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Tuesday, February 15 2022
Why Drip Marketing Is A Critical Marketing Strategy

Why Drip Marketing Is A
Critical Marketing Strategy

By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 554
  • Time To Read: 2.2 Minutes

Since no one can predict the exact moment in time when someone will be ready to buy what you sell, you need to maintain CONSISTENT contact with EVERYONE in your marketing databases. And because of this, drip marketing is a great short- AND long-term strategy as it will go a long way to building trust, credibility, and brand recognition in the marketplace. 

Why Is Drip Marketing Critical To Your Sales Strategy?

  • 50% of all salespeople stop calling a prospect after their first unsuccessful attempt at moving the sales process forward - a number that skyrockets to about 98% after a salesperson's third unsuccessful attempt. 
  • It takes anywhere from 15+ personal touches before someone makes a buying/referral decision. 
  • 80% of what you tell a prospective buyer or client in a face-to-face meeting is forgotten within 24- to 48 hours; over the phone, it takes less than 60-minutes for someone to forget 80% of what they were told.
  • People make buying decisions when they are ready; not when you or your salespeople want them to.

Types Of Drip Marketing Tactics/Campaigns.

  • Lumpy Mail Marketing Campaigns
  • e-Mail Marketing Campaigns (e.g., sales intro letter, product or service spotlights, newsletters, press releases, sales promotions, etc.).
  • Direct mail campaigns (e.g. postcards, letters, and lumpy mail campaigns).
  • Prospect drop-off kits (e.g., sales literature, samples, etc.).
  • SMS marketing.
  • Blog posts.
  • Google ad word campaigns.

Sample Drip Marketing Calendar (For A Database Of Prospects):

  • Day 1:  e-Mail a press release on an upgraded feature, new hire, security upgrade, or service/product promotion.
  • Day 3: e-Mail an educational newsletter.
  • Day 4: A follow-up call is made to gauge interest/set appointments (use my 2/4 call strategy).
  • Day 10: e-Mail an introductory letter.
  • Day 10: Mail postcard with a special offer.
  • Day 17:  e-Mail newsletter.
  • Day 28: e-Mail a product or service spotlight campaign.
  • Day 42: e-Mail a newsletter.
  • Day 49: e-Mail a product or service spotlight campaign.
  • Day 56: e-Mail e-newsletter.
  • Day 63: A follow-up call is made to gauge interest/set appointments.

The Pros Of A Drip Marketing System:

  • A continuous cycle of well-written marketing messages will go a long way in building trust, credibility, and brand recognition in the marketplace. 
  • It is a great way to position yourself/your business as a thought leader in the industry. 
  • "Situations" change all the time; from your competition falling short with their customer service efforts, product or service performance or taking their business for granted to price increases. 
  • New decision-makers enter into the buying cycle.

The Cons Of A Drip Marketing System:

  • It requires a disciplined person to engage in a long-term drip marketing strategy.
  • Your content needs to be written by a skilled copywriter (so your messages resonate with a reader).
  • It requires a salesperson (or you) to formally follow-up a campaign with an "oh by the way" call.  
  • Your marketing databases need to be constantly updated to maximize open rates and reduce postage costs when a direct mail campaign is released; however, the ROI is substantial should these steps be taken correctly.

Now The Good News.

A significant percentage of your competitors, even your largest ones, do not have a drip marketing system installed at their business; a mistake that represents a huge sales and marketing opportunity for YOU and YOUR business. Best of all, you don't need to spend a fortune to install one for your business.  


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Drip Marketing, Inc. AT 07:01 am   |  Permalink   |  Email
Tuesday, February 15 2022
Drip Marketing: 6 Elements To Your Success

Drip Marketing: 6 Elements To Your Success
(Print And Share At Your Next Sales Meeting)

By Glenn Fallavollita, President - SellMorePayroll.com Drip Marketing, Inc.

