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Monday, May 15 2023
 Payroll Service Newsletters: How To Write
Writing content for a payroll newsletter requires a balance between providing valuable information and engaging your readers. That said, I have listed a step-by-step guide below to help you write effective content for your payroll newsletter:
Summary: Remember to analyze the performance of your newsletters by monitoring open rates, click-through rates, and reader feedback. This information will help you refine your content strategy and create even more engaging newsletters in the future. About The Author: Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners. 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, May 15 2023
 6 Steps To Help You Become A
In today's competitive business landscape, establishing your payroll service as a subject matter expert (SME) can provide significant advantages. More importantly, being a SME plays a key role in attracting new payroll clients AND referrals from your database of referral partners, i.e., CPAs. And by sharing your expertise and insights, you will gain visibility and credibility as an industry leader. 6 Steps To Help Position You/Your Business As A SME. #1: Develop Deep Industry Knowledge To position your business as an SME, it is crucial to have comprehensive knowledge of the payroll service, timekeeping, and HR industry. Stay updated on industry trends, regulatory changes, best practices, and emerging technologies. I also recommend attending/speaking at industry conferences, seminars, and webinars. Also, don’t forget to write blogs for your website and partners. #2: Specialize and Identify Your Niche Identify a specific niche within the payroll service industry where you can focus your expertise. This could be a particular sector, such as healthcare or retail, or a specific aspect of payroll, like compliance or payroll software solutions. Specializing allows you to differentiate your business from competitors and showcase your in-depth payroll, timekeeping, etc., knowledge. #3: Create Valuable Content Sharing high-quality, informative content is a powerful way to establish yourself as an SME; therefore, it is important to create blog posts, articles, whitepapers, case studies, e-books, and video tutorials related to the payroll, timekeeping, HR, and related industries your target audience should read. You can distribute your content through your website, social media platforms, industry publications, and relevant online communities to reach a wider audience. #4: Engage in Thought Leadership Actively participate in industry seminars, webinars, conferences, etc. Don’t forget to seek opportunities to be a guest speaker or panelist at conferences, webinars, or podcasts. Offer to write guest blog posts or be interviewed by influencers in the payroll service industry. #5: Leverage Customer Success Stories Obtain testimonials from satisfied clients and showcase them on your website and marketing materials. Actively engage with your clients, listen to their feedback, and continuously improve your services based on their needs. Positive customer experiences and testimonials can significantly enhance your reputation and attract new clients. #6: Network And Join Industry Events Building a strong professional network is vital for positioning yourself as an SME. Attend industry events, join relevant associations and organizations, and actively participate in networking opportunities. Don’t forget to consider joint partnerships to expand your reach within the industry. Summary: Becoming a subject matter expert in the payroll service industry requires dedication, continuous learning, and a strategic approach. And by deepening your industry knowledge, specializing in a niche, creating valuable content, leveraging customer success stories, networking, and investing in professional development, you can position your business as a trusted authority in the payroll service industry. Establishing your SME status will enhance your brand reputation, attract clients, and open doors to new growth opportunities. About The Author: Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners. 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, May 01 2023
 How To Write Great Content For
As the payroll industry continues to grow and evolve, it is essential for clients, prospects, and referral partners to stay informed about the latest developments, HCM trends, government / IRS regulations, and new technology. And because of this, sending them a newsletter can be an excellent tool for keeping them up-to-date with important news and best practices.
In summary, creating great content for your payroll service newsletter requires a clear understanding of your audience, concise writing, informative content, real-life examples, visuals, engagement, and consistency. By following our guidelines, you can create a newsletter that is both informative and engaging, and that helps your readers to stay up-to-date with the latest government regs, compliant with HR-related laws, etc. About The Author: Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners. 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, May 01 2023
 6 Tips To Read Before
Selling a payroll service business can be a complex process, but here are some steps to consider: #1: Determine the value of your business: You should start by valuing your payroll business by talking with an independent broker and other owners who have sold their payroll business in the last 12 months. Factors that will affect your value: The number of clients on file, what services you sell to each client, pricing, each client's annual revenue, if a small percentage of clients generate a large portion of your annual sales, etc. #2: Prepare your financial records: Your financial records should be in order, including your P/L statements, balance sheets, and tax returns. #3: Find potential buyers: There are several ways to find potential buyers, including talking with a broker, your network, employee(s), back office license holder, and your industry colleagues who have sold their payroll business in the past 12 months. #4: Interview potential buyers: You should interview potential buyers to ensure they have the financial means to purchase your business and have the expertise to operate it. You also need to determine what will happen to your staff, i.e., being part of the purchase or they need to find new employment. #5: Negotiate the Letter of Intent (LOI): Once you have identified a buyer(s), you will need to negotiate a letter of intent (LOI). As I tell my brokerage clients, the best deal is when the owner thought they didn't get enough AND the seller thought they paid too much. #6: Finalize the sale: After negotiating your LOI, you will need to finalize the sale with the new owner. Unfortunately, this is where many deals go sideways, as the buyer starts to add new terms to the agreement, i.e., working capital in a checking account, defining when a client becomes their "client, capping the purchase price, etc. Important Points To Read:
About The Author: Glenn Fallavollita is a highly acclaimed keynote speaker renowned for delivering invaluable sales and marketing advice to business owners and sales leaders, enabling them to win more payroll sales and produce more referrals from their database of clients and referral partners. 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, January 03 2023
 How To Increase Your e-Mail
Are you concerned that your e-mail marketing campaigns aren’t being opened by your database of payroll prospects and/or referral partners? If you are, you will find the strategies I have below of tremendous value. Factors Affecting E-mail Open Rates. Many factors will influence the open rate of an e-mail campaign. They are:
7 Subject Line Tips:
How To Do An A/B Test:
If you are unhappy with your e-mail open rates, take a moment to change things up. Conversely, if you are happy with your e-mail open rates, you can always do better. 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. Copyright © 2022 Tuesday, December 20 2022
 5-Steps To Help You Close
Most payroll salespeople stop following up on a proposal after one or two attempts at moving the sales process forward. Therefore, if you are a sales leader for your payroll service, it would be in your best interest to train your sales team on the steps below, especially when you consider the staggering statistics below. How Many Contacts Does It Take To Close A Sale?
