Thursday, July 28 2022
9 Tips To Help Avoid Hiring
There is an epidemic failure in the payroll industry when it comes to salespeople, as 66%* of all payroll service salespeople quit or get fired in their first 4 to 12 months of employment. In fact, I saw one payroll service owner hire and fire four salespeople and one sales leader at the cost of $200,000+. By the way, each person was employed, on average, for 6.4 months. Ouch! 9 Tips To Help You Avoid Hiring The Wrong Salesperson. If you want to hire a sales professional, I have listed several tips for you to consider below. Tip #1: Review Your Hiring Process – Before you hire a salesperson, review the following:
Tip #2: Pay A Bounty - Go to your staff, database of contacts, and vendors and say, “I will pay you $5,000 if you can help me recruit a salesperson.” By the way, you will only pay the $5,000 if the salesperson produces $X in revenue in their first 12 months of employment (a lower amount based on employment/revenue produced). Tip #3: Check References – Reference checking is critical when hiring a salesperson as 57% of all people embellish their resume when it comes to their “skill set,” according to a careerbuilder.com survey. Tip #4: Ask Their Past Employer(s) This Question - “If you had the chance, would you hire <first name> again?” Their response, or lack of an answer, will be eye-opening. Tip #5: Look Deep Into Your Rolodex, LinkedIn Contacts, And Vendors - When you have an open sales position, reach out to your contacts to see if they know of anyone who might be interested in a sales position at your company. Tip #6: Test Candidates On The Computer – Before you hire a salesperson, test every candidate on their ability to type as there is a direct correlation between technology skills and sales success. Tip #7: Don’t Hire Salespeople Who Will Work From Home - If you can avoid it, hire a salesperson within a reasonable driving distance from your office. Tip #8: Develop A Formal Onboarding Process - BEFORE you hire a salesperson, make sure you have a formal onboarding process (sales training manual, sales tracking reports, databases, sales scripts, etc.). Tip #9: Mandatory Things To Do - BEFORE you hire a salesperson, do these two things:
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, July 28 2022
Why Payroll Salespeople Need To Keep Score
There is no getting around it; the payroll sales profession is a numbers game. And as with all games, you need to keep the score of your wins, losses, and other vital sales performance statistics. Unfortunately, many salespeople (and their sales leaders) don’t have the discipline to track their sales activity or performance. Specifically, they do not:
Although a proposal pipeline report is the lifeblood of a salesperson, all payroll salespeople need to track:
Here’s The #1 Reason Why You Need To Keep Score. Tracking the right sales activities exposes all the under and over-performing areas for a salesperson as it's critical to a salesperson's short/long-term success; therefore, I recommend having an accountability friend or team leader to help a salesperson stay laser-focused on their sales goals/quota. 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, July 26 2022
How To Quickly Generate More Payroll
Do you want more sales leads and client/CPA referrals from your e-mail marketing campaigns? If you do, I have listed several tips below for you to implement in the next 7 to 10 days. Tip #1: Segment Your Databases – The #1 thing you need to do is segment your e-mail databases by clients, prospects, and referral partners. Tip #2: Develop An e-Mail Marketing Strategy By Target Audience – After segmenting your databases, you need to develop an e-mail strategy for your database of clients, prospects, and referral partners. Tip #3: Develop A 30-Day e-Mail Marketing Calendar – Create a 30-day calendar of what you plan to send each database on file, i.e., prospect press releases, general newsletters, referral partner refer us to a business client campaign, etc. Tip #4: Set Follow-Up Expectations – Tell your salespeople that they will be required to follow up on a particular campaign (see below).
Tip #6: Always Add A Low-Risk Offer/Call-To-Action – When developing an e-mail campaign, always add a low-risk offer to it as it makes the follow-up process easier for your salespeople. Tip #7: The Day You Send A Campaign – After hitting the send button, wait 90 minutes and give your salespeople an Excel file of the people who opened the campaign, i.e., send the campaign at 8:30 a.m., print databases @ 10:30 a.m., and then start calling at 10:45 a.m. Summary: Your database of clients, prospects, and referral partners spend 4 – 6 hours a day in their inbox; therefore, e-mail marketing is a great tool to help build trust, credibility, and brand recognition for your business in the marketplace. 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, 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. Monday, February 28 2022
11 Tips To Improve Your
If you want to generate more sales leads and referrals from your e-mail marketing efforts, I have listed below a few tips to consider.
Additional Ideas: I recommend spending a few minutes analyzing:
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. |