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March 21, 2016, Issue #12--Think Outside the Box to Reap Payroll Rewards
March 21, 2016
March 21, 2016
Monday Morning Pick Me Up
Inspiration and Information to start your week right
“Create a vision that makes you want to jump out of bed in the morning.” --Author Unknown
Payroll Talking Points--Think Outside the Box to Reap Payroll Rewards
We often see the traditional model of a business-to-business salesperson successfully referring payroll to their current clients, creating an additional stream of revenue for them. But that’s not the only path to payroll success.
Andy C. is not a salesman. Andy owns a small landscaping business in Maine, but when he was looking online for different ways to expand his income, he stumbled upon our website and Payroll Referral program. Andy called us and asked about becoming a referral agent—for his own business. Not only did he get a better rate than he had been paying with his previous vendor, but he also got commission on the back end, effectively reducing his payroll cost even more.
Though Andy’s passion is landscaping and he didn’t want to go into sales full time, he knew there was money to be made if he referred more clients. Being in business for himself, Andy knew several friends and acquaintances who were also small business owners. After a few months of running his payroll with PayPros, Andy felt confident enough with his experience to reach out to these friends, letting them know about the excellent customer service and lower price he was paying. Within weeks, Andy had three more successful referrals.
Though Andy isn’t changing careers, he still has his landscaping business and three other companies as PayPros clients that continue to pay him residual commission—almost five years after he first contacted us.
Do you have any friends or acquaintances who own their own business?
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
In sales, there’s nothing small about the role that small talk plays. You can have the most product knowledge on your team, but your ability to get orders is highly dependent on your ability to build and maintain positive relationships with prospects. And for better or worse, one of the keys to that is an ability to make effective small talk.
People often say that when making small talk, you want to stick to neutral and non-controversial topics, in part, to avoid offending another person inadvertently. However, making small talk in such a bland way will indeed spare you from offending other people, but it will also likely make you unmemorable, even boring. Is there a way to be interesting without accidentally offending people in the process?
You need to realize that it’s not necessarily the topic you are discussing that matters the most: it’s how you discuss that topic. For example, the topic of the weather is one of the most common topics for small talk. You might think that any conversation about the weather is going to put people to sleep. But in reality, you can talk about the weather in a variety of ways that will make it more interesting.
For example: a boring comment about the weather might be: “Boy is it hot today?” But a more interesting way of saying it could be: “Have you been outside? Have you seen how hot it is? On Facebook, I saw someone try to fry an egg on a rock.” This comment is still about the weather, but has some personality to it. Or another engaging comment might be something like: “Did you hear that we’ve had more snow this year than the last three years combined?” p>
In each of these cases, you infuse your personality into the discussion which is key for building connections. And chances are, you're also much more memorable than simply “talking about the weather”.
Take talking about money as another example. This is a topic many shy away from because they consider it taboo, but just like with the weather, it's not the topic itself that matters most. It's how you talk about it.
The boring approach would be: “Did you hear that the yield on treasury bonds increased by a few percentage points last week?” This is a less than scintillating way to engage a prospect. In fact, if you lead with something like this, your prospect will suddenly remember some incredibly important thing he needs to do right now and send you on your way.
Instead, what if you put a little personality into the topic and talk about money but in a more interesting and engaging way? "Did you hear that Lady Gaga spent $50,000 on a ghost detection machine?" (By the way, I found this by Googling “stupid things celebrities have spent money on” and Lady Gaga was one of the top results.) In the end, small talk is in your hands. You can take virtually any topic and make it interesting or boring.
So, next time you're out there in the field trying to get a prospect to give you their undivided attention, get those creative juices flowing. Pick a topic of your choice, put on your own personal twist, and work your magic. Then come back to best-business-payroll.com and let us know how it worked.
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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