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April 11, 2016, Issue #14--“No” Doesn’t Always Mean No…
April 12, 2016
April 11, 2016
Monday Morning Pick Me Up
Inspiration and Information to start your week right
“Let me tell you the secret that has led to my goal. My strength lies solely in my tenacity.”--Louis Pasteur
Payroll Talking Points--“No” Doesn’t Always Mean No…
One of our sales reps, David, told us about a call he got earlier this week. It was from one of his Merchant Services clients who had turned him down when he asked if they would be interested in a payroll quote a little over a year ago. At the time, the client had told David they were currently using Paychex and were happy with the service they were getting.
David had moved on and had assumed a payroll deal was permanently out of the question—until their call. The owner of the property services company told David that the customer service they were getting had gone downhill in the last few months, and they were unhappy. Further, the fees they were paying had increased (which is typical over time with most major payroll companies). Because of this, could David provide them with a quote?
Of course, David called us to refer the deal and we gave them a quote right away—one that turned out to be over 25% less than what they were paying, and they signed up within a day.
Getting a call from a client you had forgotten about doesn’t happen very often—but having clients who go from “satisfied” to “unsatisfied” with their payroll provider DOES.
The trick is to GO BACK to your clients from time to time and check in on them—ask how things are going with the service they are currently receiving from you. Answer any questions, look into any issues, and then remember to ask them how their payroll service is going. Or, if they aren’t current clients, drop by your prospect companies and see how things are going with their current payroll—you may be surprised by how many “happy” clients aren’t so happy any more….
At any given time, former prospects you assumed were uninterested can turn into being active leads—it just takes ASKING to find out. That “No” can turn into a “Yes” after a bit of time passes.
David now has plans to go back through his existing client base to see what new payroll leads he can uncover—he was fortunate that his client called him, but he’ll find more active situations by being proactive and calling on them first.
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
Monday Morning Quarterback
Tips to help you self-audit your sales process
Did you know that intelligence is very poorly correlated with success? As long as you are reasonably intelligent, you are just as likely to be CEO as the genius next door. The fact is that great leaders have excellent people skills and know how to use their time to the best effect; they are frequently not the “smartest” one in the room.
So if intelligence isn’t the key to success, what is? Well, there are only three real contributors to your impact at work: your innate abilities (of which intelligence is only one), the skills that you have learned, and the way that you choose to invest your time.
You can’t change your abilities. You are who you are. You may be very well organized, or a big picture thinker. You may be analytical, or creative. You can choose to try to reinforce or build on some abilities and you may even succeed to some extent, but only over long periods of time. According the Meyers-Briggs folks, by the time you are in your mid- thirties, your personality is pretty well set. The best thing that you can do on this dimension is to put yourself into roles where your innate strengths are prized above all else.
If you spent three hours today working on something that was trivial and unimportant, and tomorrow you spend those same three hours on one of the critical few priorities that massively and disproportionately change the future of your company, you could go from being an average performer to being a star - literally overnight. How you choose to spend your time is by far the biggest contributor to success that is both under your control and immediately impactful.
So why doesn’t everyone just work on the important stuff all the time? Well, for one thing, it takes a great deal of discipline. We are all creatures of habit. We tend to do things today the same way that we did them yesterday. We are also constantly bombarded by day-to-day distractions: checking our email, listening to voicemail, etc. But for the most part, that isn’t time invested in driving our critical business priorities forward. And it is so easy to spend hours every day doing these little, unimportant, ‘trivial many’ things.
Recently, a CEO of a software company remarked that the CEO of another very large technology company wanted to meet with him, but that he had demurred. When asked why, since it seems obvious that building one’s network in this way could only be a good thing, the CEO replied that unless his counterpart had something specific and actionable that he wanted to discuss, he preferred to concentrate his energy on the most critical priorities facing his own company at the time. CEO’s think hard about how they choose to spend every minute of every day. The CEO does nothing, meets with no one, unless he is confident that doing so is critical to the success of his venture. That kind of discipline separates CEO’s from the rest of us. Even if you aren’t a CEO, focus on your strengths, spend your time wisely, and use the skills you have mastered to their fullest potential, and you will enjoy more success.
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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