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.

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. Content: You need to provide relevant content to your target audience, or they will not welcome your drip marketing messages.
2. Frequency: Too many drips or too few drips play a role in the success of your drip marketing efforts. 
3. Recency: Recency refers to the time span between each drip.  Too short of a period between drips will cause your target audience to opt-out of your e-mail marketing campaigns or throw your direct mail campaigns into the trash.  Too long of a period between drips will result in people forgetting about you and your business.
4. The Blending of Tactical Marketing Campaigns: The best-in-class drip marketing strategies use a combination of e-mail campaigns, direct mail campaigns, SMS marketing, blogs, social media, face-to-face meetings, follow-up phone calls, and other marketing campaigns and tools - all of which are designed to maintain continuous contact with someone.
5. The Use of Evidence-Based Tools In A Selling Situation: Prospects want to make the best decision possible when buying what you are selling; therefore, education-based tools can oftentimes augment the decision-making process faster as people believe what is in print form.  Car dealerships use this technique when selling a car, i.e., window sticker, sell agreements, service department repairs, etc. 
6. Proactive Follow-up Calls: A marketing campaign’s results will increase ten-fold if a payroll salesperson picks up the telephone and starts calling their list of payroll prospects and referral partners - also known as making an Oh, By The Way, Call.  Should a salesperson consistently make these types of calls, they will start to see sales magic happen.  

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.

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.

Your Payroll Biz E-mail Marketing Strategy: 6 Easy Steps
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 677
• Approximate Time To Read: 2.7 minutes @ 250 words per minute

Do you want more payroll/HCM sales leads from your e-mail marketing efforts? If you do, you will find the following steps of particular interest (and value).

Step One: Segment Your Databases - Before you start designing, writing, and sending a series of e-mail marketing campaigns, you need to segment your target audience the same way you go to market; therefore, we recommend creating databases that fall into these general categories:

1. Clients
2. Prospects
3. Referral partners

After segmenting your lists by target audience, it will be a lot easier to develop content that is relevant to each database on file.

Step Two: Clean Up Your “Prospect And Referral Partner” Databases* – It is vital to remove the e-mail addresses that will cause your account to be blacklisted/flagged when using services like Constant Contact, Mail Chimp, etc. THIS DOES NOT APPLY TO YOUR CLIENT DATABASE.

Remove the e-mail addresses* that end in:

• Aim.com
• Aol.com
• Att.com
• Gmail.com
• Hotmail.com
• Comcast.net
• Etc.

Remove the “ROLE” e-mail addresses* that begins with:

• Contact@
• Donot@
• Help@
• Info@
• Mail@
• Manager@
• Office@
• President@
• Sales@
• Service@
• Spam@
• Support@
• Webmaster@

*If you are buying a database of e-mail addresses, this is a critical process to do.

Step Three: Determine Your Content And Low-Risk Offer - As I tell all our clients, “Content is king.” That said, it can be helpful to outline the message you want to include in each e-mail campaign. Remember, don’t forget to add a low-risk offer.

Step Four: Determine Your Company’s Frequency And Goals – You can send your payroll clients more e-mail marketing campaigns than a prospect or referral partner. From my experience, I always recommend sending at least three e-mails a month to help gain maximum visibility in the marketplace. Remember, content is king, and don’t be too self-serving when writing a campaign.

• IMPORTANT: Don’t think for one second that blasting a generic, one-size-fits-all newsletter once or twice a month is a great e-mail marketing strategy. If someone is telling you something, otherwise, they are doing your payroll service a huge disservice.

Step Five: Develop An E-mail Marketing Calendar – To ensure your campaigns are being sent on a regular schedule, create an e-mail marketing calendar. Not only will this help you and your team stay on target, but it will also help you avoid any last-minute campaigns – which tend to be loaded with grammar and spelling errors, broken links, and less-than-engaging subject lines.

