4 Money-Making Phone
Prospecting Techniques
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 436
• Read Time: 1.7 Minutes 

The majority of payroll/HCM salespeople find phone prospecting intimidating; therefore, I have listed four money-making tips below to help you/your salespeople generate more sales opportunities, client referrals, and CPA referrals.

Phone Prospecting Made Easy (And More Effective).

#1: Learn How To Get Past The Gatekeeper - Gatekeepers are called this for a reason, as they are the ones who stop salespeople from wasting their boss’ time, i.e.,

• “My name is Sam with XYZ Payroll Company. Has John made it back from lunch yet? If he has, would you be kind enough to transfer me to him?”

#2: Know Exactly How You Can Help A Prospect - For a decision maker, there is nothing worse than a salesperson who immediately goes into their sales pitch. Instead, think like your prospect and ask yourself, “How can I help this CFO, business owner, office manager, etc.? By the way, you will not create any interest by saying, “Do you need a new payroll service?” Here's why: When they will hear that statement they will think, “I already have a payroll service. I don’t need a new one.”

#3: Create Immediate Interest - Once you have a prospect on the phone, say their first name and then ask a business question/statement.

• If your company name isn’t well-known, tell them the results you have achieved, i.e., “Hi John, this is Karen from XYZ payroll service. We work with a lot of manufacturing companies like yours, and we recently lowered one of our client’s HR costs by about $15,000 and reduced their payroll costs by 5.7% in only 21 days with our new time clock system …Do you have 5 – 7 minutes to see if we might be a good fit for you/your business.”

#4. Have Some Good Business Questions Ready - When you prospect on the phone, your primary goal is to start a conversation. Therefore, I suggest beginning with one to two sentences that demonstrate you understand the prospect’s business/industry. Try this one: “From what our clients are telling me, many of them in the manufacturing industry are experiencing X, Y, and Z. Is that something you are too?” Also, keep your question open-ended.

Executive Summary:

• Think of your phone as an ATM machine.
• Use my 2/4 call strategy when making your Oh, by the way, calls. What is it? It’s two calls in four days, i.e., leave a message on a Tuesday and then call back again on Friday.
• A “No, we are not interested” from a prospect only means a “no” today. That said, call the prospect back every 100 days to see if things have changed.

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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