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Tuesday, February 01 2022
 641 Words Of Tough Love For All
Are you a payroll salesperson who wants to upgrade their sales results? How about a sales leader who wants to jump-start their sales team's sales? If you are, take a moment to read the list below (print and share with your sales team/sales leader).
My Last Two Pieces Of Advice. #1: Start Taking Action Today: If you want to win more sales, start improving your sales and marketing skills today, not tomorrow. Successful salespeople don’t wait until their selling season starts to take action. #2: It’s Called “Selling” For A Reason: Unfortunately, many underperforming salespeople lie to their sales leader about the number of sales calls they had each week, how robust their sales pipeline activity is to even where they were on a particular day. Today is the day you will start taking ownership of your sales pipeline/results and your time management skills. 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, January 31 2022
 6 Tips To Better e-Mail Marketing Results
e-Mail marketing is still a terrific way for your payroll service to build trust, credibility, and brand recognition in the marketplace; however, it needs to be done right. And based on my experience in sending 100+ million e-mail messages, here are a few pointers for you to consider:
1. Have A Colleague Do A 4-Second Test - Send a copy of your e-mail campaign to a colleague to see if they can quickly 1. Review your e-mail for clarity and brevity, and 2. Determine your low-risk offer. 2. Proof Your Campaign At Least 2X –Before you press the send button, print your campaign for proofing and then hand it to one or two other people for proofing. 3. Avoid Using 'No-Reply' In The SENDER'S e-Mail Address – Avoid using the phrase "no reply," or a similar phrase, as your e-mail sender's name. 4. Remove These e-mail Addresses – Before you launch your next mass e-mail campaign, I recommend removing all generic, i.e., @aol.com, @hotmail.com, etc., and role, i.e., service@, info@, etc. e-mail addresses from your database. Why? They will be the ones who cause the most issues for you with services like Constant Contact, Mail Chimp, etc. After doing that, upload your database to a third-party verification service to tag the invalid/complainer e-mail address. 5. Clean Your e-Mail Database - After sending your e-mail campaign, remove all bounced e-mail addresses. With services like Constant Contact, they make it easy to do this. 6. Link Your e-Mail’s Low-Risk Offer To A Landing Page – To help you provide a reader subscriber with more information, connect your offer to a landing page. In today’s world of home office working, your target audience is spending more time than ever before in their inbox. And to help you maximize your e-mail marketing efforts, spend a few extra minutes making your e-mail campaigns a great brand experience. 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, a division of 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, January 28 2022
 6 Payroll Prospect PowerPoint Tips
Are you looking to upgrade your sales and marketing process at your payroll service? If you are, I recommend developing a short PowerPoint presentation that walks a prospect through the following six sections:
Other Tools To Consider Are:
If you are looking to upgrade your sales and marketing efforts, the first step to success is to 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. © Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission. Thursday, January 27 2022
 How To Create A Newsletter
It is relatively easy to create a newsletter that is filled with engaging content for your database of payroll prospects, CPAs, and payroll clients. To help you develop a newsletter that is actually read, I have listed several tips for you to consider. #1: Segment Your Database – Your absolute first step is to segment your database of e-mail addresses into groups, i.e., prospects, referral partners, and clients. After that is done, you need to clean up each database to ensure delivery and AVOID your newsletters from being labeled as spam. #2: Select An e-Mail Publishing Service – It is best to choose a platform that makes it easy to create and send your e-mail campaigns. Therefore, consider a service that offers an easy-to-use interface and makes the unsubscribe process simple for a reader. Additionally, you need to have a dashboard to review a campaign’s results, such as Constant Contact. #3: Create A Newsletter Template – If you lack the design skills, hire someone who does e-mail design work for a living. Remember, you need to present a positive image in the marketplace. #4: Define Your Marketing Content – Content is easy to create as the IRS, CDC, and your business partners publish loads of articles to use. To help you get results over the long run, focus on snippets of information to share with your target audience. Remember, if your newsletter is all about you/your payroll service, your open rates will suffer, or worse, opt-out from future campaigns. #5: Determine Your Newsletter’s Frequency - Once your newsletter is done, you need to determine the frequency of it being sent. My recommendation is once a month, as you need to send more than a newsletter to help position your payroll or HCM business as a trusted resource. #6: Outline Future Content – The key to developing future content is to create a file of hot topics your target audience wants to read. This could be year-end information, new minimum wage increases, to time and attendance tips. And don’t be afraid to ask your team for articles of interest. #7: Proof Every Campaign, Three Times – Before you press the send button, it is imperative to proof your campaign multiple times by multiple people. Check all links, phone numbers, addresses, and e-mail addresses. 