Try This 5-Step Proposal Closing Process: If you are in sales (or a sales leader), you might find the process I have outlined below of value:
Other Steps (For Sales Leaders):
Click here for a sample "Thank You" greeting card via Amazon.com. Send This e-Mail Within 24-Hours Of Delivering A Proposal. Dear (first name), Thank you for the opportunity to earn your business this week. By the way, I have attached a few items you might want to read:
Again, thank you for giving us the opportunity to earn your business! Warmest Regards, (Your name, title, etc.) Executive Summary: During your next one-on-one meeting with your salespeople, ask each person to give you their proposal pipeline report. Now, ask each salesperson these two questions: 1. “When will this company make a buying decision?” After listening to their answers, this e-mail will make complete sense to you. 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. Copyright © 2022 Thursday, December 15 2022
 3 Tips To Get More Payroll Prospects
The people who buy what you sell spend 40% - 50% of their day dealing with their inboxes. That being said, e-mail marketing is a great way to reach your database of prospects, clients, and referral partners, i.e., CPAs. To help your business get more people to open your next e-mail marketing campaign, I have listed below a few tips you might want to read and share. Tip #1: Segment Your List - The first thing you need to do is segment your list by the target audience, as this will help you deliver messages that are more relevant to a reader. Plus, it will make it easier to track the success of your campaigns and identify which groups are most interested in your products or services. Here are a few ways to segment your e-mail databases:
Tip #2: Send e-Mails At The Right Time - The day and time that you send an e-mail campaign has a direct correlation to its open rate. With that in mind, it’s a good idea to use a tool to help you send a campaign between 8:00 am to 9:00 am or 2:45 pm. IMPORTANT: We’ve had the most success sending our clients’ campaigns on a Tuesday with a follow-up campaign to the subscribers who didn’t open the original campaign on a Friday. Sure, there are exceptions to this rule, but after sending 131 million e-mail messages, I am sharing what works for our clients. Tip #3: Use A Great Subject Line - A subject line is a headline for the reader; therefore, it’s crucial to write a subject line that will get someone's attention. Here are some tips for your next subject line:
About The Author: Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help 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. Tuesday, December 06 2022
 e-Mail Marketing: Why It's A
A proactive e-mail marketing strategy has proved to be more cost-effective than social media marketing. Don’t get me wrong; social media is still a great way to connect with your audience; however, e-mail marketing remains on top when it comes to the positioning of you / your payroll service as a subject matter expert. 5 Benefits To e-Mail Marketing.
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. Friday, September 16 2022
 Why Your Payroll Company’s VP of Sales
When hiring a sales leader for your payroll service, you want to ensure your VP of Sales is a great salesperson. If not, there is a good chance they won’t perform well for you. “But Glenn, Aren’t All VP of Sales Great At Selling?” No! Here’s why: Let’s say you are interviewing 10 candidates who claim they have increased sales tenfold at XYZ company. What they aren’t telling you is this: They worked for a larger, more well-established payroll, HR, PEO, or tech company that had a large client base and a loyal referral partner base (AKA sales lead machine). Unfortunately, if you are a smaller payroll/HCM business with only a handful of salespeople, you want to avoid hiring a sales leader that can’t sell, no matter how strong their resume or LinkedIn profile looks. Trust me when I say, “small payroll services are not like Fortune 1,000 businesses or companies with a large client/referral base.” If Your VP of Sales Can’t Sell, Here Is What Will Happen.
8 Tips When Hiring A VP of Sales:
What Their Answer Should Be On Question #8:
Summary: Sales leaders who aren’t great salespeople tend to be a costly endeavor for the smaller payroll service bureaus – and blame the poor sales on their sales staff and how nobody knows who your company is. Conversely, the VP of Sales who is both a great manager and a solid salesperson will figure out your problems fast and correct your revenue problems. P.S. Be careful of hiring a VP of Sales who only worked at a large company with a larger client/referral partner database. Although they are good for many things, they just won't be good for 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. Friday, September 02 2022
 Before You Sell Your Payroll Service
So, you have built a successful payroll service, and you are now considering the idea of selling your business to one of your children(s). And as with many decisions in life, you need to think through the process to ensure a smooth transition to this transaction. Staggering Facts To Consider: According to Businessweek.com, 2010…
In an article by Beau Ruff, Cornerstone Wealth Strategies, he wrote the following: Gift Rules Apply "A business can be gifted, but how does one determine if any part of the business transition is a gift?
To read this article in full, CLICK HERE. Reasonable sale price?
Accordingly, this sets the floor for the minimum long-term interest to be charged on the sale of the business to avoid the implication of the gifting rules. Favorable timeline Parents often structure these sales with the minimum amount of down payment, carry the loan for a period longer than a typical third-party sale, and charge lower interest on the contract balance.
Partial gift A common misunderstanding regards the limits of gifting.
To read this article in full, CLICK HERE. 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. |
