Drip Marketing: 6 Elements To Your Success
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 267
• Read Time: 64 Seconds

The success of your payroll service’s drip marketing efforts will hinge on six very specific elements:

1. Relevant Content: Provide meaningful, targeted information your audience values—otherwise, they won’t welcome your messages.
2. Frequency: Too many or too few touches can weaken results. Balance is critical.
3. Recency: If a prospect feels overwhelmed by too many messages during the day/week, they will not only ignore you, but also delete all future messages.
4. Blended Marketing Tactics: Integrate e-mail, direct mail, SMS, blogs, social media, meetings, and phone calls to maintain continuous contact.
5. Education-Based Selling Tools: Use educational content materials to build trust and credibility, as these two elements help compress the sales cycle.
6. Proactive Follow-Up Calls: Consistent “Oh, By The Way” calls to your database of prospects and referral partners can and will dramatically boost sales momentum.

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.

9 Factors That Will Affect Your Payroll Service’s e-Mail Open Rates
(Print And Share With Your Marketing Team And Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 206
• Read Time: 48 Seconds

After sending more than 130 million (yes, million) e-mail marketing campaigns for our clients, here are some of the factors that will have a dramatic impact on an e-mail campaign’s open rate.

• #1: Subject Line – Keep it clear, concise, and benefit-driven.

• #2: Sender Name – Use a recognizable and trustworthy name.

• #3: Timing – Test and optimize send times for your audience.

• #4: Frequency – Avoid overwhelming subscribers with excessive email communications.

• #5: Content Relevance – Segment lists to send targeted, personalized content.

• #6: Database Receiving The Campaign: New prospects? Existing clients/past clients? An existing database on file?

• #7: Database Hygiene: When was the last time your database was updated, deduped, and reviewed for bounces?

• #8: Past Reader Engagement: Past reader’s engagement level; was the campaign sent to the people who opened (or did not open) a previous campaign(s).

• #9: Who's Writing Your Content: If the person writing your content is creating a 'wall of words,' it can and will be a turn-off to readers.

IMPORTANT NOTE: If you are sending a mass e-mail marketing campaign to a “non-client” database, avoid Mondays altogether, as they are notoriously a bad day for mass e-mail marketing campaigns.

Best Days & Times To Send An e-Mail Campaign:

• Tuesdays – Thursdays from 8:15 a.m. to 9:30 a.m., 11:30 a.m. - 11:45 a.m., 12:55 p.m., or @ 2:45 p.m.
• Fridays from 8:15 a.m. to 9:30 a.m.

By fine-tuning these areas, payroll service companies can boost engagement, foster credibility, and ultimately drive higher open and response rates.

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.

16 Things Winning Payroll
Salespeople Do Every Morning
(Print And Share With Your Sales Team)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 609
• Time To Read: 2.4 Minutes 

If you and/or your sales team need a reset, start by adopting the habits of winning payroll sales professionals. Below are sixteen proven morning routines that help payroll salespeople stay sharp, organized, and revenue-focused.

16 Things Winning Payroll Salespeople Do Each Morning. 

1. They Get To Work Early: Successful salespeople arrive early to the office to avoid the typical interruptions from their co-workers.

2. They Schedule Time To Make Calls: Successful salespeople look at their calendar and block out times to make their "oh, by the way," follow-up calls/cold-calls/warm-calls to their database of clients, past clients, hot/warm prospects, and referral partners.

3. They Update Their Daily To-Do List: Successful salespeople look at yesterday’s to-do list and make adjustments and new entries. Two suggestions:

• Use an iPad or an erasable pen as they are great for making changes to written to-do lists and weekly planners.
• Buy Day-Timer's weekly planner to manage your calendar and to-do list.

4. They Read Their Sales/Personal Goals: Successful salespeople read their sales goals and personal goals to help internalize their success.

5. They Spend One Hour Reading A Book: Successful salespeople get up early and crack open a book to read. I highly recommend reading SPIN Selling by Neil Rackham; you can buy this fabulous sales book for as little as $6.00 on Amazon. 

6. They Post Educational Content To Their LinkedIn Account: Successful salespeople go to their LinkedIn account and post articles of interest.

7. They Give A List Of Problems To Their Sales Manager: Successful salespeople know how to use their sales leaders to handle internal problems.

8. They Say "No" To Non-Revenue Producing Projects: Successful salespeople know they sometimes need to say "thank you, but no thank you" to internal projects that won't generate sales revenue.

