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Payroll Sales Pro Issue #10--Switching Payroll Companies: Counteracting What’s Holding Your Client B
March 07, 2016
March 7, 2016
Monday Morning Pick Me Up
Inspiration and Information to start your week right
“People forget what you said, people forget what you did, but people will never forget how you made them feel.” -Bill Bradley
Payroll Talking Points--Changing Payroll Mid Year
Traditionally, companies want to start a new payroll service on January 1st so that payroll data from the past year does not have to keyed into the new system. PayPros, Inc. makes it easy to switch no matter what time of the year it is.
The biggest concern your prospects have in changing mid-year or mid-quarter is tax filing. Each quarter your prospects pay and file payroll taxes to both Federal and State authorities as well as make SUI payments (State Unemployment Insurance fund). At the end of the year the quarterlies are then totaled. The quarterly filings are totaled in a form called 941 (there is both a Federal and State version) and the total at the end of the year goes into a 940 (Fed & State).
In January of 2017 your prospects will need both a Federal and a State 940 for 2016. But in order to get that 940 they will need the totals from each of the four 941’s from 2016. So what makes your prospects nervous about payroll companies is when they hear that their payroll tax data is going to be keyed in manually. The largest national payroll company actually has sales reps key in the data before a client starts. (Yikes!)
Here’s what PayPros, Inc. does:
So if your client is wary of changing payroll processers mid-year, you can reassure them by conveying the information from above.
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
You may think that all you have to do is be liked by your clients, but being popular among your peers should be among your top work priorities. Being liked at the office can impact your success. Likable people are more likely to have wider social networks to call upon. Plus, the relationships you have with the people you work with can make the difference between a great day and a terrible one.
Here are three things that can make you more likeable:
SHOW INTEREST IN PEOPLE’S LIVES
Executive coach Leigh Ann Errico recommends making time on your schedule to check in with people on a "human level" rather than only coming around when you want something. "If you know there is a big life event that’s upcoming, show interest," she says. Take your watercooler chat to the next level, replacing the bland, "How are you?" with, "How is the wedding planning coming along?" or, "Has your son decided which college he will attend?" This shows you value your coworker as a person, not just their work.
BE SUPPORTIVE OF OTHERS’ SUCCESS
Show people that you not only care about your success, but theirs as well. When someone gets a promotion, take the time to congratulate them. Errico says you can even go the extra mile by writing out a congratulations card or taking them out to lunch to celebrate. "Your likability will improve when you focus on others in a supportive way," she says.
BE A TEAM PLAYER
"Nothing derails your likability more than ego," says Jennifer Blank, HR manager at McGarrah Jessee. Roll up your sleeves whenever needed. Offer to help others complete time-sensitive projects, even when it’s not your job. "You’ll earn gold stars when the folks you work with know you’ve got everyone’s best interest at heart, and that you can be counted on to contribute your fair share to the workload," says Blank.
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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