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, a division of 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, January 21 2022
 How To Quickly Attract New Payroll Clients
Marketing your payroll service is a critical aspect to growing its sales; however, the key to your marketing success is this: Niche marketing. What Is Niche Marketing? Niche marketing is all about focusing on a particular group(s), i.e., a marketing database that has a common element(s). Core Groups To Target:
Niche Markets To Consider (Sample List):
The Benefit From Niche Marketing. The real benefit of niche marketing is this: Focus. And if you ever managed a sales/marketing team, you and I both know it’s imperative to keep a person’s focus on a target market. Plus, when you are focused on a particular group, the following happens:
What Type Of Promotions Or Low-Risk Offers Can You Use? Consider these ideas as you plan your promotion:
Sample list of private label BBQ/hot sauce companies: Crucial Step: Review Your Existing Marketing Material And Website. If you are targeting a niche market, I recommend reviewing/rewriting the following:
Clearly Articulate The Pain Points Your Payroll Service Solves AND Its Industry Expertise. Your marketing message should tell a reader the problems your payroll service solves. Here are some key talking points:
You Only Have .5- to 1.5 Seconds To Get Someone’s Attention. Choose your headlines carefully as you will only have a reader’s attention for .5- to 1.5-seconds. With your niche marketing messages, remember to use industry jargon to help your message resonate with a reader. Avoid using platitudes like these:
Add These Downloadable Resource Guides To Your Website/e-Mail Marketing Campaigns:
Executive Summary: Prospects will switch to a new payroll service for the following reasons:
Now that you know the top reasons why someone would want to switch to a new payroll service, you can use this information in your next marketing campaign. 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, January 21 2022
 16 Things Winning Payroll
To help your sales staff regain its focus, you will find a number of things winning payroll salespeople do every morning below. 16 Things Winning Payroll Salespeople Do Each Morning. 1. They Get To Work Early: Successful salespeople arrive early to the office to avoid the typical interruptions from their co-workers.
4. They Read Their Sales/Personal Goals: Successful salespeople read their sales goals and personal goals to help internalize their success. P.S. #1: The key to managing your day is to 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. To hire Glenn for your next conference, visit DripMarketingSpeaker.com. © Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission. Thursday, January 20 2022
 6 Tips For Hiring A Sales Hunter
My research has shown 50% to 60% of all newly hired payroll salespeople (at a small independent’s payroll service) will quit or be discharged in their first 9- to 12-months of employment. Nationally, salespeople turnover is 27% each year, according to Harvard Business Review. Since the process of recruiting and training a new salesperson is a significant expense, you will want to be sure that you hire a sales hunter. That said, here are six tips to consider reading: 6 Tips To Help Hire A Sales Hunter. Tip #1: Be Specific – The first step is to define the role and requirements in a job posting; therefore, take a moment to reflect on your company’s needs before you begin your search. Don't forget to work on a sales comp plan that rewards the right performance. Tip #2: Manage The Interview – Interview preparation allows you to be ready to ask revealing questions. I recommend using a candidate’s resume to build open-ended questions you can use during the interview. Tip #3: Have The Salesperson Give You A Presentation On What They Are Currently Selling – Step outside of the typical interview questions, such as what are your strengths and weaknesses, and instead conduct a pragmatic interview by asking them to give you a presentation on their current/last employer’s product line. Please pay particular attention to the candidate’s sales pitch and their ability to answer your questions and concerns about the product. Tip #4: Play Your Hand Close – A common mistake made by some less experienced interviewers is they reveal what they want from an employee at the beginning of an interview. A clever candidate will use this to his/her advantage and respond with what