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Payroll Sales Pro Issue #9--A Success Story From the Front Lines
February 29, 2016
February 29, 2016
Monday Morning Pick Me Up
Inspiration and Information to start your week right
"I am an optimist. It does not seem too much use being anything else." - Winston Churchill
Payroll Talking Points--A Success Story From the Front Lines
We asked Tom H., one of our top Payroll Sales Reps, what makes him so successful selling payroll to his Merchant Services clients. What he had to say was actually a little surprising to us.
We tell our independent reps (some of whom sell Merchant Services, some POS, and a few who sell both) when they sell their main products is to remember that they are talking to the same decision maker as payroll—they are already in front of the person who can say “yes” to both.
Tom said that he gets some of his deals this way—after the prospect shows interest in Merchant Services, he then asks them about how they are currently doing their payroll. If they give the name of a payroll provider (ADP, Paychex, etc) he then says, “I have a payroll partner that can usually save companies 10%-20% off of (ADP or whoever) and clients love the personalized customer service. Do you have a payroll invoice so I can see how much you can save?” As you hopefully know from reading these newsletters, all Tom has to do is send us the invoice and we take it from there—and Tom gets paid for the life of the client.
Unlike Merchant Services, which requires multiple pieces of information to generate a quote, payroll needs only ONE recent statement, which makes the information-gathering very simple. Tom says that he’s pleased with how this has worked for him, but this isn’t how he’s made most of his payroll sales.
So how has Tom gotten the majority of his payroll deals? Simple--Tom makes a point of going back to the Merchant Services clients that he has already sold to check in on them to see how they are doing.
Sometimes they say that things are going great or they have some sort of question or issue. He deals with the issue or answers the question and then follows up with, “How are you doing payroll now?” and gives the same information we explained above. But because the client knows Tom and now considers him more of a trusted advisor (having set them up with a product or service they are happy with) they are more likely to give him the invoice—and thus he’s more likely to get the sale. Creating an additional stream of income on TOP of your existing revenue by using this technique gives you added incentive to check back in with your existing clients.
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
Who is your biggest competitor? It’s probably not a company but a concept: Inertia.
Most companies don’t want to change what they are doing—they view it as a hassle and they are “used” to things a certain way. This is why they often tell salespeople that they are “happy” with what they have (even if they are having minor problems with their present situation). How do you break through?
One thing that can help is Positioning. Positioning is simply demonstrating that what you have is better or more appropriate than their present option. For instance, if they have ABC company, you can tell them, “Zippy’s Dry Cleaners down the street used to use ABC company, but they changed to us and now they are happier because our report writer is so much easier to use than ABC company’s.” Notice the two points used: a company who left their present vendor they will likely be familiar with, and naming a specific feature or service from your product that is superior.
Try using this Positioning technique next time a prospect tells you they are “happy.”
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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