores, etc.)
• #2: Give Your Staff Incentives To Improve A Process(s)
• #3: Focus On Employee Engagement (~66% Of Your Staff Is Either Disengaged Or Completely Disengaged)
• #4: Negotiate A Better Deal With Your Vendors
• #5: Look For Private/White Label Opportunities
• #6: Buy A CPA’s Book-of-Business
• #7: Outsource Core Functions (i.e., Marketing)
• #8: Run A Price Audit (Compare Your Prices To Your Competitions')
• #9: Restructure And Refine Processes And Procedures
• #10: Switch Up Suppliers, Back-Office Software, Or Payroll And HR Software
• #11: Start Cross-Selling Other Services To Your Clients (i.e., time and attendance)
• #12: Get Your Salespeople To Pick-Up The Phone More Often (50% Of All Salespeople STOP calling A Prospect/CPA After Their 1st Unsuccessful Attempt At Moving The Sales Process Forward - Your Salespeople Are Guilty Of This Too)

2 BONUS Tips. . .

• #1: Survey Your Payroll/HCM Clients To Ensure They Are Happy (And Aren’t Planning To Leave You For The Competition)
• #2: Build A Proactive Process To Generate More Referrals From Your Database Of Clients, CPAs, And Referral Partners

Here's The Bottom Line:

The COVID-19 crisis isn't going to get any better as winter is right around the corner. Because another shutdown/slowdown is right around the corner, it is essential to:

• Audit your business expenses to determine if there are any costs you can remove or reduce.
• Focus on increasing sales via e-mail marketing and niche marketing.
• Get your sales team to be more proactive with calling clients, referral partners, and prospects who have an open proposal.
• Take action!

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

8 e-Mail Prospecting Tips To Help
Generate More Payroll Sales Leads
(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 594
• Time To Read: 2.4 Minutes

You might have heard that e-mail marketing is a waste of time because prospects are too busy to open an e-mail from someone they don’t know; however, statistics show many “cold e-mails” are still being opened.

To help you receive a better e-mail response from your database of payroll prospects, CPAs, and yes, your payroll clients, I have listed a number of quick tips below.

1. Proof Your Campaigns: The #1 thing you can do is print AND triple-check your e-mail marketing campaigns.  Look for typos, formatting errors, no low-risk offers, etc.

2. Write Enticing Subject Lines: The difference between a great subject line and one that is less than stellar, is the difference between an e-mail getting read and one that gets deleted.

3. Talk Like A Real Person: If your subject line reads like spam, it will be treated as one. Here are some words that could trigger a spam filter:

• Best Price
• Call Now
• Cancel Anytime
• Click Here
• Don’t Delete
• Double Your
• Free Quote
• Money Making
• Why Pay More
• Winner
• Exclamation Points, i.e., !

4. Personalize Your e-Mail: Whenever possible, you should personalize your subject line to include a prospect’s name or company (or both). According to MarketingDive, personalizing an e-mail subject line can boost open rates by 50% and increase click-to-open rates by 58%.

5. Tell The Reader What’s In It For Them: When it comes to your low-risk offer, focus LESS on explaining how your product or service works, and more on how it can add VALUE to their business.

• According to our research of 85+ million e-mails, the e-mail body that’s “just right” is between 150 to 250 words in length.
•  In short, prospects seem to respond best to e-mails that are short and to the point.

6. Format Your e-Mails For Smartphones:  With a prospecting e-mail, you need to ensure your message can be read on a smartphone. 

• Fact: 70+% of smartphone users will delete an e-mail if it doesn’t look good on their smartphone. By the way, 30% - 33% of your prospects are reading your emails on their smartphones.

7. Know When To Send A Follow-Up e-Mail: If the majority of your cold prospecting e-mails are still met with a cold shoulder, you need to focus on sending more “educational" driven e-mails, i.e., here's an article you might find of interest. 

8. Vary Your Messaging:  If a prospect who opened your initial e-mail has gone cold; I highly suggest sending the following types of campaigns to re-engage them:

• Special Newsletter (On A Hot Subject, i.e., Marijuana In The Workforce)
• Press Release On A New Upgrade
• Intro Letter To A New Service
• Holiday Cards
• Service Spotlight On A New Product Or Service
• CPA Spotlight On Why The Recommend Your Payroll Service

The Real Leads Will Come From Doing This!

After sending an e-mail campaign, I highly recommend picking up your phone for a quick “Oh, by the way,” call.  If you are a client of ours, you know exactly what type of call this is! If you don’t, contact me directly for the answer.

Executive Summary:

• Getting a prospect’s attention in a crowded inbox takes skill. To help you cut through all the marketing noise, you need to look at e-mail marketing as a long-term process, i.e., drip marketing, as it takes multiple follow-up e-mails.
• Last but certainly not least is this: Almost every prospect is worth sending multiple campaigns; however, the ones who have opened your campaigns are the ones to call.
• Use my 2/4 call strategy when making your Oh, by the way, calls. 

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.

9 Tips To Help Run A Great Payroll/Timekeeping Demo
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com and Drip Marketing, Inc.

• Word Count: 427
• Read Time: 1.8 Minutes

In a business world where face-to-face meetings are on a hiatus, you will find nine tips below to help you run a better online demo.

1. Ask Insightful Discovery Questions - Asking the right discovery questions BEFORE the demo will help you understand how you can add value to a prospect's business. 

Ask questions like:

• If you had a magic wand, what problems do you want us to help you solve?
• What areas of your payroll/timekeeping system are you looking to streamline?
• What problems are you facing with your current ___________?
• Which features of their product do you like the best?
• What features do you wish you could change?
• Tell me about your customer service experience with _____.
• Who else will be involved in this purchase decision? And what features are most important to them?

2. Customize The Demo For Each Prospect – This requires some work on your end, from adding a prospect’s logo to taking their discovery answers (from above) and working them into your demo.

3. Simplify Your Demo – The key here is to highlight only the most relevant features.

4. Before You Start The Demo, Have A Summary Slide – Before you start the demo, have a PowerPoint slide that summarizes what their problems are (based on your discovery). 

5. Show What Your Product/Service Can Do In Everyday Situations - Ask yourself these two questions:

• Based on what I know, what problems are they facing, and what problems do they want to solve?
• How does my product/service solve those problems?

6. Explain Each Click (And Go Slow) – Remember, this prospect is seeing your payroll platform for the first time. Therefore, explain what you are doing and go slow.  

7. Show Real Data - Most salespeople use fake data when running a demo. If you want to go the extra mile, try tailoring the information for each specific prospect, i.e., their company name instead of “Business Name.”

8. Take Great Notes On Their Issues And Concerns - Make sure you write what they liked and didn’t like. If not, you won’t be able to summarize the value of what you are selling/overcoming objections.  

9. 95% Of All Demos Will Go To The Proposal Stage – That’s right, 95% of all demos go to the proposal stage. Because of this, you need to schedule a “10-minute proposal review day/time” with the prospect. If they don’t agree to a day/time, in person or over the phone, the odds of you closing them are slim.

Summary: What’s listed above is being used by top-performing salespeople throughout the country. Are you ready to be one of them?

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