9. They Schedule Their Sales Manager's Time On Joint Sales Calls: Successful salespeople know that sometimes a sales manager's presence will help them close an account by taking the team approach to selling.

10. They Organize Their Desk: Successful salespeople know that mornings are a great time to organize their desks to help keep their minds clear of clutter.

11. They Say "Good Morning" To Co-workers: Successful salespeople know they need the help of their co-workers to be successful.

12. They Look For High Priority Items In Their Inbox: Successful salespeople scan their inbox for e-mails from clients, referral partners, networking groups, and prospects for high-value sales opportunities. 

13. They Keep Their e-Mails Brief: Successful salespeople don't waste time typing lengthy e-mails.  When they do send an e-mail, they write one or two sentences to open the e-mail, use a bulleted list of key information, and then close their e-mail with one or two sentences.

14. They Focus On Their Proposal Pipeline Report: Successful salespeople know their #1 priority is to "sell."  That said, they look at their proposal pipeline report to see what needs to be done with each open proposal. They also know the importance of building their sales pipeline with hot prospects and referral partners (see tip #16).

15.  They Review and Rewrite Yesterday's Notes: Successful salespeople know that one of the best ways to remember what happened during yesterday's meetings and calls is to rewrite their notes from the previous day.

16. They Update and Review Their Sales Pipeline Report: Successful salespeople recognize that the size and quality of their sales pipeline is crucial; therefore, they continually call and schedule appointments with high-value prospects and referral partners. 

P.S. #1: The key to managing your day is to take action.
P.S. #2:  Reread bullet #14, as a proposal tracking report will be a massive benefit 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.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Niche Marketing: The Secret Sauce To
Attracting New Payroll Clients
(Print And Share With Your Sales Leaders)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 384
• Time To Read: 90 Seconds

Marketing your payroll service is a critical aspect of growing its sales; however, the key to your marketing success is niche marketing. 

What Is Niche Marketing?

Niche marketing is all about focusing on a particular group(s), i.e., a database of businesses that have a common focus/expertise. 

Niche Markets To Consider (Sample List):

• Industry Association Members
• Charter Schools
• Franchise Owners
• Government Entities
• Healthcare / Home Care
• Hospitality Industry
• Law Practices
• Long Term Care Facilities
• Manufacturing Companies of a Particular Expertise
• Medical Practices
• Not-for-Profits
• Pool Manufactures
• Retail Businesses
• Restaurants

The Benefit of Niche Marketing.

The real benefit of niche marketing is this: Focus. And if you ever managed a sales/marketing team, you and I both know it’s imperative to keep a person’s focus on a target market. Plus, when you are focused on a particular group, the following happens:

• Your marketing messages will be more in tune with the marketplace.
• Your sales team starts to use “buzz words” that resonate with a prospect.
• Your industry testimonials will carry more weight.
• Your salespeople have a defined target.

PrimePay Focuses On Franchisees

Examples of PrimePay's Franchise Partnerships:

• Hand & Stone Massage and Facial Spa
• Kahala Brands (Restaurant Group)
• IHOP 
• Chalice Connect (Resource For Small Business Owners)

Crucial Step: Review Your Existing Marketing Material And Website. 

If you are targeting a niche market, I recommend reviewing/rewriting the following:

• Sales Brochures
• Social Media Pages
• Testimonials
• Website

Clearly Articulate Your Industry Expertise.

Your marketing message should clearly convey to the reader your industry expertise.  To help you accomplish this, highlight your utilization of advanced technology, such as timekeeping integration, HR tools, and employee self-service portals. Back it up with testimonials from clients in their industry and mention your endorsements from trusted CPAs and advisors. When prospects recognize your authority in their space, they are far more likely to trust you (and endorse) with their payroll.

Executive Summary: Your targeted niche prospects will switch to a new payroll service for the following reasons (sorted alphabetically):

1. Better functionality, upgraded technology, and ease-of-use.
2. Cost savings.
3. Poor customer service, accuracy, or performance with their existing payroll service.
4. The endorsement or recommendation from a franchise, trusted advisor, or internal decision maker.
5. Their business is being taken for granted by their current payroll service.
6. Your industry expertise.

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.

10 Proven Tips That Will Jump-Start Your Payroll Sales

(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 170
• Read Time: 42 Seconds

If you want to improve your sales performance and ensure your survival in today’s competitive payroll sales environment, I have listed several tips below (in no particular order) to help you master the sales profession.

