5-Steps To Help You Close
More Payroll Proposals
(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc

• Word Count: 389
• Time To Read: 1.6 Minutes

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?

• 2% are made on the 1st contact.
• 3% are made on the 2nd contact.
• 5% are made on the 3rd contact.
• 10% are made on the 4th contact.
• 80% are made on the 5th to 12th contact.

Try This 5-Step Proposal Closing Process:

If you are in sales (or a sales leader), you might find the 6-step process I have outlined below of value:

• Step #1: Proof Every Proposal - A second person should proof all proposals.
• Step 2: Log The Proposal - A salesperson needs to track every proposal to their proposal tracking report.
• Step 3: Proposal Review Call Time - Before a proposal is sent to a prospect, the salesperson sets up a proposal review time with a decision maker. 
• Step 4: Executive Follow-Up Call - The owner/sales leader calls the prospect to thank the person for the opportunity to earn their business and do a trial close, i.e., “When did you want to run your first payroll with us?”
• Step 5: Thank You Note - The salesperson sends a handwritten "thank you for your time" greeting card via the USPS.

Other Steps (For Sales Leaders):

• Set up a sequence of phone calls (or meetings) to follow up on the proposal.
• Develop an educational e-mail follow-up campaign/s (see sample below).

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:

• An article/whitepaper on X, Y, and Z.
• Some recent client testimonials about our X, Y, and Z.

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?”
2. “What is your follow-up plan for every proposal that hasn’t been closed?”

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

3 Tips To Get More Payroll Prospects
To Open Your Next e-Mail Campaign
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - SellMorePayroll.com

• Word Count: 371
• Read Time: 90 Seconds

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:

• Prospects – X Industry Association Members
• Prospects – Sales Rep #1
• Prospects - Received a Proposal In 20XX
• Prospects – Uses A 3rd Party Payroll Service
   
• Referral Partners – Enrolled Agents
• Referral Partners – CPAs
• Referral Partners – Bookkeepers
   
• Clients - Active
• Clients - Inactive

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:

• Personalize a subject line with the person’s name or company name.
• Make your subject line relevant to the majority of readers.
• Consider using a subject line that is either negative or positive. 

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.

Why Your Payroll Service Needs
More Than A Newsletter Blast
By Glenn Fallavollita, President of SellMorePayroll.com | Drip Marketing, Inc.

• Word Count: 189
• Time To Read: 45 Seconds 

Blasting a generic one-size-fits-all newsletter and placing an ad in the yellow pages was cutting-edge marketing 15 years ago. Unfortunately, it doesn’t work in today's information-overloaded society. Owners, marketing pros, and sales leaders at fast-growing payroll services go beyond a newsletter blast to win new payroll clients and referral partners.

5 Types Of e-Mail Campaigns.

1. Sales-Based Newsletters: My team and I pioneered a sales-based newsletter to help trigger a prospect and/or CPA to take the next step in the buying process.

2. Information-Based e-Mails: These e-mails deliver specific information about a new product/service to essential updates such as changes in the company.

3. Education-Based e-Mails: Education-based e-mails are a great way to position your payroll service as a subject matter expert, which is the foundation of building trust, credibility, and brand recognition in the marketplace.

4. Announcement-Based e-Mails: Announcement-based emails usually contain an important upgrade, new hire, or capital improvement to letting your clients know about a new cost-saving service.

5. Feel Good-Based e-Mails: Feel Good-based e-mails do nothing more than tell someone how much you appreciate their business or enjoy an upcoming holiday.

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.

e-Mail Marketing: Why It's A
Great Marketing Tool For Your Payroll Service
By Glenn Fallavollita, President of SellMorePayroll.com | Drip Marketing, Inc.

• Word Count: 196
• Time To Read: 48 Seconds

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.

• 1. It’s Cost-Efficient: e-Mail marketing is the best when you look at the cost of acquisition. 
• 2. Customize Your Messages: Unlike the one size fits all social media ad, e-mail marketing allows you to customize the relevant message, i.e., chamber member, association member, CPA, etc.
• 3. Everyone Checks Their Inbox: Your target audience checks their inbox 5 - 6 times a day; therefore, you will have a greater chance to be noticed than a pop-up or banner ad. 
• 4. It’s Measurable: With e-mail hosting services like Constant Contact, you can measure trends with just a few keystrokes. 
• 5. Helps Your Salespeople BIGTIME: You can give a list of people who received, opened, or clicked on a link and then call them with an "Oh, by the way" call within 4 – 36 hours of receiving a campaign.

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.