  • Word Count: 267
  • Read Time: 64 Seconds

The success of your drip marketing efforts will hinge on six very specific elements:

  1. Content: You need to provide relevant content to your target audience, or they will not welcome your drip marketing messages.
  2. Frequency: Too many drips or too few drips play a role in the success of your drip marketing efforts. 
  3. Recency: Recency refers to the time span between each drip. Too short of a period between drips will cause your target audience to opt-out of your e-mail marketing campaigns or throw your direct mail campaigns into the trash. Too long of a period between drips will result in people forgetting about you and your business.
  4. The Blending of Tactical Marketing Campaigns: The best-in-class drip marketing strategies use a combination of e-mail campaigns, direct mail campaigns, SMS marketing, blogs, social media, face-to-face meetings, follow-up phone calls, and other marketing campaigns and tools - all of which are designed to maintain continuous contact with someone.
  5. The Use of Evidence-Based Tools In A Selling Situation: Prospects want to make the best decision possible when buying what you are selling; therefore, education-based tools can oftentimes augment the decision-making process faster as people believe what is in print form. Car dealerships use this technique when selling a car, i.e., window sticker, sell agreements, service department repairs, etc. 
  6. Proactive Follow-up Calls: A marketing campaign’s results will increase ten-fold if a payroll salesperson picks up the telephone and starts calling their list of payroll prospects and referral partners - also known as making an Oh, By The Way, Call. Should a salesperson consistently make these types of calls, they will start to see sales magic happen.  

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 06:04 am   |  Permalink   |  Email
Monday, February 14 2022
5 Ideas To Help Generate More Sales Leads

5 Ideas To Help Generate More Sales Leads
(Print And Share At Your Next Sales Meeting)

By Glenn Fallavollita, President - SellMorePayroll.com Drip Marketing, Inc.

  • Word Count: 249
  • Read Time: 60 Seconds

Many sales leaders, owners, and salespeople are hoping for a robust year of sales. Unfortunately, hope isn't a great sales strategy.

5 Money-Making Ideas To Help You Generate More Sales Leads And Referrals.

  1. Phone Blitz Sessions - Schedule mandatory phone blitz sessions for your salespeople. Here's why:  Salespeople loathe the idea of making outbound calls and will delay this activity. 
  2. Ask, And You Shall Receive - Ask your clients and referral partners for a referral (if you don't ask, the answer is "no") - now re-read bullet #1.
  3. e-Mail Database - Build a massive e-mail database of prospects, referral partners, and clients.
  4. Drip Marketing Campaigns - Create a series of e-mail drip marketing sales letters, press releases, newsletters, service spotlights, etc., that promote the things that make your business unique in the marketplace.
  5. Drop-Off Campaigns - Since in-person sales meetings are few-and-far-between, you can still do a cookie/donut/pizza "drop-off" package at a referral partner's and key prospect's office. Don't forget to buy a roll of labels with your logo and tagline "Thank You For Your Support" printed on it.

Your Competition Is Aggressively Going After New Business.

That's right; your competitors are looking to replace their lost clients (and so should you). As I said before, if hope is your sales and marketing strategy, you need to contact me to help you put our proven drip marketing system installed at your business.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 08:16 am   |  Permalink   |  Email
Thursday, February 10 2022
8 Tips For Salespeople Who Are Working From Home

8 Tips For Salespeople Who Are Working From Home
(Please Forward To Your Friends And Co-Workers)
By Glenn Fallavollita, President - SellMorePayroll.com Drip Marketing, Inc.

  • Word Count: 406
  • Time To Read: 96 Seconds 

Working from home is the new norm for many salespeople. And to be successful in this environment, it requires a lot of discipline on your end. To help you (or someone you know) stay focused, I have listed a few essential tips below.

#1: Manage Your Distractions - Home office distractions can and will impede your productivity. That said, I recommend finding a quiet place in your home to help stay focused. If your children are young, try and hire a local babysitter to keep them from interrupting you.

#2: Talk With Your Manager - There is a good possibility that your manager is also working from home; therefore, maintain communication via phone, e-mail, or text. Additionally, communicate the status of your projects with new clients or sales opportunities you are working on.

#3: Build Your e-Mail Database Of Prospects, Referral Partners, Etc.  - You need to work on increasing the size and quality of your e-mail marketing database.  Whenever I speak at a conference, I start my workshop off with this line: Show me your prospect and referral partner databases, and I will show you your sales future. 

#4: Upgrade Your Office Technology - It is in your best interest to work on a PC (vs. laptop) as you can have two to three monitors running at the same time. And if your PC is as old as dirt, spend the $500 - $600 on a new, and faster machine.  

#5: Track Your Proposals – Your sales pipeline is your life! In order to keep track of your proposals, create an Excel sheet that tracks proposals by month.

#6: Be Prepared When Making Cold Calls - In most first-time phone calls, a prospect will give two to three minutes. Because of this, you need to have an engaging opening line. Please note this: Many people are not looking to hire a new payroll service or HCM business; therefore, you need to take a more educational spin on selling.

#7: Google Your Competition - Go online to see what your primary competitors are doing to attract new business. Share what you found with your sales/marketing leader and then come up with a better offer. 

