Sales and Marketing. Number One Resource - Payroll Service Companies.

Number One Resource - Payroll Service Companies

I will tell you time and time again, not to bite the hand that feeds you. Paychex
and ADP are the US leader in payroll. They are also the number one resource for
referrals and business. Smaller payroll companies are also hungry and aggressive
for growth, so the networking is invaluable. Paychex relies specifically on two key
factors in obtaining their business: one being their sales force, and two being
accountants and bookkeepers. They do not pay for advertising. If you haven't noticed or paid close attention, take note that you won't see TV commercials, print
ads or radio ads. They spend their advertising dollar on their inside sales reps to
have literature, tri-folds. resource books and promo packages not only for the
clients, but for us. They need you just as much as you need them. Tell that to
Chris VVhitte. my new Paychex rep. because Dawn was moved too far up north
from me. He even brings me cookies when he knows I try not to eat junk food!
Okay, this is just a plug for him: I promised that 1 would write about him in this
book because he had hurt feelings that Dawn was in my other book. She'll be in
every book I write! She was the key to my success and thus ten years later we have
a wonderful friendship! Dawn (actually a head rep at Paychex for many years)
was offered to start up Advantage Payroll Services in San Diego. She did. with full
force, and they ended up having the highest growth and sales rate for the entire
US. Paychex ended up buying Advantage because of the growth and competition
factor. Dawn went back to Paychex. but is so good at sales and marketing that she
was offered to start up CompuPay. so keep a lookout for CompuPay as well. Key
reps will be heading up this payroll company! There is a common consensus in
the accounting and bookkeeping industry, which is trust. I'll be the first to tell you
that it is 100% more difficult to get that first client by cold calling and advertising.
They don't know you from Adam, so why should the small business owner trust
you with their money? Because you have a pretty tri-fold with foil embossed
business cards? That may say something about your taste and budget, but it says
nothing about your ability and integrity. The hardest part of getting business is
becoming known. For someone else to drop your name and business card in
conversation makes all the difference in the world! You need to figure out how
not to be the "new" name. We all know that your main source of business will
come from a payroll company, but "What do you say" to get in? In the back of this
book is a contact and resource page where Paychex. Advantage and ADP Sales
offices are located. Keep in mind that you don'l have to hold 100% loyalty to just
one payroll company. They don't hold 100% loyalty to just passing only your card
out: they may have four other bookkeepers or accountants that they refer at the
same time. The more people you know, the more business you will get. and the
same goes for them as well. Call all of the main payroll companies in your area.

Ask who the sales rep for your territory is. Territory is very important to sales
reps. You don't want to overstep or start fights with the sales reps. When the rep
answers the phone or you have to leave a message, make sure that you let the rep
know that you own a bookkeeping/accounting service, but you daiLt do payroll.
Schedule a meeting to go over your services as well as their services. If it's only
about you. then you are not going to get an excited rep. If you include their
services and needs in your conversation, they have gained something as well and
it's not just a one-sided sales call. Your networking relationship is now born. Do
this with all the companies that you want to network with. If you have a first
impression with a rep that isn't so good, which will happen every now and then, go
with your gut instinct and avoid networking with them. It is your choice,
remember that! When you meet with the reps, make sure that you have a
package, business cards, tri-folds or flyers. If they are going to refer you. they
need to have something to refer you with. Before you leave this meeting, ask your
rep what CPA they use or like to refer business to. This is very important! It will
open another door because now you are dropping names.

You know a few industry specific contacts and now you are not the new name.
A quick list of payroll companies in my area is:

• Paychex. Inc.
• CompuPay
• Advantage Payroll Services (a Paychex company)
• ADP
• Payroll Advantage
• Payroll Express
• Primepay
• Payroll One

Keep this in the back of your mind when networking with an Internet-based
payroll service company, not to knock Intuit® who has a good payroll service
system - however, their main office is in Nevada, and unless you can go to lunch
in Nevada, how are you going to meet the people they know? Visual contact is just as important in trying to sell yourself, and if you are in another state, it's going to
be more difficult.