Thursday, October 30 2014
8 Eye-Opening Questions For All Payroll Sales Leaders
This is a perfect time of the year to look at your sales strategies, marketing campaigns and sales tools. If not, you are putting your payroll service at risk and 2015 may turn out to be an “average” year at best when it comes to acquiring new payroll clients.
It’s Time You Stopped Hoping Things Will Change.
All too often, many sales leaders tell me they are hoping for a turnaround with their sales and/or salespeople. My typical reply is this: “The only way your sales needle will move in a positive direction is for you to take action and do something different.” I then ask them a series of questions that go like this:
8 Questions I Ask All Payroll Sales Leaders:
Are You Happy With Your Answers?
If not, you should seek out a professional who can help you create or fine-tune your sales and marketing strategy. 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 on an intermittent basis at best.
Executive Summary: If you do not know the answers to the questions above, or if you are unsatisfied with them, it means you and your salespeople are underleveraged in the marketplace. Should this be the case, your salespeople are losing 15% to 50% of their sales revenue per year by not being plugged into an automated marketing system. About The Author
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of
To learn how we can help your payroll service increase its sales, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577. Thursday, October 30 2014
3 Things Every Payroll
By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker
In my book “Supercharge Your Payroll Service’s
#1: They Take Charge And Measure Their Sales Team’s Performance Metrics. If you are an owner or sales leader, take charge of your sales team's performance metrics on an objective basis (it is amazing what happens when you do).
Here are some non-subjective reports you should consider tracking for your sales staff:
#2: They Have Mandatory Phone Time. The #1 thing you can do with your sales team is to get them to spend more time on the phone calling prospects and referral partners. Specifically:
#3: They HIGHLY Reward A Hunter's Mentality. Pay a salesperson for their sales success with a commission plan that rewards over performance. Additionally, run monthly sales bonuses for hitting certain level of sales, i.e., first sale over $X, first sale of the month, most new sales for the month, etc.
Executive Summary: At the end of the day, salespeople need to be managed and measured just like everyone else at your payroll service. In an industry where 66% of all salespeople quit or are fired within 9- to 12-months of their hire date, it is imperative to measure what you inspect.
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of
To learn how we can help your payroll service increase its sales, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577. Thursday, October 30 2014
Marketing Ideas For
Independent payroll service bureaus don’t have the deep-pockets the big national or regional players do; however, with a little creativity and mindful spending, the impact can be just as great on the local level.
The Key: Build Mind-Share Not Market-Share.
By taking advantage of the marketing opportunities that are low-cost, you can easily build mind-share with your database of payroll clients, prospects and referral partners. That being said, I have listed below ten lost cost ideas to help build mind-share with your marketing databases AND help increase your payroll service’s sales in less than 24-hours.
In my book “Supercharge Your Payroll Service’s
About The Author
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of Thursday, October 30 2014
How To Dominate
How many payroll services do you compete against on a local, regional and national level? And of those, how many are targeting the same prospects and referral partners as you do with comparable pricing? As we both know, the answers are a lot.
One More Question.
How many of these same payroll services are getting better sales results than you? Most likely, a lot. If they are, it means this: They have a better sales and marketing process than your payroll service.
It Could Be Due To These Factors:
Now Ask Yourself This: How Can Your Payroll Service Do Things "Better?"
One of the simplest things you can do is ask yourself if there is a better way to increase your sales. Here are some questions to help get you and your team focused:
By the way, when you come up with the answers to these questions, and implement these changes, you will oftentimes dramatically increase your sales.
Executive Summary: There are many ways to increase your payroll service's sales; however, the key is to invest 2 to 3 hours in the next several days to uncover them. Remember, your prime selling season is now.
P.S. 90% of the payroll services you compete against will continue to implement the same worn-out sales and marketing strategies; therefore, your market is wide open and it is waiting for your payroll service to dominate it.
About The Author
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of Thursday, October 30 2014
9 Tips To Supercharge
If you want to hit your sales revenue goals in the next 12 months, all experts agree that you need a plan that deals with your payroll service’s sales and marketing weaknesses head on. To help you address any shortcomings you or your payroll service may have, I have listed below nine tips to help your payroll service become a sales and marketing powerhouse!
Tips #1: Write Better Marketing Copy. The reality is that most people that work for you, or that you hire as a consultant, do a poor job at writing marketing copy for a payroll service. So what happens next is this: Your payroll service starts to look like a small, "me too" business. If you don't believe me, print out the home pages from ADP, Paychex and any of your local/regional competitors. Now compare it to yours.
Here are some links to reference:
Tip #2: Develop Written Sales And Marketing Goals. All too often, business owners and sales leaders are focused on running things on a day-to-day basis. Therefore, they forget the importance of writing their goals and training their entire staff to do the same.
When writing your goals, try to keep it to one to three pages. Once you have written your goals, share them with everyone at your business (you can access a sales and marketing strategy template in my new book, “Supercharge Your Payroll Sales NOW!).
Tip #3: Know That Everyone Needs To Take Action. No matter how busy you are, set aside 5 to 15 minutes a day and reread your goals. Remember, the key to hitting your goals is to take action. Want you staff to hit their goals? Remember this: Inspect what you expect. That said, keep your staff accountable for hitting their goals too.
Tip #4: Give Your Website A Marketing Makeover. Does your website reflect the things that make your payroll service awesome and unique in the marketplace; or is your copy outdated? Do your graphics look current, or are you using a design from five years ago? Does it open quickly on smartphones and tablets? Make the necessary changes to modernize and upgrade your website.
Tip #5: Take Charge Of Your Objective Sales Metrics. If you are an owner or sales leader, take charge of your sales team's performance metrics. Here are some non-subjective reports you should consider developing:
Tip #6: Create A Mandatory Sales Follow-Up Plan. The #1 thing you can do with your sales team is to get them to spend more time on the phone. Specifically:
Tip #7: Highly Reward A Hunter's Mentality. Pay a salesperson for their sales success with a commission plan that rewards over performance. Additionally, run monthly sales bonuses for hitting certain level of sales, i.e., first sale over $X, first sale of the month, most new sales for the month, etc.
Tip #8: Install An Automated Drip Marketing System. Our research has proven that 99% of all salespeople stop calling a prospect after their third unsuccessful attempt at moving the sales process forward. That said, make sure you develop a lead nurturing system to ensure your payroll service maintains contact with a potential new sale.
Tip #9: Ask For Referrals: If you don't ask your customers or clients for a referral, they won't send a lot, if any, your way. If you would like to have your customers be an advocate for your business, then send them BOTH and email and postcard asking them to refer you to someone they know. Accelerate your results by adding a gift card to the campaign.
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.
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of |