#8: Don’t Get Discouraged - Working from home is tough for most people as rejection is amplified when working alone. Because of this, call your co-workers to see what they are doing. Also, don’t forget to stay connected with your manager. 


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 06:01 am   |  Permalink   |  Email
Thursday, February 10 2022
Sales Metrics: What A Salesperson Should Track

Sales Metrics: What A Salesperson Should Track
(Print And Share With Your Sales Team)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 244
  • Read Time: 59 Seconds

Do you want to see an immediate increase in your sales? If you do, one of the best things you can do is to start tracking your sales activities (see below):

  • How Many Proposals Sent And Closed – I recommend creating a Proposal Tracking Report via Excel. As archaic as this may sound to you CRM gurus, you don’t know what you don’t know. Remember, salespeople want things simple.
  • How Many Outbound Calls Made – The number of outgoing calls you make each day/week is directly related to your sales performance.
  • How Many Zoom Meetings/Appointments/Meetings Set – This report keeps track of the number of First Time Appointments (FTA) you have made each week with either a new prospect and/or a center-of-influence AKA referral partner.
  • How Many People Are In Your e-Mail Database - I also recommend tracking the size of the following databases:
  1. Prospects
    • How many are in your database?
    • How many have an e-mail address associated with their name?
  2. Referral Partners
    • How many have an e-mail address associated with their name?
    • How many are in your database?
  3. Past Customers/Active Customers
    • How many have an e-mail address associated with their name?
    • How many are in your database?

Now Read This!

You need to keep track of what you are doing; if you don’t, you won’t know what is working (or not working). Remember, if you don’t change what you are doing, your sales results will NOT change either.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: AT 05:57 am   |  Permalink   |  Email
Wednesday, February 09 2022
Generate 50% More Sales At 33% Lower Cost

Generate 50% More Sales At 33% Lower Cost
(Print And Share With Your Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com Drip Marketing, Inc

  • Word Count: 356
  • Time To Read: 96 Seconds

According to Forrester Research, companies that nurture their database of leads make 50% more sales at a cost 33% less than non-nurtured leads. Therefore, it is imperative to set up a drip marketing system to help nurture your database of prospects, clients, past clients, referral partners, etc. with educational building content

Read These Sales And Marketing Statistics.

Before I wrote my book Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You, I conducted extensive research on 1,000 businesses and salespeople. Here is what I found:

  • Salespeople Give Up Way Too Early - 50% of all salespeople stopped calling or sending information for at least 9 to 12 months or altogether to a prospective buyer after their first unsuccessful attempt at moving the sales process forward. A number that skyrockets to 98% after their third unsuccessful attempt.
  • 66% Of Newly Hired Salespeople* – Close to 66% of all newly hired salespeople quit or get released after 9 to 12 months of employment.
  • Salespeople Can’t Predict A Prospect’s Close Date - 95% of all salespeople could not predict the actual close date of a sale with any degree of accuracy when given a 4- to 8-week “prospect close date.”
  • First-Time Appointments Or Events - 75% of all first-time appointments or events with a prospective buyer or referral source happen after a salesperson’s 4th phone call, e-mail, or face-to-face contact. 
  • It Takes 15 – 30 Conventional Touches - In a medium- to high-value business-to-business sale, it takes 15 to 30 conventional touches by a salesperson (phone conversations, face-to-face meetings, voicemail messages, personal e-mails, letters, and so on) before a cold prospect or referral source is defined as being “sold or closed.”
  • Few Businesses Train Their Salespeople - 90% of all small- to medium-sized businesses did not conduct any consistent sales training for their payroll sales staff.

Lead conversion is critical for all-sized businesses, including yours. Therefore, a sales leader needs to:

  1. Be consistent in their lead nurturing activities, i.e., drip marketing.
  2. Actively manage the follow-up process for their salespeople.

Bottom line: If you or your business isn’t top-of-mind when someone is ACTIVELY seeking what you are selling, the sale will go to a competitor and NOT you – which is the #1 reason you need to have an active drip marketing system running at your organization.  

*At smaller, privately-held businesses.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 05:58 am   |  Permalink   |  Email
Tuesday, February 08 2022
How To Get More Prospects To Remember Your Business

How To Get More Prospects To Remember Your Business
By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 507
  • Time To Read: 2.0 Minutes 

According to data from the Census Bureau’s Annual Survey of Entrepreneurs, there were 5.6 million “employer” firms in the U.S. in 2016. Here’s the breakdown:

  • 500 or fewer workers accounted for 99.7% of those businesses.
  • 100 or fewer workers accounted for 98.2%.
  • 20 or fewer workers made up 89%.

