The New Normal For A Payroll Salesperson
(Forward To Your Sales Leader And Sales Team)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 215
• Time To Read: 54 Seconds 

Before COVID-19 hit, winning payroll salespeople were cranking-out calls, dropping by a CPA’s office, and shaking hands with new prospects and referral partners. Not any more!

A New Sales Strategy Is Needed During The COVID-19 Crisis.

If you are an owner or sales leader of your payroll service business, you need to take a proactive step in developing (and teaching your salespeople) the following:

1. How to go through a fact-finding process, i.e., your discovery process, with a new prospect. 
2. Online sales presentation, i.e., webinars.

Excellent Fact-Finding Skills Will Help You Close More Sales.

All experts agree that great investigative questions will help a person close more business. That said, here are the core components of this process:

• Current situation questions.
• Problem questions around a person’s current situation.
• Financial impact questions around a person’s current situation.

The Value Your Payroll Service Provided Yesterday Isn’t As Relevant Today.

What you sold yesterday is no longer relevant as business owners, CFOs, and office managers now need:

• Touchless time clock systems.
• PPP help and special payroll-related reports.
• Employee Self Serve portals.
• Payroll bank cards.
• Seamless direct deposit service.
•  _______________.

If you are managing a sales team or you are a salesperson at a payroll service business, I highly recommend stepping back and reevaluating your sales strategy. If not, you will see less than stellar sales results in 2020. 

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.

How To Survive COVID-19: After Cutting Expenses,
Look For New Revenue And Technology
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 215
• Time To Read: .9 Minutes @ 250 Words Per Minute

Winning business owners know they need to adjust their sales and marketing strategy to help generate new income. That’s right, sales and marketing 101.

How Technology Has Helped Other Businesses.

Have you told your clients (or prospective clients) that you can offer an easy-to-use mobile app to pay their employees? If you haven't it might be time. Now here’s some sound advice to consider:

• Never stop listening to what your customers want or need.
• Always look for ways technology can leverage and streamline your operation or increase sales.

How To Keep The Customers You Have:

• Offer a bundle deal on a product or service.
• Offer a discount for a product or service, i.e., employee background checks, etc., that can be used at a future date.
• Ask your customers what type of other services your business can provide them (over the phone or via an online survey).
• Consider new verticals.  If you are a CPA firm, can you offer an hourly rate package to help businesses negotiate their leases (especially if you know of what local lease rates run per foot).
• Consider a temporary moratorium of your payroll processing fees for 60- to 90-days.  Remember, retaining your current payroll clients is a lot less expensive than finding new ones.
• If you sell a product, offer a high-value-low-cost service.
• If you sell a service, offer a high-value-low-cost product. 
• Call your tier 1 clients and thank them for their business.

About The Author:

Glenn Fallavollita is a payroll industry sales and marketing expert and a nationally recognized keynote speaker providing money-making advice to help HCM and payroll professionals build more profitable relationships with their database of referral partners and clients.

Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written three books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, 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

How The Coronavirus Just Changed
Your Sales And Marketing Strategy
(By Glenn Fallavollita, President of SellMorePayroll.com)

• Word Count: 118
• Time To Read: .5 Minutes (@ 250 Per Minute)

The coronavirus has triggered an avalanche of actions. From the stock market decline to people buying toilet paper in bulk. Here's another issue: Face-to-face sales calls and networking meetings are going to be a thing of the past for the next 14 - 30 days (now read what's listed below).

6 Tips To Implement And Do NOW: 

If you want to keep your salespeople busy over the next 14- to 30-days, here is what I suggest.

1. Survey (via phone) your local market to uncover the businesses that are using a payroll service.
2. Conduct a series of webinars (every week) to keep your brand in front of your prospects and referral partners (click here to request a list of nine (9) webinar titles).
3. Get your salespeople on the phone following up with their database of prospects and the proposals they have in play.
4. Send out an e-mail invitation to attend your webinar series (with a phone blitz follow-up campaign to maximize attendance).
5. Roll out a COVID-19 Business Relief Package (offer new clients discounted payroll processing for the next 90 days). After this campaign has been sent, follow up with a phone call.
6. Send the abovementioned campaign to your database of referral partners so they can offer it to their business clients. After this campaign has been sent, follow up with a phone call.

If you are looking to keep your pipeline full, you need to take action today for what's coming over the next few weeks.

P.S. If you need to secure an e-mail marketing database of local prospects (with job titles, phone #'s, etc.), call SellMorePayroll.com today.

About The Author:

Glenn Fallavollita is a payroll industry sales and marketing expert and a nationally recognized keynote speaker providing money-making advice to help HCM and payroll professionals build more profitable relationships with their database of referral partners and clients.

Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written three books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, 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