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Tuesday, October 01 2024
 6 Ways To Generate More Sales Leads & Referrals
If you want to jump-start your sales, I have listed below some key selling tips for all owners, sales leaders, and sales pros to read. #1: Build A Massive e-Mail Database - If you want to see an immediate increase in sales, build a massive e-mail database of clients, prospects, and referral partners. If you don t have enough e-mail addresses, call or e-mail me, as we have an e-mail address acquisition service. Click Here To Learn More About Our e-Mail Address Acquisition Service. #2: Connect With Your Payroll Clients - Satisfied clients are the lifeblood of any business. That said, here are a few ideas to help generate more referrals from your database of clients:
#3: Develop A Drip Marketing Strategy - Since 100% of the businesses you're targeting are already using a payroll service/solution, I recommend developing a drip marketing strategy to help build trust, credibility, and brand recognition in the mind's eye of our database of prospects AND referral partners. #4: Write Relevant Content To A Reader – The first step you need to take is to develop a database of clients, prospects, and referral partners. After that, start sending relevant messages to each group on file. #5: Pick Up The Phone To Follow Up - Once a drip marketing campaign has been sent, make sure your salespeople call to follow up a campaign. By the way, this is the best way to shake the prospect tree if you want more sales leads and referrals. To help you sound more professional on the phone, I have outlined two voicemail scripts to consider:
#6: Survey Your Clients - A client survey can provide you with a tremendous amount of feedback. Specifical y:
Executive Summary: Bringing on new clients is the lifeblood of any payroll service. And if you want to see an increase in new business, you need to TAKE ACTION today, not tomorrow. 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. Tuesday, October 01 2024
 What To Do When A Hot Payroll Prospect Ghosts You
You just sent a proposal to a hot payroll prospect. And although this person had a strong interest in switching to a new payroll service, they ghosted you after receiving your proposal.
Send This e-Mail To A Prospect Who Ghosted You (After My 2/3 Call Strategy). After leaving a few voicemails, I highly recommend sending the e-mail below. [First Name]: I have called a few times in the past few (days/weeks) and have not heard back from you. And since I want to be professional in my follow up efforts with you, it would help me a lot if you hit the reply key and type in the number that represents your situation; I will take it from there. #1: Glad you are touching base. Please call me (today/this week/next week) to discuss the details of your proposal. #2: Thanks anyway (your first name), but there isn't any interest in moving forward with your company. #3: The timing isn't right; check back with me in 2 to 3 months. Again, if you would hit the reply key right now and type the number that best describes your situation, I would greatly appreciate it! Name – Title P.S. You will find attached a one-page list of client testimonials from businesses (who switched from ____ to us, similar in size to yours, etc.). 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. Sunday, September 01 2024
 Why Your Payroll Service Needs
Blasting a generic one-size-fits-all newsletter and placing an ad in the yellow pages was cutting-edge marketing 20 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. If you want to get more people to read your drip marketing campaigns, use the following types of campaigns throughout the year. 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 e-mails usually contain important information like upgrades, new hires, or capital improvements to inform your clients 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. Friday, December 15 2023
 2 e-Mail Marketing Campaigns
If you want to generate more payroll sales leads, and I mean immediate, do the following:
The Real Money Is Made On Your Follow-Up Phone Call. After each campaign is sent, have a mandatory phone-blitz follow-up session with your salespeople. Yes, it's that simple (I prove it all the time to my payroll clients). 6 e-Mail Marketing Campaigns To Implement In 2024.
Words Of Tough Love For All Sales Leaders: The days of winging it are over when it comes to marketing your payroll service. If you want a break-out year, set your sales and marketing goals and then take action. If you can't make it happen for whatever reason, call me, and I will help you. 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. Sunday, November 05 2023
 Is 2024 The Right Time To Sell Your Payroll Service? More and more payroll owners are considering selling their payroll service due to:
The 2024 tax year, and the return due in 2025, will continue with these seven federal tax brackets: 10%, 12%, 22%, 24%, 32%, 35%, and 37%. Your filing status and taxable income, including wages, will dictate the bracket you are in (as of 11/9/23).
The "Potential" To Pay Higher Taxes Is Very Real With The Biden Administration. While the decision to sell a payroll service should never be based on taxes alone, Biden's proposed tax plan would increase one's capital gain tax bill (see below).
Click Here To Read Biden’s Tax Plan A Successful Sale Requires Preparation On Your Part. Succession planning is much more complicated than taking a check from a new owner, as there are many complex financial, legal, and relationship issues to consider. If you want to read more about selling a payroll service, click this link: 4 Tips For Selling Your Payroll Service 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. Thursday, August 24 2023
 The 5 Key Advisors You Need
The sale of your payroll business can and will be emotional, stressful, and exciting all at the same time. However, to maximize your multiple, it will be a lot of work on your end. Most Owners Will Only Experience The Process Of Selling Their Payroll Business Once In Their Life. Based on my years of consulting with hundreds of business owners in the payroll industry, many of them are not ready for the ‘selling process’ and oftentimes leave money on the table at closing. That said, if you or someone you know is thinking about selling their payroll business, I’ve listed a few tips on who should be on your 'advisory team.' The 5 Key Advisors... Selling your business is not A DIY process; therefore, I recommend assembling a team of advisors, as they will be instrumental in getting the deal over the finish line at the maximum multiple.
