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Payroll Sales Pro Issue #36: It's Payroll Selling Season!
November 14, 2016
November 14, 2016
November and December are prime Payroll Selling Season—capitalize on the fact that most companies view January 1 as the ideal time to switch payroll companies, and you will increase your residual commission accordingly.
“Your Attitude Not Your Aptitude Will Determine Your Altitude.” – Zig Ziglar
It's Payroll Selling Season!
Most companies view January 1st as the best time of the year to change to a new payroll company. You have a HUGE opportunity in November and December—these are the best months to convince your clients that NOW is the right time to start the conversion process.
As you meet with prospective clients, remember that the consultative approach—solving their problems—is the best way to build trust, establish rapport, and to ultimately win more sales. One perceived “problem” these clients often have is that changing payroll companies mid-year is a messy process that makes more work for them. Although this isn’t technically true (more on that below), you can use that worry to your advantage.
Typically, when things are going well, companies are only going to be motivated to change payroll companies when the price is lower. Since PayPros almost always comes in at a lower price than ADP and Paychex, this can be a great way to open up the dialogue to see if your prospect is interested in getting a quote to at least compare prices.
By asking your prospects questions about how they feel about the service they are receiving, or if there have been any other issues they have had to deal with, you can often uncover an unhappy client who is ripe for conversion.
In both cases, January 1 is still seen as the “right” time to change by your prospects. This is because it’s a “clean break.” This is for a variety of reasons: The biggest is that the calendar year is a complete tax year. This ensures that one payroll vendor will be responsible for the 4th quarter tax filing, the end-of-year tax filing, and providing any employees that worked in 2016 with a W-2. Also, various types of payroll taxes are due at different times and monies are collected at each time they process payroll. Waiting for a year-end break ensures no data will need to be transferred, since the first pay period in January is a “clean slate.”
Sometimes, however, it can be a GOOD thing to have the new payroll provider start running payroll at the end of the year. If a company has had issues with their current payroll provider making errors, for example, they may benefit from their new payroll company taking charge of the data and ensuring that taxes are filed properly.
Not all payroll providers who start a new payroll at the end of the calendar year will file year-end taxes and ensure all data is correct—but PayPros will. If a company runs just one payroll in December, PayPros will take charge of all filings, including their employees W-2’s. PayPros will also do what is known as a “balance back audit” which will verify that all filings that PayPros did NOT do but were done on behalf of the client during that tax year have been done properly. If any filings are found to have been done improperly, PayPros will alert the client and then ensure they are done properly. They then certify that the filings have been done properly, so that if the IRS or the State Tax Authorities have any issue, then PayPros will pay the penalty.
If a client is doing their own payroll in-house, transferring to outsourcing payroll may also be a huge time-saver because the 4th quarter is when the preponderance of the work is done, and PayPros will assume that workload.
Payroll Selling Season is in full swing—how are YOU going to take advantage of it?
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
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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