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April 4, 2016, Issue #13—Customer Service Issues Can Spell Big Opportunity
April 04, 2016
April 4, 2016
Monday Morning Pick Me Up
Inspiration and Information to start your week right
“Don’t be afraid to go for positions, jobs or take on clients just outside of your knowledge base. It’s when you’re uncomfortable that you learn and grow the most.”--Barbara Corcoran (of Shark Tank fame!)
Payroll Talking Points--Customer Service Issues Can Spell Big Opportunity
When you go out to meet with business owners, you are likely plotting your strategy in your own mind on your way to the meeting. One of the things to think about when formulating your strategy to discuss payroll is to ask yourself, “Why would a business owner switch?”
The answer very often is customer service.
Responsive customer service is important in any business, but it is crucial in payroll. Most industries expect to hear from 5% or less of their client base. Any more than 5%, and they start to think that the product they just launched is defective or there is some problem with delivery. By contrast, payroll processors hear from roughly 90% every pay period and almost 100% every month even if nothing is wrong! Why?
Partly because even when things are going well, customers lean on their payroll processor for advice concerning compliance. For instance, they may not be sure if they need to pay a particular employee overtime, or what the cut off is for Obamacare eligibility. So they ask their payroll processor.
Your opportunity to get business owners to change is partially in your ability to walk them through any dissatisfaction with their present vendor.
“Do you have a dedicated rep or do you just get the next available operator when you call in to your payroll provider?”“If you could, would you hire your customer service rep to work for your company?”
Depending upon how they answer these questions will go a long way in deciding whether or not they will switch payroll vendors.
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
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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