Summary: As you go through this process, it’s important to put your emotions to the side and focus on who the right buyer would be for your business. Remember, it’s a multifaceted process that touches on your financial future, your employees, and your payroll/HCM clients. Friday, May 19 2023
 How To Sell Your Payroll Service
Selling your payroll service is a life-changing event. And while most owners are successful entrepreneurs, the majority of them have limited experience when it comes to selling their business. 10 'Must Read' Tips BEFORE Selling Your Payroll Service. #1: Hire A Broker Who Knows The Payroll Industry - The vast majority of owners in the payroll industry don’t know where the landmines are when selling their business. A broker can help you in these key areas:
#2: Retain Experienced Legal Counsel - This may be a once-in-a-lifetime event for you, and you need to make sure you choose an experienced attorney. #3: Update Your Corporate Files, Records, And Agreements - A review (and clean-up) will save you some significant time and costs with a buyer. #4: Re-Examine All Contracts - From lease contracts, employment contracts, loan agreements, shareholders, and vendors, all need to be reviewed for termination wording, etc. #5: Create An Internal Team - The selling process takes a lot of work, and you will likely need help from people familiar with the business, i.e., CFO, spouse, HR manager, etc. In some cases, your internal team is given a bonus if they stay on for X weeks post-closing. #6: Consider Your Tax Issues - Take a moment to consider if there are any major financial and/or tax consequences – and then work with your tax and legal advisors about how best to maximize your situation. #7: Determine A Post-Closing Employment - Depending on how your deal is structured with a buyer, you may want to stay on a consultant to maximize retention. #8: Pay Attention to A Buyer’s LOI - The LOI is often the primary document you will enter into with a buyer. While most LOIs are normally “non-binding,” it’s an important document because it sets out the parties’ general expectations. IMPORTANT: Review your LOI with your key advisors before signing it. #9: Your Staff – Based on how your deal was structured, you need to know what will happen to your employees post the sale. #10: Know The 'Restrictive Covenants' - Restrictive covenants are the details in your LOI/Purchase Of Sale agreement that could present you from starting a new business, contacting past clients and referral partners, to hiring past employees. Talk with your attorney(s) about your plans so they negotiate them into the purchase agreement. 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. Monday, May 15 2023
 Payroll Service Newsletters: How To Write
Writing content for a payroll newsletter requires a balance between providing valuable information and engaging your readers. That said, I have listed a step-by-step guide below to help you write effective content for your payroll newsletter:
Summary: Remember to analyze the performance of your newsletters by monitoring open rates, click-through rates, and reader feedback. This information will help you refine your content strategy and create even more engaging newsletters in the future. 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. Monday, May 15 2023
 6 Steps To Help You Become A
In today's competitive business landscape, establishing your payroll service as a subject matter expert (SME) can provide significant advantages. More importantly, being a SME plays a key role in attracting new payroll clients AND referrals from your database of referral partners, i.e., CPAs. And by sharing your expertise and insights, you will gain visibility and credibility as an industry leader. 6 Steps To Help Position You/Your Business As A SME. #1: Develop Deep Industry Knowledge To position your business as an SME, it is crucial to have comprehensive knowledge of the payroll service, timekeeping, and HR industry. Stay updated on industry trends, regulatory changes, best practices, and emerging technologies. I also recommend attending/speaking at industry conferences, seminars, and webinars. Also, don’t forget to write blogs for your website and partners. #2: Specialize and Identify Your Niche Identify a specific niche within the payroll service industry where you can focus your expertise. This could be a particular sector, such as healthcare or retail, or a specific aspect of payroll, like compliance or payroll software solutions. Specializing allows you to differentiate your business from competitors and showcase your in-depth payroll, timekeeping, etc., knowledge. #3: Create Valuable Content Sharing high-quality, informative content is a powerful way to establish yourself as an SME; therefore, it is important to create blog posts, articles, whitepapers, case studies, e-books, and video tutorials related to the payroll, timekeeping, HR, and related industries your target audience should read. You can distribute your content through your website, social media platforms, industry publications, and relevant online communities to reach a wider audience. #4: Engage in Thought Leadership Actively participate in industry seminars, webinars, conferences, etc. Don’t forget to seek opportunities to be a guest speaker or panelist at conferences, webinars, or podcasts. Offer to write guest blog posts or be interviewed by influencers in the payroll service industry. #5: Leverage Customer Success Stories Obtain testimonials from satisfied clients and showcase them on your website and marketing materials. Actively engage with your clients, listen to their feedback, and continuously improve your services based on their needs. Positive customer experiences and testimonials can significantly enhance your reputation and attract new clients. #6: Network And Join Industry Events Building a strong professional network is vital for positioning yourself as an SME. Attend industry events, join relevant associations and organizations, and actively participate in networking opportunities. Don’t forget to consider joint partnerships to expand your reach within the industry. Summary: Becoming a subject matter expert in the payroll service industry requires dedication, continuous learning, and a strategic approach. And by deepening your industry knowledge, specializing in a niche, creating valuable content, leveraging customer success stories, networking, and investing in professional development, you can position your business as a trusted authority in the payroll service industry. Establishing your SME status will enhance your brand reputation, attract clients, and open doors to new growth opportunities. 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. Monday, May 01 2023
 How To Write Great Content For
As the payroll industry continues to grow and evolve, it is essential for clients, prospects, and referral partners to stay informed about the latest developments, HCM trends, government / IRS regulations, and new technology. And because of this, sending them a newsletter can be an excellent tool for keeping them up-to-date with important news and best practices.
In summary, creating great content for your payroll service newsletter requires a clear understanding of your audience, concise writing, informative content, real-life examples, visuals, engagement, and consistency. By following our guidelines, you can create a newsletter that is both informative and engaging, and that helps your readers to stay up-to-date with the latest government regs, compliant with HR-related laws, etc. 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. |