Click Here To Read The Census Survey @ SBE Council.org.

With this many businesses in the U.S., you are probably saying to yourself, "If they only knew about my business, I would be able to grow my sales exponentially." Unfortunately, the items listed below are working against you.

Why Most Prospects Won't Remember Your Business.

  • 50% of all salespeople stop calling a prospect, for 9 to 12 months or altogether, after their first unsuccessful attempt at moving the sales process forward.
  • 40% of all salespeople feel that prospecting is one of the most challenging aspects of their job; therefore, most salespeople flat-out ignore this activity.
  • 70% of all salespeople are either disengaged or completely disengaged in their job.
  • 50% of what you tell a prospect during a presentation is forgotten in less than 60 minutes and 80% in 24 hours.
  • 90% of all "prospecting calls" go directly to voicemail.
  • 95% of all small businesses (and most likely yours) don't provide their sales staff with any sales training after 30-days of employment.

If you want more prospects to remember you when they want to buy what you sell, you need a drip marketing system - a system comprised of bite-sized chunks of educational information.

e-Mail Marketing Campaign Ideas: 

  • Bundle Promo On A Product/Service
  • Refer Us To A Friend
  • Client Survey
  • Holiday Card
  • New Hire Press Release
  • New Product Or Service Press Release
  • Upgraded System/Platform Press Release
  • Referral Partner, Product, Or Service Spotlight
  • Sales Intro Letter
  • Educational Webinars (Monthly)

Low-Risk Offer Ideas:

  • Promote an add-on service via a free trial or special offer, i.e., free employee background check. 
  • Provide free reports to download, i.e., How To Avoid Hiring The Wrong Candidate or How To Avoid An Employee Law Suit, etc. 

Hot Prospect Ideas:

  • Send each salesperson's "top 10 list of prospects and/or referral partners" list a lumpy mail campaign. 
  • Send someone a gift card if they referred to you a prospect that resulted in a sale.
  • Sponsor a "Shred Your Documents Day" with a shredding company in conjunction with a local bank or credit union. 

Executive Summary: You will see an immediate increase in sales by doing three things:

  1. Build/update your e-mail marketing database(s).
  2. Send your database of referral partners, clients, past clients, and prospects relevant content.
  3. Follow-up most e-mail marketing campaigns with an "oh, by the way" phone call. 

Yes, it's that simple. 

P.S. The days of winging it with your "marketing" efforts are over. If you want to have a break-out year, set your goals, and then take action.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 07:23 am   |  Permalink   |  Email
Tuesday, February 08 2022
9 Questions Every Sales Leaders Need To Ask

9 Questions Every Sales Leaders Need To Ask
(Your Answers Will Be An Eye-Opener)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc

  • Word Count: 291
  • Time To Read: 72 Seconds

Most sales leaders (and owners) HOPE their sales issues will disappear or turn around. Unfortunately, the only way a sales leader can improve their sales problem is this: Take action by doing something different. 

9 Questions All Sales Leaders Need To Ask Themselves: 

#1: How many of my salespeople are not meeting their quota? Now, ask yourself this: What are my plans to help them generate more sales?

#2: What percentage of our clients, prospects, referral partners, etc. have an e-mail address associated with their record? If it's not 100%, ask yourself why.

#3: What are our e-mail marketing and social media strategies?

#4: What is our sales follow-up strategy to ensure our sales team follows up on an e-mail marketing campaign, past proposals, etc.? 

#5: How many formal/scheduled phone-blitz sessions do we have each week? Now, re-read question #1. 

#6: What type of marketing collateral do we use on a sales call to help reduce price as a focal point or sales objection?

#7: How many times a month am I training the sales staff to improve their sales performance?

#8: How often do we connect with our database of customers/clients to:

  • Cross-sell them with other products or services?
  • Ask for a referral?
  • Survey them to determine their future needs?
  • Connect with them on their anniversary date/birthday?

#9: What am I using to track my sales team's proposals, proposal close ratio, and call-in leads? 

Are You Happy With Your Answers? 

If not, you should seek a professional like me who can help you create or fine-tune your sales and marketing strategies. By the way, don’t put marketing on your sales team’s shoulders, as research has proven salespeople are notoriously bad writers, and worse, do marketing that tarnishes a brand. 