Step Six: Determine If A Salesperson’s Follow Up Call Is Needed – To maximize the sales leads generated from your e-mail marketing campaigns, it is imperative to determine if a follow-up phone call is necessary. If it is, take the following steps:

1. Create an e-mail campaign that includes a low-risk offer.
2. Advise your sales team they will be taking part in a phone blitz session to help follow up on this campaign (give them 2 weeks’ notice).
3. Create two follow-up scripts: one for talking with a live person and one for leaving a voicemail.
4. Send your campaign at approximately 8:30 a.m. on a Tuesday, Wednesday, or Thursday.
5. After sending the campaign, wait 2.5 hours and download a list of people who opened the e-mail.
6. Once the list is compiled, give each salesperson a list to call.

Send This e-Mail After Leaving A Voicemail Message.

After you and/or your salespeople leave a voicemail, make sure they send an e-mail to follow up on their voice-mail message (see below).

First Name: I just called and left you a message as I wanted to follow up on an e-mail we sent to you about 8:30 a.m. today (the one for the ________ offer).

If you want to learn how we can (reduce or increase your ___________), I have a few ideas that will help your business – just return my call or send me a quick e-mail for the best time(s) for us to talk.

Look forward to talking soon!

Name

Company Name

Phone

e-mail Address

P.S. If you want to read what some CPAs and clients are saying about us, I have attached a few testimonials for 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.

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

How To Develop A CPA Drip Marketing Campaign
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 162
• Time To Read: 37 Seconds

To help you develop a drip marketing system that targets your database of CPAs/referral partners, you will find a few steps to consider below:

• Define Objective = Generate more referrals from our database of CPAs and referral partners.
• Targeted Database(s) = CPAs and all referral partners.
• Marketing Message = (This is the section that defines your tactical campaign message, i.e., Are we promoting a webinar about our referral partner revenue share program? Are we sending a press release announcing our referral partner program? How about a CPA spotlight campaign? No matter what you choose, you need to have a clear objective.)
• Low-Risk Offer = What low-risk offer or call-to-action are you promoting, i.e., Get to know us kit, etc.? 
• Landing Page = Do you need to have a landing page for your CPAs to learn more about your referral partner program (Hint: The answer is "yes!") 
• Follow-up Phone Strategy = Identity and call your tier 1 CPAs/referral partners. 
• Deliverables/Send Date = After selecting a day/date your e-mail campaign will be sent, you need to get the following done:
  • Designing of the campaign.
  • Copy used.
  • Low-risk offer/low-risk offer positioning.
  • Database management (what is the size and quality of your CPA/referral partner database).
  • Develop phone scripts for sales team follow-up. 
  • Advise sales team to be available for two to three 90-minute phone blitz sessions.
  • Proof final campaign.

With drip marketing, it is all about sending the right message, at the right time, to the right audience, and at the right frequency! 

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 e-Mail Marketing Campaigns
To Help Generate Sales Leads & Referrals
By Glenn Fallavollita - President, SellMorePayroll.com | Drip Marketing, Inc.

• Word Count: 133
• Time To Read: 31 Seconds

To help you generate more sales leads and referrals for your payroll service, I have listed some time-tested e-mail marketing campaigns for you to consider:

• #1: Prospects: e-Mail your database of prospects a "meeting request" letter.
• #2: Clients:  e-Mail a survey to your clients (ask for a referral within the survey).
• #3: Prospects And Referral Partners:  - e-Mail a press release on a new product or service.
• #4: Clients, Prospects, And Referral Partners: e-Mail an educational newsletter about hot topics, i.e., IRS 2025 Updates, HR Tips, Employee Time Clock Tips, Work-From-Home Tips, etc.

Attention All Owners And Sales Leaders.

If your marketing person/company isn't giving you solid advice on how to generate more sales leads or, more importantly, doesn't understand the 4-step formula outlined above, then call or e-mail us sooner rather than later.

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 SellMorePayroll.com 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.

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