Effectively selling payroll services has several components. First, you must have initial contact and gain a company's interest. Secondly, you must convince the company to use your payroll services. Third, you must close the deal.
Things You'll Need
- Business cards
- Brochures or fliers
Contacting Potential Customers
Begin by designing a trifold brochure listing your payroll services. You may choose to print these yourself, or print one and head to the local copy store. Alternatively, place an order at an office supply store that can do printing jobs. After you have several hundred brochures printed, either deliver your brochures personally or mail them to local business that may need payroll services. Typically the larger businesses will be in need of payroll services, as smaller business will normally have an office manager who issues payroll.
Another method of marketing your payroll services is to design a postcard on colorful thick paper with a catchy phrase on the front. This will grab the attention of the potential customer, and it costs much less than printing and mailing brochures.
Design a small flier that takes one-third of the space on a piece of normal paper. This will allow you to have three fliers on one piece of paper. Purchase several brochure holders from your local office supply store. Next, visit local businesses that may allow you to place the flyers on their counters. For example, a lawyer who specializes in taxes or a financial planner's office is a good place to start. Anywhere that potential customers may visit, you may want to consider leaving fliers or brochures. This is an effective way of selling your payroll services.
Always ask for referrals in all of your marketing materials, including on the back of your business cards. Place payroll inserts asking for referrals as well, and mention some of the services that your payroll service provides.
Keep In Contact and Convince
Keep in constant contact with your prospects. Do not let them forget about the service that you can offer their business. Send them weekly tips on payroll processing, offer sign-up discounts and send newsworthy information. Keep your name and service in front of them regularly.
Contact potential customers throughout the year. Maintain a focus of closing deals toward the end of the year for companies changing payroll providers. Mention to them through a quick phone call or a postcard that changing payroll providers at the year's end is quick and easy. It is much easier for a business to switch payroll providers at the end of year, allowing the new payroll provider to begin providing services at the beginning of the calendar year.
Email is also an effective tool in turning potential customers into regular customers. Staying in constant contact through email is an excellent way of keeping your name and services in front of your prospect. Consider offering a monthly newsletter that is delivered my email, designed to offer tips and tools to businesses. Write articles on tax advantages, 401(k) plans or health insurance.
Close the Deal
You have gained a potential customer's interest and she wants a presentation. Begin your presentation by describing how your services differ from other payroll services and how you can save her money. In your presentation, mention how you will address any errors or questions that may arise when processing payroll. Most companies would prefer you to contact them immediately rather than solving any issues yourself. Also, consider partnering with a CPA to address any tax issues that may occur while the client is using your payroll service. Potential customers like to feel that if any tax problems arise you can assist with these issues. Additionally, consider offering options that other payroll services may not be offering such as paperless payroll, online payroll or payroll debit cards.
Offer competitive prices. Check with the local payroll companies and offer rates that are comparable and affordable.
Bring all of the forms that the customer needs to begin service--employee-data forms, direct-deposit forms, bank-authorization forms, tax-deposit information forms and any other additional forms that your service may use when obtaining new customers. This shows the customer that you are prepared and ready to do business.