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 06:58 am   |  Permalink   |  Email
Tuesday, February 08 2022
6 Types Of Discovery Questions Winning Salespeople Use

6 Types Of Discovery Questions
Winning 
Salespeople Use

 (PRINT AND USE AT YOUR NEXT SALES MEETING)
By 
Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 274
  • Time To Read: 66 Seconds

One thing successful salespeople have in common is their ability to ask the right type of discovery questions during the sales process – questions that relate to someone’s problems, needs, desires, wants, likes, and dislikes.

The 6 Types Of Discovery Questions Winning Salespeople Use.

To help you get better at asking discovery questions during the sales process, I have listed below a group of questions to ask a prospective buyer:

  1. Current Situation Questions – At the start of the call, successful salespeople ask data-gathering questions about facts and background. Hint: Keep Current Situation Questions to a minimum during your data gathering process, as these types of questions will frustrate decision-makers.
  2. Current Problem-Related Questions – After getting the necessary background questions out of the way, it is now time to explore all the problems (issues, difficulties, and dissatisfactions) this person has with their current situation. It’s been my experience that inexperienced salespeople don’t ask enough Problem-Related Questions.
  3. Financial Questions – After getting a handle on someone’s problems, it is now time to quantify these problems to a dollar value. Additionally, this will help quantify the seriousness of a prospect’s problem as well.
  4. Pain Solving Questions – This is where you get a prospect to tell you the benefits they would see if you were able to solve their pain/problem(s).
  5. Closing Questions – This is where you ask a prospect questions to finalize the selling process, e.g., moving forward with a “yes” or “no” decision.
  6. Overcoming Objection Statement/Questions – Should a prospect be on the fence about moving forward, this is where you need to address each issue a person may have with a buying decision.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 06:54 am   |  Permalink   |  Email
Monday, February 07 2022
5 Tips To Follow-Up An e-Mail Campaign

5 Tips To Follow-Up An e-Mail Campaign
(And Generate More Sales Leads And Referrals For You

By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

  • Word Count: 259
  • Time To Read: 60 Seconds

To maximize sales leads and client referrals from an e-mail marketing campaign, it is imperative to make a follow-up call. To help you do this effectively, check out my five-step follow-up strategy:

  1. Create an e-mail campaign (include a low-risk offer).
  2. Create two scripts: One for talking with a live person and one for leaving a voicemail.
  3. Send your campaign on a Tuesday at 8:30 a.m.
  4. After sending the campaign, wait 2.5 hours and download a list of people who opened the e-mail. Sort the list by company and then by e-mail address. After this is done, start calling everyone.
  5. After you leave a voicemail message, send the e-mail below.

Send This e-Mail After Your Voicemail Message.

First Name: I just called and left you a message as I wanted to follow up on an e-mail we sent you today about our ____________.

If you want to learn how we can (reduce, save, mitigate, increase your ___________), I have a few ideas that will help your business – just return my call or send me off a quick e-mail on the best time(s) for us to talk.

I look forward to connecting with you!

Name
Company Name
Phone
e-Mail Address

P.S. If you want to read what some of our clients are saying about our ____________, I have attached a few client testimonials for you.

What To Do On Friday Morning (My 2/4 Call Strategy).

On Friday morning, make a second and final call to the people who didn’t call you back or respond to the e-mail above.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 07:05 am   |  Permalink   |  Email
Monday, February 07 2022

What To Do When A Hot Prospect Ghosts You
(PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 223
  • Time To Read: 54 Seconds

You just hung up the phone with a hot prospect. And although the person had an interest in what you are selling, they ghosted you after getting their proposal.  Now what?

Send This e-Mail To A Prospect Who Ghosted You (After My 2/4 Call Strategy).

After leaving a few voicemails, I highly recommend sending the e-mail below.

[First Name]:

I have called a few times in the past few (days/weeks) and have not heard back from you. And since I want to be professional in my follow-up efforts with you, it would help me a lot if you hit the reply key and type in the number that represents your situation; I will take it from there.

#1: Glad you are touching base. Please call me (today/this week/next week) to discuss the details of your proposal.

#2: Thanks anyway (your first name), but there isn't any interest in moving forward with your company. 

#3: The timing isn't right; check back with me in 2 to 3 months.

Again, if you would hit the reply key right now and type the number that best describes your situation, I would greatly appreciate it!

Name – Title
Company
Phone
e-Mail

P.S.  You will find attached a one-page list of client testimonials from businesses (who switched from ____ to us, similar in size to yours, etc.).


