6 Tips To Better e-Mail Marketing Results
For Your Payroll Service Or HCM Biz
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 352
• Time To Read: 1.4 Minutes

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.
2. Proof your campaign 2X.
3. Avoid using “No-Reply” in the sender's e-mail address field.
4. Remove These e-Mail Addresses.
5. Clean your e-mail database.
6. Link your e-mail’s low-risk offer to a landing page.

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.

6 Payroll Prospect PowerPoint Tips
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 217
• Time To Read: 53 Seconds

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:

1. What does the payroll platform look like?
2. Your conversion process: Steps, timetable, onboarding employees, what’s needed, and date of the first payroll run.
3. Employee Self Service: How an employee gets their pay stub, PTO days, personal background info, etc.
4. How does the direct deposit process work?
5. What your platform looks like when entering payroll information?
6. What does the PC, tablet, and mobile version look like to the payroll manager?

Other Tools To Consider Are:

• Website—Consider having the following pages:
  • Services provided
  • Refer-A-Friend
  • Refer-A-Business Client
  • How To Receive A Quote
  • Industry Solutions
  • Time And Attendance Solutions
  • Resources
  • State And Federal Resource
• Social media—Create a Facebook and LinkedIn page.
• Google My Business (GMB)— GMB is a free, dedicated business listing space on Google that can boost your local online presence.
• Phone Call Follow-Up – You need to assign someone the task of following up all sales leads, proposals, referrals from your clients and CPAs.

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.

How To Create A Newsletter
For A Payroll Service or HCM Business
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 373
• Time To Read: 90-Seconds

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.

6 Tips For Hiring A Sales Hunter
For Your Payroll/HCM Biz
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

• Word Count: 493
• Time To Read: 2 Minutes

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.

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.

7 Reasons Why Your e-Mail Campaigns
Aren’t Generating Any Sales Leads Or Referrals
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 598
• Time To Read: 2.4 Minutes

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:

• After sending an e-mail marketing campaign, i.e., press release, intro letter, etc., create a list of e-mail addresses/contacts who opened or clicked on a link.
• Provide your sales team with a script to use during their phone blitz session.

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:

• Create an engaging subject line.
• Send an educational message (versus selling something).
• Use your company’s name in the “from” e-mail address field.
• Use headlines and sub-headlines when writing copy.
• Add a high visibility low-risk offer or call-to-action.

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:

• Keep your cadence of e-mails from one per week or every other week.
• You can send more e-mails to your database of active clients versus a purchased list of e-mail addresses.

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:

• Segment your e-mail list by clients, prospects, chamber members, past clients, referral partners, etc. Once done, develop a series of e-mail marketing campaigns for each database on file.
• Personalize your e-mail campaigns using someone’s first name, last name, and company name.

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:

• During the design stage, write five low-risk offers to use (keeping it relevant to your target audience). This could be an exclusive trial offer, whitepaper download, special purchase price, etc.
• Add a coupon or headline offer within the body of a campaign.

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:

• Plan a campaign’s message/low-risk offer based on its target audience.
• Test different subject lines, copy, low-risk offers, send times, databases, etc.
• The time of the day and the day of the week will significantly impact a campaign’s “open and click-through rate.”

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:

• Make it a priority to build your e-mail database of clients, prospects, referral partners, past clients, dealers, etc.
• If you have a sales team, make sure each salesperson is expanding their database of prospects, referral partners, chamber members, etc., every week (sales leaders need to measure this number). And not with @aol.com, @yahoo.com, info@, etc., e-mail addresses. 

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.

10 Tips To Improve Your Payroll Service's e-Mail Open Rates
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

• Word count: 323
• Time to read: 90 Seconds

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:

• Use headlines, sub-headlines, and bullet points.
• Keep your paragraphs to three to four sentences.
• Keep a sentence word count to less than 15 to 17 words.
• Keep your overall message count to 350 words.
• Only use two to three types of fonts.

#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.

