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Payroll Sales Pro Issue #31: Answers to Most Prospect’s Questions--Part 2, Popular Features
September 12, 2016

September 12, 2016

This small body of knowledge about the most common payroll features clients will ask about can help you answer the vast majority of your prospective clients questions. Armed with this information, you will be able to successfully sell payroll.

"Opportunities don't happen. You create them."-- Chris Grosser

Answers to Most Prospect’s Questions--Part 2, Popular Features

As you meet with prospective clients, knowing the basics of how payroll works and some of the key features most clients are interested in will help you win the sale. Last week we covered many of the tax and compliance questions you will encounter; this week we cover some of the most asked about features of PayPros. Remember though, this doesn’t cover everything-if the client asks for more detail that you can give them, tell them you’ll get back to them with the answers to their questions—PayPros has one of the most advanced systems on the market and has virtually all of the features that other vendors provide, all with the personalized customer service which sets us apart.

Clients will ask the following questions about these commonly requested features:

Do you provide any Reports? PayPros provides hundreds of reports in our secure Cloud that can be downloaded on demand and can be saved as Excel spreadsheets. Customers who have specialized needs can create customized reports, providing almost unlimited options. Commonly used reports include Approaching Overtime reports, Payroll Register (see everyone’s paystub in one report, Labor Distribution (see below), Tip to Minimum report (restaurants all need this one), Job Costing (see below), and the General Ledger report, which shows the payroll values that update the G/L. This report can be directly exported to the G/L so your client doesn’t have to manually update it themselves.

Do you do Labor Distribution? Labor Distribution is distributing the hours a particular employee works among more than one cost center or department. It is most common in restaurants and hospitality. In a hotel, for example, someone who works 40 hours could work 10 of those hours in maintenance, 10 of those hours at the front desk, and the remaining 20 hours bussing tables in the hotel restaurant.

Let’s look at how we would distribute this labor. Let’s say that Sam works 40 hours a week: 10 in Maintenance, 10 in Housekeeping, and 20 bussing tables in the hotel restaurant. Sam makes $10 per hour in the Maintenance department, or $100 for 10 hours, so $100 of labor would go against the Maintenance Department cost center. If he makes $9 per hour in Housekeeping, then $90 of labor would go against the Housekeeping cost center. Then if he makes $8 per hour bussing tables, $160 would go against the Restaurant cost center. Sam’s $100 plus the rest of the employee Maintenance hours would go against maintenance. Sam would only get one check, but each department is treated as its own cost center to keep track of all the hours worked in that department during that pay period, and also all the labor dollars allocated.

PayPros produces a Labor Distribution Report that shows all hours and dollars against each department, by department. Each employee then received one check which combines all the work done in each department.

Do you provide Job Costing? Job costing is very similar to Labor Distribution, except that each “job” is a cost center instead of each department. So a “job” to a construction company might be building an individual single-family home, so that all labor costs that go into each particular home can be included in a Job Costing Report. This way when a company has multiple clients, a Job Costing Report will show allocation of hours worked for each client. For more on Job Costing, see Payroll Sales Pro #7

Next week we’ll cover Time and Labor to round out the basic features customers most ask about.

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

We’ll be glad to answer any questions you may have and look forward to helping you become successful in any way we can.

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