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 07:02 am   |  Permalink   |  Email
Thursday, February 03 2022
Hiring A Salesperson? 8 Tips To Help You Avoid A Bad Hire

Hiring A Salesperson?
8 Tips To Help You Avoid A Bad Hire

By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com

  • Word Count: 521
  • Time To Read: 2.1 Minutes

50% to 66% of all newly hired salespeople* quit or get fired in their first 4- to 12-months of employment. That’s right; almost 66% of all newly hired salespeople won't last longer than 12 months!

This One Business Lost $200,000 With 5 Bad Hires.

I recently spoke with a business owner who hired and fired one sales leader and four salespeople in 18 months - who lasted, on average, 6.4 months. By the way, his out-of-pocket expense for these bad hires exceeded $200,000. Yes, $200,000. What’s worse is this: The five hires above generated less than $15,000 in new sales for the $200,000 spent. 

8 Tips To Help Avoid A Poor Hiring Decision.

Tip #1: Don’t Rush The Hiring Process - While you may want a salesperson on your staff, keep in mind the cost of hiring the wrong person; therefore, take a careful look at your interviewing, reference checking, and onboarding process.

Tip #2: Pay A Bounty - Go to your staff, database of contacts, and vendors and say, “I’ll pay you $5,000 in cash if you can help me recruit a successful salesperson.” What you need to do next is hand each person a one-page overview of whom you are looking for and how the $5,000 is paid. By the way, you will only pay the $5,000 if the salesperson produces $X in revenue in their first 12-months of employment.

Tip #3: Check References As Salespeople Will Embellish Their Success - References are the best chance you have at gauging whether someone can perform a sales job at your company. By the way, the most common lies of a resume, according to a survey by CareerBuilder.com, relate to:

  • Embellished skill set – 57%
  • Embellished responsibilities – 55%
  • Dates of employment – 42%
  • Job title – 34%
  • Academic degree – 33%
  • Companies worked for – 26%
  • Accolades/awards – 18%

Tip #4: Ask Past Employers This Question - “If you had the chance, would you hire <first name> again?” Their response, or lack of an answer, will be eye-opening.

Tip #5: Look Deep Into Your Rolodex, LinkedIn Contacts, And Vendors - When you have an open sales position, reach out to your contacts to see if they know of anyone (or maybe themselves) who might be interested in a sales position at your company.

Tip #6: Test Them On The Computer - The days of not being computer savvy are over for a salesperson. Because of this, test every candidate on their ability to use a CRM program and Outlook BEFORE you hire them. 

Tip #7: Don’t Hire Salespeople Who Will Work From Home - If you can avoid it, hire a salesperson within a reasonable driving distance from your office. I've seen more salespeople who work from home fail - especially when they didn't have a full-time sales manager.

Tip #8: Make Sure You Are Ready - BEFORE you consider hiring your next salesperson, make sure you are ready (sales training manual, sales tracking reports, prospecting databases, sales scripts, etc.). 

Executive Summary: Before you hire a salesperson, ask them to role-play on these two things:

  1. Their discovery process when talking with a prospect.
  2. A PowerPoint presentation on what they are currently selling. Wow, what a novel idea!

*At smaller, independent businesses.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 05:20 am   |  Permalink   |  Email
Wednesday, February 02 2022
Apple's New e-Mail Privacy Policy: And How It Will Affect Your e-Mail Results

Apple’s New e-Mail Privacy Policy: And
How It Will Affect Your e-Mail Open Rates

(Print And Share With Your Marketing Team And Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 244
  • Read Time: 58 Seconds

Have you seen an increase in your e-mail open rates in Q4 2021/Q1 2022? If you have, it is due to Apple's new "Mail Privacy Protection policy - a new policy that prevents e-mail marketers from using invisible pixels to collect information from recipients.

The feature is now available for users of Apple’s Mail app for:

  • iPhone
  • iPad
  • Mac Computers
  • Apple Watch

Here’s what it does: It allows someone to mask...

  • When and where they open an e-mail.
  • What device is used to open an e-mail.
  • Other online activity linked to that device.

Fast Facts From CNBC's Article: How Apple’s upcoming e-mail privacy update could change what’s in your inbox.

  • In the past, data from an e-mail was loaded only when the recipient opened the e-mail and downloaded the e-mail’s images, which happened automatically in most cases.
  • This data included a pixel, which allowed your e-mail provider to detect that the e-mail was opened, what device was used, and sometimes where the subscriber was located when they opened the e-mail.
  • With Mail Privacy Protection, Apple Mail preloads images and content of e-mails you send — including the tracking pixel — regardless of if the recipient actually opened the e-mail or not. 

