Tuesday, February 15 2022
Drip Marketing: 6 Elements To Your Success
The success of your payroll service’s drip marketing efforts will hinge on six very specific elements:
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. Tuesday, February 08 2022
6 Types Of Discovery Questions
One thing successful payroll salespeople have in common is their ability to ask the right type of discovery questions during the sales process – questions that relate to someone’s problems, needs, desires, wants, likes, and dislikes. The 6 Types Of Discovery Questions Winning Salespeople Use. To help you get better at asking discovery questions during the sales process, I have listed below a group of questions to ask a prospective buyer:
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 07 2022
5 Tips To Follow-Up An e-Mail Campaign
To maximize sales leads and payroll client / CPA referrals from an e-mail marketing campaign, it is imperative to make a follow-up call. To help you do this effectively, check out my five-step follow-up strategy:
Send This e-Mail After Your Voicemail Message. First Name: I just called and left you a message as I wanted to follow up on an e-mail we sent you today about our ____________. If you want to learn how we can (reduce, save, mitigate, increase your ___________), I have a few ideas that will help your business – just return my call or send me off a quick e-mail on the best time(s) for us to talk. I look forward to connecting with you! Name P.S. If you want to read what some of our clients are saying about our ____________, I have attached a few client testimonials for you. What To Do On Friday Morning (My 2/4 Call Strategy). On Friday morning, make a second and final call to the people who didn’t call you back or respond to the e-mail above. 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. |