you want to hear. Maintain the power dynamic by asking instead of telling. Tip #5: Perform A Candidate Assessment – Throughout the entire interview process, you will want to assess the candidate through a specific lens. Decide what components make up the ideal salesperson and determine if this candidate matches those criteria. If they do not seem like a good fit now, they probably will not be a good fit down the road. Tip #6: Do Your Research – It is not uncommon for salespeople to exaggerate their accomplishments during the interview. While flat-out lying is entirely unacceptable, exaggerating achievements can be problematic. So, it is in your best interest to jot down their claims and check their accuracy during your reference checks. What Most People Lie About On Their Resumes. According to employers, the most common lies they catch on resumes* relate to:
By the way, turnover in your sales department can and will cost your payroll HCM business a small fortune; therefore, work on hiring the right salesperson from the start (hire slowly and fire fast). *Based on a survey by CareerBuilder.com. of 2,188 U.S.-based hiring managers and HR professionals. 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. Thursday, January 20 2022
 7 Reasons Why Your e-Mail Campaigns
After sending 113+ million e-mail campaigns on behalf of our clients, I have listed the top e-mail marketing mistakes I see most payroll services make. They are: Reason #1: No Follow-Up Call Was Ever Made – The #1 reason why an e-mail marketing campaign(s) fails is the lack of a follow-up call. My suggestion:
Reason #2: Poor Messaging And Subject Lines – Another top reason why your e-mail marketing results are lackluster is this: Poor messaging and copy. And yes, your subject line falls in this category as well. My suggestions:
Reason #3: Sending Too Many Or Too Few e-Mails – Have you ever received an e-mail from someone and then received 3 to 4 e-mails in the first 72 hours? If you have, you know it does more harm than good. My suggestions:
Reason #4: Not Segmenting Your Databases By Target Audience - Many e-mail marketing campaigns fail because the information that is e-mail is nothing more than a generic newsletter blast. My suggestions:
Reason #5: Not Using A Low-Risk Offer – By not having a highly visible low-risk offer or call-to-action, you are missing out on some potential sales leads and referrals. My suggestions:
Reason #6: Not Having An e-Mail Strategy - One of the top reasons your e-mail marketing efforts fail is this: Not having an e-mail marketing strategy. My suggestions:
Reason #7: Not Constantly Building A Database Of Prospect e-Mail Addresses – If you are not continually building your database of e-mail addresses, your “prospect” open rates will flatline over time. My suggestions:
Executive Summary: The days of blasting a generic, one-size-fits-all newsletter to everyone in your e-mail database and expecting a sales lead or a referral are over. Be smart and create a plan of action AND a sales follow-up plan. Once you do this, you will see a dramatic improvement in your sales results. 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, January 20 2022
 10 Tips To Improve Your Payroll Service's e-Mail Open Rates
If you want more people to read your next e-mail campaign, here are a few tips to consider. #1: Avoid Writing Content That Is Too Self-Serving – Keep your e-mail campaign’s content relevant to the database it’s being sent to. #2: Avoid Writing A Wall Of Text – Don’t fall victim to writing a wall of text to get a campaign done. My suggestions are:
#3: Segment Your e-Mail Marketing Lists – Create databases of clients, past clients, prospects, CPAs, etc. #4: Keep Your e-Mail List Updated - You need to continuously build and update your database of clients, prospects, and referral partners; don't forget to delete the e-mail addresses that bounce. #5: Know What Affects Your Open Rates - 80% of an e-mail's open rate is based on: Your subject line, the from field, and the day/time a campaign is sent. #6: Use Your Payroll Service's Name In The "From" Field - On mass e-mail marketing campaigns, use your biz name in the from field. #7: The Size Of Your e-Mail Database – Most salespeople need to have at least 1,000 to 2,500 e-mail addresses on file. #8: Pick Up The Phone - After sending an important e-mail campaign to a database, i.e., webinar invite, call the people who opened it. #9: Proofread Your e-Mail Campaigns – Before sending your next e-mail marketing campaign, print your final copy and give it to two other people to proof. #10: Consider Hiring A Professional Copywriter – Just because you have Word installed on your computer or a graphic design program, it doesn’t make you a good copywriter/designer. Do your payroll service a favor and hire someone who does e-mail marketing and/or copywriting for a living. 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, January 19 2022
 14 Tips Survival Tips
Being a payroll service salesperson isn’t easy. In fact, 50% to 66% of all newly hired salespeople quit or get fired in their first nine months of employment!
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. |