Other Key Points:

  • Apple’s new e-Mail Privacy Protection policy is now forcing marketers and publishers who use e-mail to reach their subscriber base to rethink some of the ways they’ve measured, monetized, or used e-mail.
  • Consumers might eventually notice a difference in the marketing e-mails they are getting — and may see brands reaching them in other ways outside the inbox, like texting. 

Click Here To CNBC’s Article: How Apple’s upcoming e-mail privacy update could change what’s in your inbox.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.


Posted by: Glenn Fallavollita AT 06:17 am   |  Permalink   |  Email
Wednesday, February 02 2022
Why You Need To Send More Than A Newsletter To Help Market Your Business

Why You Need To Send More Than A
Newsletter To Help Market Your Biz

(Print And Share With Your Sales Team And Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 239
  • Read Time: 57 Seconds

Some owners and sales leaders feel that blasting a "one-size-fits-all" newsletter to everyone in their e-mail database once or twice a month is “marketing” their business. And if you do too, you are losing tons of sales leads AND referrals.

Here’s why…

85% To 90% Of Your Prospects (And Referral Partners) Are NOT Reading Your Newsletter:

That’s right; a massive 85% to 90% of your prospects and referral partners are NOT reading your newsletter. And those that do:

  • Spend 10 - 15 seconds skimming your newsletter.
  • ONLY 2% will click on your “read more” link.
  • Apple's new "Mail Privacy" policy and other anti-virus software programs are giving you false positive open and click-through rates. 

Think about this, 85% - 90% of your NEW BUSINESS OPPORTUNITIES and REFERRAL PARTNERS are not reading your newsletter. So let me ask you; "Is this acceptable to you?" If it isn't, call me ASAP!    

Click Here To Read How We Doubled This Payroll Service's Open Rate.

10 Tips To Get More People To Open Your Next e-Mail Campaign(s).

  1. Segment your databases, i.e., clients, prospects, referral partners, etc. Then write content relevant to them!
  2. Add new e-mail addresses to your databases.
  3. Send e-mail campaigns that go beyond a newsletter, i.e., press release, employee or CPA spotlight, product upgrade/enhancement, etc.
  4. Personalize your e-mails, i.e., Hello [first name].
  5. Avoid writing a wall of text.
  6. Write better subject lines.
  7. Send a reminder e-mail to everyone who DID NOT open your initial campaign.
  8. Write better headlines and subheadlines.
  9. Add a highly visible call-to-action or low-risk offer.
  10. Call the prospects and CPAs who open your e-mail campaign (use my 2/4 call strategy).

Summary: In today’s work-from-home environment, your database of prospects, referral partners, and clients are spending more time in their inboxes. And if you want to capture someone’s attention, so they read your next e-mail campaign, consider the tips I have listed above!


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 06:11 am   |  Permalink   |  Email
Tuesday, February 01 2022
e-mail Newsletters: 6 Best Practices For Your Business

e-Mail Newsletters:
6 Best Practices For Your Business

By Glenn Fallavollita, President of Drip Marketing, Inc.

  • Word Count: 413
  • Time To Read: 97 Seconds

Are you thinking of e-mailing a newsletter to everyone in your marketing database(s)? If you are, I have listed six tips to help you get more people to open and read/skim it.

#1: Define Your Newsletter’s Goal or Purpose? If you are not tracking each newsletter sent, and the content used, you will never know what is working or NOT working. Here are some objectives of a company's newsletter: 

  • To educate someone on a particular subject(s).
  • To showcase a client, employee, referral partner, etc.
  • To promote a new product/service.
  • To announce a new salesperson or system upgrade.

What your goal should be: Stay top-of-mind with your database of past customers, prospects, referral partners, etc. with relevant and engaging content. 

#2: Make Sure Your Content Resonates With The Majority Of Your Target Audience. Sure, you can blast a generic one-size-fits-all newsletter to everyone in your marketing database, but if your main objective of sending one is to say “BUY FROM ME!,” your open- and click-through rates will be below average at best.  Sending relevant content is your key to success.

#3: Always Grow And Update Your Databases. One of the best things you can do is grow/update your marketing databases. If not, your open rates will remain stagnant. 

#4: Use Proper Formatting. Nothing could be more boring than a wall of text (I see it all the time) in a newsletter. If you want to attract a reader,

  • Use headlines, sub-headlines, bullet points, and 2 - 3 sentence paragraphs.
  • Add pictures, videos, and colors to engage a reader.

