What To Do When A Payroll Prospect Says, "Call Me In The Fall"
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 354
• Time To Read: 84 Seconds 

June is when many payroll salespeople start hearing prospects say things like:

• "Call me at the end of the summer."
• "My staff is taking some vacation time, so we won't be making any payroll decisions until sometime in the fall."
• "We're going to wait until after the summer before we think about a new employee time clock system."

As you can imagine, this time of year presents a unique and difficult challenge for many salespeople.

 Here Are Just A Few Responses To Consider:

• "With things being busy right now, let's try to schedule a quick lunch meeting for us to review our new _______ package/pricing before the end of the summer. Are you free on either Thursday or Friday?"
• "I can relate to things being _______right now, but tell me, will anything change after the summer that will prevent you from starting then?"
• "I understand. What day  in mid-September will work for you?"
• "I hear you. By the way, if you switch payroll services now, we are giving all new clients 90 days of free payroll processing and free W-2s. On top of that, you will save about X% by avoiding our fall price increase."

 If A Prospect Still Says "No," Here Are Some Suggestions:

Here are a few suggestions for people who want to put things off until after the summer.

1. Mail them a thank you for your time card via snail mail.
2. Schedule a follow-up call for the first week of September.
3. Add their email address to your weekly email drip marketing campaigns; this will keep your company's name in their mind, helping to build trust, credibility, and brand recognition.
4. Send them relevant information (educational information) about their industry, versus sending off a bunch of e-mails asking, "Are you ready to buy yet?"

Executive Summary: If a prospect is delaying their decision to buy from you (or meet with you), we recommend offering an alternative close. By doing so, you will most likely find the underlying cause of why they are not ready. Remember, people like "special bundle deals” as it makes them feel good about getting more value.

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.

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