Wednesday, February 09 2022
Working from home is the new norm for many payroll salespeople. And to be successful in this environment, it requires a lot of discipline on your end. To help you (or someone you know) stay focused, I have listed a few essential tips below.
#1: Manage Your Distractions - Home office distractions can and will impede your productivity. That said, I recommend finding a quiet place in your home to help stay focused. If your children are young, try and hire a local babysitter to keep them from interrupting you.
#2: Talk With Your Manager - There is a good possibility that your manager is also working from home; therefore, maintain communication via phone, e-mail, or text. Additionally, communicate the status of your projects with new clients or sales opportunities you are working on.
#3: Build Your e-Mail Database Of Prospects & Referral Partners - You need to work on increasing the size and quality of your e-mail marketing database. Whenever I speak at a conference, I start my workshop off with this line: Show me your prospect and referral partner databases, and I will show you your sales future.
#4: Upgrade Your Office Technology - It is in your best interest to work on a PC (vs. laptop) as you can have two to three monitors running at the same time. And if your PC is as old as dirt, spend the $500 - $600 on a new, and faster machine.
#5: Track Your Proposals – Your sales pipeline is your life! In order to keep track of your proposals, create an Excel sheet that tracks proposals by month.
#6: Be Prepared When Making Cold Calls - In most first-time phone calls, a prospect will give two to three minutes. Because of this, you need to have an engaging opening line. Please note this: Many people are not looking to hire a new payroll service or HCM business; therefore, you need to take a more educational spin on selling.
#7: Google Your Competition - Go online to see what your primary competitors are doing to attract new business. Share what you found with your sales/marketing leader and then come up with a better offer.
#8: Don’t Get Discouraged - Working from home is tough for most people as rejection is amplified when working alone. Because of this, call your co-workers to see what they are doing. Also, don’t forget to stay connected with your manager.
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.
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