14 Tips Survival Tips
For A Payroll Service Salesperson
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

• Word count: 633
• Time to read: 2.5 minutes

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!

What Does It Take To Survive As A Payroll Salesperson?

1. Be An Advocate For Your Payroll Prospects: More often than not, I have seen salespeople who put their customers'/prospects' needs first absolutely crush it. Relationship-minded salespeople understand and relate to their clients and focus on adding value to the relationship.
2. Become A Great Storyteller: Winning payroll salespeople tell great stories…stories of how their product or service helped other businesses solve a problem and questions on the things that are important to a prospect.
3. Deliver Every Proposal In-Person/Zoom: When giving a proposal for what you are selling, provide a prospect with a minimum of two options, either in person or via a screen share program. You significantly reduce your odds of closing a proposal if you e-mail it to a prospect and wait for their response.  
4. Don’t Be Pushy: Focus on getting to know a prospect’s business and not on being their buddy.   Although a proactive follow-up process is good, and it shows you have an interest in earning their business, don’t make your approach too aggressive as it will do more harm than good. 
5. Get To The Office Early: One of the best tips that I would give any salesperson is this: Arrive early to work as it will allow you to get to know your managers on a more personal level. More importantly, you can get more “dials” before our co-workers get to the office. 
6. Keep Score Of Your Sales Results And Sales Activities: The reality is that you need to track what you are doing on a day-to-day basis. This should include the number of calls you made to your database of prospects, proposals you have sent and closed each week, your proposal close rate, the number of NEW appointments you had each week, etc. And once you start keeping score, you will see what is and isn’t working.
7. Know What You Are Selling: If you know the business problems your product or service solves, you can have an immediate impact on a business. This is something decision-makers love to hear from a salesperson.
8. Plant A Seed Of Doubt: When talking with a prospect who believes they are happy using a competing product or service, ask a few questions that might create doubt in their mind.
9. Make More Prospecting Phone Calls: Spend 4 to 10 hours a week making calls to follow up with your database of prospects, referral partners, prospects that have a proposal, etc.   
10. Watch What Your Top Selling Salesperson Is Doing: I recommend shadowing your top-selling salespeople so you can see firsthand what they are saying and doing. 
11. Become A Trusted Resource For Your Prospects/Referral Partners: People love doing business with people they like and trust. Use an educational approach to selling.
12. Start Asking Better Business Questions: Sales is more about listening than talking. To become a better listener, focus on asking questions. Also, it would help if you took lots of notes as it projects a positive image. When you chat with a friend, waiter, or waitress, practice asking them questions.
13. Your Sales Pipeline Is Your Life: In sales, it is all about what you sold today. After a sale, do your happy dance and get a few high-fives; then go back to building your sales pipeline. Use an Excel sheet to keep track of your proposals by month. 
14. Put Away Your Personal Phone: One of the best things you can do is this: Put your phone away when making your follow-up calls. You and I both know it’s a huge distraction if you don't! 

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.

10 Tips That Will Jump-Start Your Payroll Sales
 By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 182
• Read Time: 43 Seconds

If you want to improve your sales performance and ensure your survival in today’s competitive payroll sales environment, I have listed several tips below (in no particular order) to help you master the sales profession.

Your 10 Payroll Sales Tips:

1. Set sales revenue/unit sales goals for yourself.
2. Keep a weekly score of your sales activities/proposals. 
3. Create a massive e-mail database of customers, prospects, and referral partners.
4. Develop a Unique Selling Proposition (USP) statement (AKA your Elevator Pitch). 
5. Become better at asking questions during a sales call. 
6. Know your competition cold. 
7. Focus on the correct type of prospects and/or referral partners. 
8. Improve your prospecting and networking skills. 
9. Make more phone calls to your database of prospects and referral partners. 
10. Build a Business Development Center electronic file that contains proposal templates, testimonials, pricing, sales brochures, etc. 

The payroll sales environment moves in the blink of an eye, from new competitors emerging, competitors lowering the price of similar products and services you sell, a new technology that makes your payroll or timekeeping solution look obsolete, to a competitor receiving a large sum of capital from an investor. 

