If a prospect cannot determine what makes a payroll service any better or different from everyone else, more often than not, they will base their decision to switch solely on price. And if you want to avoid looking like a ‘me-too’ payroll service and avoid the dreaded ‘quote and hope’ proposal process, I have listed three suggestions below to help you and your sales team become better at winning more payroll sales and referrals.
How To Gain A Competitive Advantage.
Tip #1. Narrow Your Sales Focus For Your Sales Team. By having a more specific market focus, your payroll service will have an immediate competitive advantage. Why? When you service a specific market, it becomes easier to stand out from the competition that only focuses on the masses.
By focusing on a specific industry, you will become an expert in that space. To help you accomplish this, I have listed below a number of suggestions.
Tip #2. Become A Problem Solver For Your Clients. When you focus on a specific issue/challenge in a market, with time and the right marketing strategy, you will become a true partner for your clients. Here are some steps to take:
Tip #3. Become Results-Driven For Your Clients. The ability to deliver specific results is a compelling proposition in the marketplace. If you can factually say that your company can help deliver and/or achieve specific results, you will be noticed.
Executive Summary: When you position your payroll service with these strategies in place, you will have a more compelling story to tell. This in itself is a huge competitive advantage for any payroll service willing to take these extra steps.
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.