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Friday, March 13 2020

How The Coronavirus Just Changed
Your Sales And Marketing Strategy

(By Glenn Fallavollita, President of

  • Word Count: 118
  • Time To Read: .5 Minutes (@ 250 Per Minute)

The coronavirus has triggered an avalanche of actions. From the stock market decline to people buying toilet paper in bulk. Here's another issue: Face-to-face sales calls and networking meetings are going to be a thing of the past for the next 14 - 30 days (now read what's listed below).

6 Tips To Implement And Do NOW: 

If you want to keep your salespeople busy over the next 14- to 30-days, here is what I suggest.

  1. Survey (via phone) your local market to uncover the businesses that are using a payroll service.
  2. Conduct a series of webinars (every week) to keep your brand in front of your prospects and referral partners (click here to request a list of nine (9) webinar titles).
  3. Get your salespeople on the phone following up with their database of prospects and the proposals they have in play.
  4. Send out an e-mail invitation to attend your webinar series (with a phone blitz follow-up campaign to maximize attendance).
  5. Roll out a COVID-19 Business Relief Package (offer new clients discounted payroll processing for the next 90 days). After this campaign has been sent, follow up with a phone call.
  6. Send the abovementioned campaign to your database of referral partners so they can offer it to their business clients. After this campaign has been sent, follow up with a phone call.

If you are looking to keep your pipeline full, you need to take action today for what's coming over the next few weeks.

P.S. If you need to secure an e-mail marketing database of local prospects (with job titles, phone #'s, etc.), call today.

About The Author:

Glenn Fallavollita is a payroll industry sales and marketing expert and a nationally recognized keynote speaker providing money-making advice to help HCM and payroll professionals build more profitable relationships with their database of referral partners and clients.

Glenn is the president of and Drip Marketing, Inc. and has written three books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, 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

Posted by: AT 08:14 am   |  Permalink   |  Email
Tuesday, March 03 2020

What To Do When A Prospect Ghosts You
(Print And Share With Your Sales Team)

  • Word Count: 359
  • Time To Read: 1.4 Minutes @ 250 Words Per Minute

Although you might have had a great meeting with a new HCM/payroll prospect (and sent a proposal); however, after a few days of calling and leaving a few voicemail messages, you get ghosted. First, don’t take it personally. Second, people are on their schedule when buying what you sell, not yours.

If a payroll/HCM prospect doesn’t return your calls or respond to your e-mails after receiving a proposal, it won’t hurt to send them a “What Should I Do” e-mail (see below):

Sample e-Mail To Resurrect A Payroll/HCM Prospect Who Ghosted You.

Subject line: (prospect first name), Can You Help Me?

Dear (prospect’s first name):

Since I haven't heard back from you after sending you a proposal, would you mind giving me some direction on the best way to professionally follow-up with you? To make it easy, just hit the reply key and then type the corresponding number from the list below:

  1. We decided to go with another company.
  2. We are still interested but haven't had the time to get back to you yet.
  3. We are putting the project on hold for the next few months; follow up with me in 60 to 75 days.
  4. I have fallen, and I can’t get up. Call 9-1-1 for me.

With all kidding aside, I understand that you are super busy, and the last thing I want to do is not be professional with my follow-up. That said, I would appreciate it if you will take a moment to let me know what you are thinking.

I look forward to hearing from you!

Warmest Regards,

(Your name, title, etc.)

It Is Time To Move On?

If the prospect still ghosts you after sending the above-mentioned e-mail, then it’s time to move on. Although some consider ghosting unprofessional, here’s the truth: They are not interested in buying what you are selling and just don’t want to tell you “no.” Remember, this is their issue, not yours.

The Best Thing To Offset “Ghosting” Are These Two Things…

  1. Have a massive pipeline of sales opportunities.
  2. Have a drip marketing system to stay in contact with EVERYONE in your database, including the ones who have ghosted you. 
Posted by: AT 06:06 am   |  Permalink   |  Email