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May 2, 2016, Issue #17--The Payroll Invoice
May 02, 2016

May 2, 2016

Monday Morning Pick Me Up

Inspiration and Information to start your week right

“It’s not about having the right opportunities. It’s about handling the opportunities right.”

-- Mark Hunter

Payroll Talking Points--The Payroll Invoice

If you are talking with decision-makers about other products or services, you have the right opportunity to add another stream of income to your portfolio with Payroll. We’ve talked many times about the best strategies to employ to make that happen, but it really all boils down to: Get an invoice.

Most invoices have the layout of the one below:

The pertinent information is:

  1. Number of Pays- how many employees does the company have?
  2. Frequency of payroll- most invoices note the frequency; if you get one that doesn’t, find out how often they are paying their employees. The most common frequencies are Weekly, Bi-Weekly, Semi-monthly, or Monthly.
  3. Features- in the example above this client’s charge for the printing of two reports; “Master List” and “Department Summary” is being waived. (Note: PayPros Inc. never charges for these reports.)
  4. They are being charged $1.00 each time they hire someone.
  5. Tax Process Fee: not a charge that PayPros Inc has either, we only charge a filing fee each quarter.

We can also see that this client is getting a discount. This is all good information for us to have so that we can come up with a service offering that has the same features as they have now, in order for the client to make an apples to apples comparison.

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

Last week we talked about how to be better at networking. One of the key components is good listening skills. You will find more opportunities by practicing being a better listener, and your conversation partner will unconsciously think more highly of you. Here are five ways to improve your listening skills:

  1. Focus. Many people are so focused on what they're going to say next or how what the other person is saying is going to affect them that they fail to hear what's being said. The words come through loud and clear, but the meaning is lost. Your thoughts can be very distracting. Try to focus on what is being said and then formulate your response, even if it takes a moment or two to respond.
  2. Put away your phone. It's impossible to listen well and monitor your phone at the same time. Nothing turns people off like a mid-conversation text message or even a quick glance at your phone. When you commit to a conversation, focus all your energy on the conversation. Even if you are speaking on the phone and the person can’t see you, you cannot be fully engaged in the conversation if you are checking a text.
  3. Ask good questions. Something as simple as a clarification question shows not only that you are listening but also that you care about what they're saying. In addition to verifying what you've heard, you should ask questions that seek more information. Examples of probing questions are "What happened next?" and "Why did he say that?" The key is to make certain that your questions really do add to your understanding of the speaker's words, rather than deflecting the conversation to a different topic.
  4. Be Open Minded. No one wants to have a conversation with someone who has already formed an opinion and is not willing to listen. Having an open mind is crucial in the workplace, where approachability means access to new ideas and help. This doesn’t mean you must agree their beliefs, but it does mean you need to stop yourself from passing judgement long enough to really hear what they are saying.
  5. Keep your mouth shut. If you're not checking for understanding or asking a probing question, you should be listening. You will find out much more information if you spend more time actively listening. Often, when we jump in with advice or a solution, we're shutting the other person down.

Practice these listening skills to get more out of your networking efforts, and you may find more opportunity.

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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