How To Generate More Referrals From Your Database Of CPAs
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 383
• Time To Read: 1.5 Minutes

CPAs are one of the most trusted advisors for a business owner; therefore, tax season is the perfect time to develop a formal CPA strategy to help augment your sales.

Read What Other Payroll Services* Are Doing.

Click on each link* below to learn how these payroll services are partnering with the CPA community.

• ADP’s Revenue Share Overview
• ADP's Mutual Non-Disclosure Agreement
• ADP's MAJOR ACCOUNTS SERVICES - MASTER SERVICES AGREEMENT
• Paychex CPA.com Partnership Program Brochure
• SurePayroll's Pricing Brochure For CPAs
• Paychex Major Market Services Agreement
• Paychex’s Partner Program For CPAs
• Fidelis Payroll’s Partner Program
• Gusto’s CPA Program
• Surepayroll’s CPA program
• Escalon Payroll Solutions CPA Program
• Capital Payroll’s CPA Program
• Payday Payroll’s CPA Program
• Cirrus Payroll’s CPA Program
• Resolution Payroll’s CPA Program
• CPA Partner Payroll’s CPA Program
• Entrust's CPA Partnership Program
• Journey Payroll's CPA Partnership Program
• Paychex's AICPA Partnership Program
• Paycor's CPA Partnership Program
• Pacific Payroll Group's CPA Partnership Program

*Click on the links above before the URLs are disabled.

The 5 Do's Of Working With A CPA.

#1. Do tell a CPA the things that make your payroll service unique in the marketplace.

#2. Do tell a CPA how you can reciprocate with referrals.

#3. Do tell a CPA about your revenue-share program (if appropriate).

#4: Do tell a CPA about easy access to their clients’ reports.

#5: Do share written testimonials from other CPAs in the area.

The 4 Don’ts Of Working With A CPA.

#1. You don’t want to compete with a CPA for accounting or bookkeeping services. If you do, it needs to be addressed with a formal non-compete agreement.

#2. You don’t want to be a nuisance (with phone calls) during tax season.

#3. You don’t want to expect a referral overnight as it takes weeks/months to gain a CPA's trust.

#4. Don't assume your salespeople are staying in contact with your database of referral partners as most salespeople give up way too early in the sales process.

Executive Summary: If you are an owner or a sales leader take a moment from your day and do the following:

1. Develop a written sales/marketing plan AND budget that targets the CPA community.
2. Create a series of metrics/reports to monitor your CPA/referral partners' success. Remember, the troops do what the company commander monitors.
3. Hold yourself AND your salespeople accountable for hitting targeted sales goals.

P.S. #1: A CPA has the power to recommend you/your payroll service to dozens, if not hundreds, of business clients.

P.S. #2: The proposal close rate from a CPA referral is north of 75%; that's right 75%!

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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