#5: Add A Low-Risk Offer. If you are wondering what type of low-risk offers you should use, ask yourself these questions:

  • Do I want to direct a reader to a specific landing page on my website? If it is, highlight a hyperlink to that page.
  • Do I want to promote a special whitepaper? If it is, highlight a hyperlink to download a special whitepaper or guide (or a landing page on your website).
  • Do I want to get a client or a referral partner to refer my business to their friends or business clients, respectively? If it is, add a one-click button that directs someone to a “refer us to a friend” or "refer us to a business client" page on your website.

#6: People Will Only Skim Your Newsletter. The harsh reality is this: People spend about 7- to 10-seconds skimming your newsletter. Therefore, re-read tip #4.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

To hire Glenn for your next conference, visit DripMarketingSpeaker.com.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Drip Marketing, Inc. AT 06:30 am   |  Permalink   |  Email
Tuesday, February 01 2022
641 Words Of Tough Love For All Salespeople To Read

641 Words Of Tough Love For All Salespeople To Read
(Print And Share With Your Sales Team And Sales Leader)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.

  • Word Count: 641
  • Read Time: 2.6 Minutes

Are you a salesperson who wants to upgrade their sales skills? How about a sales leader who wants to jump-start their sales team? If you are, you will find the information below of particular value (feel free to print and share my tips). 

  1. Stop Your Whining: It’s time you stopped whining about your sales dilemma, as it will only prolong the issue.
  2. Deliver Every Proposal In Person Or Via A Webinar: When giving a proposal for what you are selling, provide a prospect two to three options either in person or via a screen share program.
  3. Don’t Give Up: ~50% of all salespeople stop calling a prospect for at least 9- to 12-months or altogether after their first unsuccessful attempt at moving the sales process forward. Remember, decision-makers change and your competition is never perfect.
  4. e-Mail More Than An Newsletter To Help Market Your Biz: If you are only blasting a generic, one-size-fits-all e-newsletter to everyone in your e-mail database, you are committing e-mail marketing suicide. 
  5. Give 100% Because 99% Or Less Won’t Cut It: If you are giving anything less than 100%, the sales profession (and your sales leader) will eat you up.
  6. Go Old School: If you read something of interest in a magazine, scan it/take a picture of it and e-mail it to the people you have in your database.
  7. Invest In Yourself Because No One Else Will: Since no one will care more about your sales success than you, I recommend that you take a few sales training classes and read as many books on the subject of sales and marketing as possible.
  8. Keep Score Of Your Sales Results AND Sales Activities: Once you start keeping score, you will see what is/isn’t working.
  9. Look At What Your Company’s #1 Salesperson Is Doing: If you want to become better at what you sell, blueprint what your company’s top salesperson (which is frequently the business owner) is doing, what they say, whom they say it to and how often they say it.
  10. Make The Commitment To Increasing Your Sales: The first step to increasing your sales is the commitment to taking action.
  11. Power Off Your Smartphone: You and I both know that your smartphone is a massive distraction to you.
  12. Schedule Phone Blitz Sessions Each Week: Start scheduling time each week to have 90- to 120-minute phone blitz sessions.
  13. Start Calling More People: One of the top ways to increase your sales is to make more phone calls to your database of contacts.
  14. Stop Being A Mind Reader: You cannot look at a prospect’s name and say, “I’m not going to call this person as they’re probably not interested in buying what I am selling.”
  15. Stop Playing The Sales Stalking Game: Most salespeople play the “let’s see who I can call” sales stalking game with little to no strategy on who to call. Avoid this type of following-up.
  16. Work Continuously On Building Your Database: Your marketing database(s) represents 50% to 60% of your sales success; therefore, make it a priority to build and update your CRM databases.
  17. Write Down Your Sales Goals: Doing better is the result of taking action on that decision.
  18. Your Sales Pipeline Is YOUR Life: Starting today, you will fill your sales pipeline with more sales opportunities.

My Last Two Pieces Of Advice.

#1: Start Taking Action Today: If you want to win more sales, start improving your sales and marketing skills today, not tomorrow. Successful salespeople don’t wait until their selling season starts to take action.

#2: It’s Called “Selling” For A Reason: Unfortunately, many underperforming salespeople lie to their sales leader about the number of sales calls they had each week, how robust their sales pipeline activity is to even where they were on a particular day. Today is the day you will start taking ownership of your sales pipeline/results and your time management skills.


About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From YouHe also writes blogs for LinkedIn and other national websites.

© Drip Marketing, Inc.  All Rights Reserved May Not Be Used Without Written Permission.

Posted by: Glenn Fallavollita AT 05:55 am   |  Permalink   |  Email