The 10 Tips Are:

1. Set goals for yourself.
2. Keep a weekly record of your sales activities, proposals sent, and other relevant metrics.
3. Create a massive e-mail database of active payroll clients, prospects, CPAs, referral partners, etc.
4. Develop a Unique Selling Proposition (USP) statement (AKA your Elevator Pitch).
5. Become more effective at asking questions during sales calls.
6. Know your competition cold.
7. Focus on the correct type of prospects and/or referral partners.
8. Improve your prospecting and networking skills.
9. Make more phone calls to your database of prospects and referral partners.
10. Build a Business Development Center for yourself/sales team.

The payroll sales environment shifts rapidly, from new competitors emerging to competitors lowering the price of similar products and services you sell, to new technology rendering your solution obsolete, to a competitor receiving a large sum of capital from an investor.

If you would like to learn more about SellMorePayroll.com, call my office @ (856) 401-9577.

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.

What To Do When A Payroll Prospect Says, "Call Me In The Fall"
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 354
• Time To Read: 84 Seconds 

June is when many payroll salespeople start hearing prospects say things like:

• "Call me at the end of the summer."
• "My staff is taking some vacation time, so we won't be making any payroll decisions until sometime in the fall."
• "We're going to wait until after the summer before we think about a new employee time clock system."

As you can imagine, this time of year presents a unique and difficult challenge for many salespeople.

 Here Are Just A Few Responses To Consider:

• "With things being busy right now, let's try to schedule a quick lunch meeting for us to review our new _______ package/pricing before the end of the summer. Are you free on either Thursday or Friday?"
• "I can relate to things being _______right now, but tell me, will anything change after the summer that will prevent you from starting then?"
• "I understand. What day  in mid-September will work for you?"
• "I hear you. By the way, if you switch payroll services now, we are giving all new clients 90 days of free payroll processing and free W-2s. On top of that, you will save about X% by avoiding our fall price increase."

 If A Prospect Still Says "No," Here Are Some Suggestions:

Here are a few suggestions for people who want to put things off until after the summer.

1. Mail them a thank you for your time card via snail mail.
2. Schedule a follow-up call for the first week of September.
3. Add their email address to your weekly email drip marketing campaigns; this will keep your company's name in their mind, helping to build trust, credibility, and brand recognition.
4. Send them relevant information (educational information) about their industry, versus sending off a bunch of e-mails asking, "Are you ready to buy yet?"

Executive Summary: If a prospect is delaying their decision to buy from you (or meet with you), we recommend offering an alternative close. By doing so, you will most likely find the underlying cause of why they are not ready. Remember, people like "special bundle deals” as it makes them feel good about getting more value.

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.

Stop Looking & Sounding Like A
"Small, Me-Too” Payroll Service
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 403
• Time To Read: 1.6 Minutes

Let’s face it—if your payroll service sounds just like the next one, prospects will tune you out. And you’re not alone. Many payroll providers rely on the same tired, overused phrases in their marketing:

• “We offer great customer service.”

• “Our payroll experts are here to help.”

• “We provide more than payroll—we have a full HCM system.”

• “We’re cheaper than your current provider.”

• “We’ve been in business since XXXX.”

• “You get a dedicated payroll specialist.”

These lines don’t differentiate you—they blend you into the background.

The Harsh Truth: You Only Have Seconds to Make an Impact

Today’s decision-makers are overwhelmed and short on time. The average person spends:

• Less than 15 seconds on a website

• Only 1 to 1.5 seconds reading a subject line

In that blink of an eye, your prospect’s brain is already asking:

• Is this relevant to me?

• What makes this payroll company different?

• Do I even need a new payroll solution?

• Can I trust this brand?

• Why should I read further?

Stand Out by Speaking to What Really Matters

If your message doesn’t connect with their real frustrations, pain points, or business needs—fast—they’ll skip it. Whether it's an email, ad, or landing page, your message must show empathy, clarity, and value. That’s how you capture attention in a crowded market.

Bottom Line:

With thousands of marketing messages bombarding your prospects daily, what will you do to break through the noise?

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.

4 Tips For Selling Your Payroll Service In 2025
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 157
• Read Time: 36 Seconds

If you plan to sell your payroll business in the next 6 to 9 months, here are four tips to help make your business more appealing to a buyer.

