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Payroll Sales Pro Issue #34: Use Your Contacts to Increase Payroll Sales
October 17, 2016
October 17, 2016
As you learn the ins and outs of being a Payroll Referral Rep, the best way to start is to use the people you know to help you become confident in your new role within the payroll business. Pitching a payroll processing system to “friendly” prospects will enhance both your skills and sales.
Success breeds success. --Mia Hamm
Use Your Contacts to Increase Payroll Sales
Want to be successful referring payroll but are unsure where to start? Start where you are most likely to be successful—with folks you already know--and you will be able to build upon those successes and gain the traction necessary to create an additional stream of residual income.
We’ve been working closely with Andrew H. from Atlanta, Georgia, and this week he wrote in to our website to give our other payroll referral reps some advice about what’s been working well for him. We thought it was such good information that we’d reprint it here:
”When I signed up to be a payroll referral rep, I found the number one best way to begin successfully referring was to talk to the people I already knew.
”I made a list of everyone I knew that either owned their own small business or was in a position where they could get me an "in" with the decision-maker.
”I simply started working down my list starting with the people I knew the best--it was easier that way since when I made a few mistakes or didn't know the answer they were more forgiving and let me get back to them with the answers they needed.
”I got several invoices and handed them over to the sales team--within just a couple of weeks I had two sales and two more are pending right now.
”I got commission direct deposited the week after the first company ran their payroll. I have been impressed by how smoothly it all happened and I'm excited that I'll be getting residual commission to add to my full time job.
”Now I'm working down my list to people I don't know as well, but having experienced some success I am definitely going to keep going.
”My advice to people is to definitely work your best known contacts first and not to get discouraged if you get a few rejections. I got a few "no's" but kept going, and soon I'll be getting residuals on four accounts.”
What Andrew didn’t share here (but that we have gotten permission to add) is that he leaned on us here at the home office, maybe more than he thought he should. Since payroll is a new avenue for him, Andrew naturally had more questions than a seasoned payroll business services expert would have, and we helped provide him with the answers and resources to help guide him through the process.
Andrew called us several times to help him answer client questions and to give him ideas to help him bring up points his contacts could use to help them make the decision to switch their payroll.
We have been happy to help Andrew, and by extension all of our payroll referral reps, because helping him be successful benefits all of us.
Andrew’s approach to contacting “friendly” prospects first has enabled him to achieve success with folks who, as he says, are naturally more forgiving of any lack of knowledge he might have; they are more willing to wait for him to get the answers to his questions and to overlook any hesitation he might have with how the process works.
If you are contemplating how best to get started (or increase your success rate) you might also look to your circle of friends and acquaintances for some of your best prospects. And then feel free to reach out to us to answer questions and provide the support you need to be successful referring payroll.
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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