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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. 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. Thursday, February 17 2022
 Payroll Sales Leaders: 3 "Must-Read" Sales Studies
Here are three studies all payroll sales leaders and owners need to read: Study #1: Cahners Publishing did a study of 40,000 sales inquiries. Here are the results:
Study #2: According to an article by Work-Learning Research, Sadly, People forget 50% to 80% after one day. What’s worse is this: A prospect will forget 80% of what you tell them on the phone within 60 minutes! Study #3: I did a formal study of 250+ payroll services; here is what I found: Follow-Up Calls Are NOT Being Made:
Sales Staff Turnover:
*At privately-held payroll services. What Do These 3 Studies Mean For Your Payroll Service? Your database of longer-term prospects offers your payroll service 4X more sales opportunities than short-term prospects. Therefore, you need to develop both a short-term AND long-term drip marketing strategy - a strategy that should include a combination of:
Summary 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, February 14 2022
 5 Ideas To Help Generate More Payroll Sales Leads
Many sales leaders, owners, and salespeople in the payroll service industry are hoping for a robust year of sales. Unfortunately, hope isn't a great sales strategy. 5 Money-Making Ideas To Help You Generate More Sales Leads And Referrals.
ADP And Paychex Are Aggressively Going After New Business. That's right; ADP and Paychex are looking to replace their lost clients (and so should you). To view their latest offer, click on the links below. If hope is your sales and marketing strategy, you need to contact us to help you put our proven drip marketing system installed at your business. 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, February 10 2022
 How To Generate More Referrals From Your Database Of CPAs
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. Click on each link* below to learn how these payroll services are partnering with the CPA community.
*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:
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. © Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission. Thursday, February 10 2022
 Sales Metrics: What A Payroll Salesperson Should Track
Do you want to see an immediate increase in your sales? If you do, one of the best things you can do is to start tracking your sales activities (see below):
Now Read This! You need to keep track of what you are doing; if you don’t, you won’t know what is working (or not working). Remember, if you don’t change what you are doing, your sales results will NOT change either. 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 09 2022
 8 Tips For Payroll Salespeople
Working from home is the new norm for many payroll salespeople. And to be successful in this environment, it requires a lot of discipline on your end. To help you (or someone you know) stay focused, I have listed a few essential tips below. #1: Manage Your Distractions - Home office distractions can and will impede your productivity. That said, I recommend finding a quiet place in your home to help stay focused. If your children are young, try and hire a local babysitter to keep them from interrupting you. #2: Talk With Your Manager - There is a good possibility that your manager is also working from home; therefore, maintain communication via phone, e-mail, or text. Additionally, communicate the status of your projects with new clients or sales opportunities you are working on. #3: Build Your e-Mail Database Of Prospects & Referral Partners - You need to work on increasing the size and quality of your e-mail marketing database. Whenever I speak at a conference, I start my workshop off with this line: Show me your prospect and referral partner databases, and I will show you your sales future. #4: Upgrade Your Office Technology - It is in your best interest to work on a PC (vs. laptop) as you can have two to three monitors running at the same time. And if your PC is as old as dirt, spend the $500 - $600 on a new, and faster machine. #5: Track Your Proposals – Your sales pipeline is your life! In order to keep track of your proposals, create an Excel sheet that tracks proposals by month. #6: Be Prepared When Making Cold Calls - In most first-time phone calls, a prospect will give two to three minutes. Because of this, you need to have an engaging opening line. Please note this: Many people are not looking to hire a new payroll service or HCM business; therefore, you need to take a more educational spin on selling. #7: Google Your Competition - Go online to see what your primary competitors are doing to attract new business. Share what you found with your sales/marketing leader and then come up with a better offer. #8: Don’t Get Discouraged - Working from home is tough for most people as rejection is amplified when working alone. Because of this, call your co-workers to see what they are doing. Also, don’t forget to stay connected with your manager. 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 09 2022
 Generate 50% More Payroll Sales At 33% Lower Cost
According to Forrester Research, "Companies that nurture their database of leads make 50% more sales at a cost 33% less than non-nurtured leads." Therefore, it is imperative to set up a drip marketing system to help nurture your database of payroll prospects and referral partners with educational building payroll content. Read These Sales And Marketing Statistics. Before I wrote my book Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You, I studied how 1,000+ businesses and salespeople go about sales and marketing. Here is what I found:
Lead conversion is critical for all sized payroll services, including yours. Therefore, a sales leader needs to:
Bottom line: If your payroll service isn’t top-of-mind when someone is ACTIVELY seeking a new payroll or timeclock solution, a sale will go to another payroll service and NOT yours. Yes, it's that simple; which is the #1 reason you need to have an active drip marketing system running at your payroll service. 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, February 08 2022
 9 Questions All Payroll Sales Leaders Need To Ask (Themselves)
Most payroll sales leaders (and owners) hope their sales issues will disappear or turn around. But, unfortunately, they don't as the only way they can improve their sales problem is this: Take action by doing something different. 9 Questions All Payroll Sales Leaders Need To Ask Themselves: #1: How many of my salespeople are not meeting their quota? Now, ask yourself this: What are my plans to help them generate more sales? #2: What percentage of our clients, prospects, and referral partners have an e-mail address associated with their record? If it's not 100%, ask yourself why. #3: What are our e-mail marketing and social media strategies? #4: What is our strategy to ensure our salespeople are following up on an e-mail marketing campaign, past proposals, etc.? #5: How many formal/scheduled phone-blitz sessions do we have each week? Now, re-read question #1. #6: What type of marketing collateral do we use on a sales call to help reduce price as a focal point or sales objection? #7: How many times a month am I training the sales staff to improve their sales performance? #8: How often do we connect with our database of payroll clients to:
#9: What am I using to track my sales team's proposals, proposal close ratio, and call-in leads? Are You Happy With Your Answers? If not, you should seek a professional like me who can help you create or fine-tune your sales and marketing strategies. By the way, don’t put marketing on your sales team’s shoulders, as research has proven salespeople are notoriously bad writers, and worse, do marketing that tarnishes a brand. 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, February 08 2022
 6 Reasons Why Your Database Of
Right now, a prospect that you or your sales team met in the past is looking to hire a new HCM firm or payroll service. Unfortunately, if they don't remember your business, the sale will go to one of your competitors and not you. 6 Reasons Why Your Payroll Service Has Already Been Forgotten.
Attention All Sales Leaders: Read Reason #6:
How To Automatically Keep Your Payroll Service Top-Of-Mind (PRINT THIS LIST): To help you and your sales team stay top-of-mind in the marketplace, I have listed below some time-tested campaigns below:
Summary: If you want to kick your sales into high gear, consider the following tips:
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. |
