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Payroll Sales Pro Issue #24--Transforming the Way You Sell to “Inbound Selling,” Part 1
June 28, 2016

June 27, 2016

The sales process has changed dramatically and there’s a good reason for that: consumer buying habits have changed. Your sales process needs to adjust in order to support the ever-changing buying process--but you can keep up with your customer’s buying habits to close more sales.

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Payroll Talking Points-Transforming the Way You Sell to “Inbound Selling,” Part 1

Here at Best Business Payroll, we’ve been learning to transform the way we sell, and we’ve had great results. One resource we’ve found is HubSpot—and with their permission, we’ve summarized some of their advice about using Inbound Selling here:

Traditionally, a sales team used to do cold-calling day-in and day-out using a static pitch, no matter who they were talking to. Sales reps acted like information gatekeepers, holding power over the entire process. This method of sales is referred to as seller-centric.

Fortunately, Inbound has transformed selling. You no longer need to spend your days cold-calling everyone. These days, the buyer has the power to research, so acting as an information gatekeeper doesn’t help you win more sales. Instead of that static pitch, you can tailor one based upon the buyer’s situation. The inbound approach is very buyer-centric. Often times, the more information you share, the more credibility you earn with your prospects.

Let’s begin putting some inbound sales best practices into action. Imagine a new lead has appeared in your inbox--now what do you do? Do you immediately pick up the phone? Absolutely not. First, you need to do some research.

As you pull up the company’s website what do you notice? Well, you may see an “About” area in the main navigation, which includes a dropdown of several different options. You find company news and press releases, past or upcoming events, and access to the names of not only their management team but their directors and advisors! This is great information you can collect just from the company’s website to help you make every conversation personalized.

Next, check out their case studies page. What kind of information might this page provide you? Perhaps you can see who they’re working with. Who do they typically sell to? Do you share any common customers? This would make a great talking point to help build credibility. The last place you look on the website is where you can navigate the entire website. You can see other locations they have, jobs they have posted, their industry, you can even read the entire company story! Not only does this research allow you to personalize your conversations but it also helps you narrow down whether or not this lead is a good fit for your company. The information is practically never ending as long as you know where to look.

Moving forward, google the company in the news. This allows you to stay up to date with the industry and see who else might be talking about them. In order to be interesting to talk to, you need to be interested in who you’re talking to. If something jumps out at you – write it down and use it when you’re engaging with your lead. Let your contact know that you’re interested in them, individually, and in their company.

Now pull up your company’s LinkedIn profile where you can gather information like their company size, recent updates, jobs they’ve posted, and more. You can also see how you’re personally connected to the company. Maybe you know one of their employees, or perhaps you have a great connection that you can leverage to find commonality. You also want to take a look at the lead’s individual Linkedin profile. You get to see what their exact title is, where they used to work, any recommendations they may have received, their hobbies, all sorts of stuff. This gives you a great idea of what kind of person he or she is before you even speak with them.

Going further, you want to check out both the lead’s and the company’s Twitter accounts. Do you have any of the same followers? Are you following any of the same people who might make for great talking points? What kind of content are they writing, sharing, and reading? As sales people, you want to learn to read what your buyers are reading. Put yourself in the buyer’s shoes. These are all things to keep in mind as you continue to do your research! On-camera Now that you’ve got all of this information on your lead, you’re ready to pick up the phone and call them.

Next week we’ll discuss the calling process—what you’ll say when you reach the prospect, what to leave in a message if you get voicemail, and how to follow up with the appropriate emails and calls to convert the lead to a sale.

All it takes to refer payroll is to obtain a payroll invoice from the client, then send it to us and we’ll take it from there. When the client signs up with payroll, you get paid a residual commission for the life of the client.

Remember, PayPros can typically save them 20-25% over what they are currently paying and they will get a dedicated customer service rep that really knows them and the ins and outs of their business.

Ask them for a current invoice, send it to us, and when it closes you get residual commission for the life of the client.

For more detailed payroll Talking Points tips and information, see Payroll Tips and Techniques

Think you’re ready to earn Residual Commission for the life of your clients as a Payroll Referral Rep? Contact us by calling (888) 693-4611 or filling out the form at Best Business Payroll--How to Make Residual Commission

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