1. Be Clear About Why You Are Selling Your Business:

• Retirement
• Monetary Gain
• Medical-Related Issues
• Family-Related Issues
• Burnt-Out From The Day-To-Day Grind

2. Understand Your Clients: Prospective buyers typically want to see:

• 3 Years’ Worth Of Sales/Profits (Balance Sheet, P/L Report, etc.)
• Average Annual Revenue Per Client
• How Many Clients
• Pricing Per Client
• Services Each Client Uses

3. Get Your Paperwork In Order: You need to have your paperwork in one file:

• Your Payroll Platform’s License
• Insurance Policies
• Staff’s Non-Compete Agreements
• Tax Returns
• List Of Assets
• Building Lease(s)
• Staff List
• Any Costs Associated With The Cancellation Of Your License Agreement 
• Monthly Expenses

4. How To Maximize Your Multiple: Ways to add value include:

• Cut Operational Costs And Increase Prices
• Reduce Labor Costs
• Add New Payroll Clients To The Business
• Tighten Vendor Agreements And Employee Non-Compete Agreements
• Purchase A CPA’s Book-Of-Business For 1X Or Less
• Remove Unnecessary Assets Used By Family Members

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.

7 Reasons Why A Payroll Prospect
Will NOT Remember Payroll Service In 2025
By Glenn Fallavollita, President of SellMorePayroll.com

• Word Count: 329
• Time To Read: 90 Seconds 

Below are the six reasons why a payroll prospect or CPA will not remember your payroll service in 2025.

#1: Lack Of Follow-Up

• 100% of all payroll salespeople place on subjective "call-back date" to get back with a prospect or referral partner; unfortunately, most of these follow-up calls never happen due to reason #2 below.

#2: Avoid Prospecting

• Prospecting is a top challenge for 80% of all payroll salespeople, leading many to neglect this critical activity entirely.

#3: Early Abandonment Of Prospects

• 50% of all salespeople stop pursuing a prospect after one unsuccessful attempt to move the sales process forward. This number spikes to 95% after three unsuccessful attempts, leaving potential opportunities untapped.

#4: Ineffective Cold-Calling

• 99% of what a salesperson says during a cold call is forgotten within 2 to 24 hours.
• 95% of prospecting calls go straight to voicemail, and most voicemails are deleted within 3 seconds.

#5: Insufficient Sales Training

• A staggering 95% of payroll services fail to provide their sales teams with ongoing prospecting training beyond the first 30 days of employment, leaving teams ill-equipped to engage and retain prospects effectively.

#6: High Turnover Rates In The Sales Department

• Between 50% and 66% of newly hired payroll salespeople quit or are terminated within their first 6–9 months, disrupting continuity and relationship-building with prospects.

#7: Poor Sales Leadership:

• The significant majority of sales leaders do a poor job of managing salespeople and/or a poor job at measuring the right metrics.

For Owners/Sales Leaders

After reviewing the sales stats above, it should be clear to you the benefits of having a drip marketing system - a system that automatically nurtures your database of clients, prospects, and referral partners even when your salespeople stop calling (which they will).

*At smaller independent payroll service bureaus.

IMPORTANT: If you are a business owner or sales leader, don't think for one minute that your salespeople are "maintaining contact" with their database of prospects or referral partners.

How To Fix This Problem...

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.

11 Ideas To Drive Your e-Mail Marketing Results
(Print And Share With Your Payroll Sales Leader)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 146
• Read Time: 36 Seconds

If you want to generate more sales leads and referrals from your e-mail marketing efforts, I have listed below a few tips to consider.

• #1: Avoid Writing Content That Is Too Self-Serving
• #2: Avoid Writing A Wall Of Text
• #3: Segment Your e-Mail Marketing Lists, i.e., Payroll Clients, B2B Prospects, And CPAs/Referral Partners.
• #4: Keep Your e-Mail List Updated And Clean  
• #5: Write Engaging Subject Lines
• #6: Use The Correct Name In The "From" Field
• #7: Measure The Size Of Your Database
• #8: Start Following-Up
• #9: Make Data-Driven Decisions
• #10: Proofread Your e-Mail Campaigns
• #11: Consider Hiring A Professional Copywriter

Additional Ideas:

I recommend spending a few minutes analyzing the following:

1. The quantity of your e-mail marketing database(s).
2. The type of e-mail marketing campaigns you/your business has sent in the past 90 days.
3. If you have segmented your e-mail marketing databases on file (payroll clients, B2B prospects, and CPAs/referral partners).

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.