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.

5 Tips To Help You Write A
Money-Making e-Mail Campaign
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

• Word Count: 472
• Time To Read: 1.9 minutes 

To help you deliver a better e-mail marketing message, I have listed below a few tips, based on sending more than 113 million e-mail campaigns for our clients.

Tip #1: Segment Your Databases. 

The number one thing you can do is segment your e-mail databases by target audiences, e.g., clients, past clients, prospects, and referral partners. Remember, you cannot say things to a client that you could say to a prospect and vice versa.

Tip #2: BEFORE You Write A "Prospecting" Campaign, Ask Yourself These Questions.

• What things will trigger a prospect to start looking for a product or service that we sell?
• What are the most critical business problems our products/services solve(s) and how does it save our clients money or time?
• What are the titles of people we are targeting, e.g., Owners, CFOs, HR Directors, etc.?

After you have answered each question, start using your answers as the basis for your messaging.

Tip #3: Select The Themes Of Your Campaign.

After you have segmented your databases into groups, start writing down the type of "campaign theme" that makes sense to send each database on file (see below).

Prospect Specific Campaigns

• Client testimonials
• Free whitepapers, buying guides, forms, etc.
• How to (buy, hire or switch) what we sell
• Introduction letter
• Meeting request
• Newsletters
• Press release on a newly hired salesperson
• Service or product spotlight
• Employee spotlight

Client Specific Campaigns

• Free whitepapers, buying guides, forms, etc.
• Newsletters
• Performance survey
• Press release on an upgraded service/product or new service/product
• Press releases on new feature or service
• Refer us to someone you know
• Service or product spotlight
• Employee spotlight
• Thank you for your business letter 

Tip #4: Select A Low-Risk Offer Or Call-To-Action.

After you have created your e-mail marketing campaign, you now need to add a low-risk offer or call to action. Why? Because it will help someone take the next step in the buying process or learn more about the value your business brings to the marketplace

Tip #5: Proof Each Campaign BEFORE You Press The Send Button

Before you press the "send" button, you need to proof your e-mail campaign using the following steps:

• Print your final campaign.
• Printed the printed proof to two to three people for proofing.
• Wait about 24-hours and make one last pass at proofing your campaign; it's amazing what you will catch the next day!

Executive Summary: You can no longer rely on generic "one-size-fits-all" e-mail newsletter blasts to generate a sales lead for your business; therefore, it is imperative to put some thought into your content messaging.

As I tell all our payroll clients, "What you say, how you say it, who you say it to, and the frequency you say it will all play a huge role in reader engagement."

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.

3 Of The Most Powerful Words In Payroll Sales
(Why, What, And How)
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 249
• Read Time: 60 Seconds

Do you want to know the keywords or phrases to use during your sales call discovery process? Well, here they are:

#1= Why - When used at the beginning of a sentence, it requires someone to answer your question(s)...

• Why did you decide to hire…?
• Why are you using this service?
• Why are you doing it this way?

#2 = What - When used at the beginning of a sentence, you can get someone to rationalize a decision...

• What was the reason for using this time clock?
• What are you responsible for when it comes to…?
• What’s stopping you from changing payroll services or HCM companies?

#3 = How - When used at the beginning of a sentence, you can get someone to explain a process or cost-related data...

• How much is this costing you?
• How did their payroll conversion process go for you?
• How do you track labor costs?

7 Question-Asking Sections: 

The questions above can be separated into sections, which I refer to in my book, Stop Whining And Start Selling, as listed below:

1. Current Situation Questions
2. Current Problem-Related Questions
3. Financial Questions
4. Pain Solving Questions
5. Closing Questions
6. Overcoming Objection Questions
7. Next Step Questions

Important Note: Always add value to the sales discovery process by providing some recommendations or simple ways to improve/save money. If you leave a payroll or HCM prospect with a positive impression, they are more likely to call you when they become ready to make a buying decision. 

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.