Telemarketing for Payroll Services

Close up of payslip

I have recently been asked to share some information on the telemarketing campaigns that we have done for payroll and what the main objections and reasons for prospects not being interested are.

So here are the top reasons (excluding where there is no need such as no employees or handled by head office)

1st – In house staff are employed to perform the payroll function

2nd – Their Accountant has been used for a long time to handle payroll

3rd – A fixed fee arrangement is in place with their Accountant and the prospect does not feel they could move or save money.

4th – They are using a family member to handle payroll.

Given these top reasons, there is an opportunity to highlight areas as part of the telemarketing campaign for payroll services such as:

  • Keeping up to date with payroll and employee legislation and changes can be difficult for in house staff ie; time out of the work place is required to specifically seek updates, lack of support network with industry experience and qualifications, the “on-costs” associated with an employee such as holidays, sickness, employers NI, covering absence such as holidays and sickness by a lesser competent member of staff, less likely to be as efficient and as cost effective than a payroll bureau who has invested in technology and staff.
  • Using an accountant for a very long time for payroll gives an element of comfort but does not necessarily encourage continuous improvement in terms of value for money, or service provided to the employer and employees. Prospects falling into this category are unwilling to consider change unless there is a very strong offer and appeal.
  • Using an accountant on a fixed fee basis does not provide transparency in terms of the fees in relation specifically to the payroll service. Prospects are encouraged to identify what the cost reduction would be in fees if payroll was not a part of the package or to ask for a breakdown of how fees are calculated to be able to make an informed decision.
  • Family members can be a risk in terms of dependency on one person and there are the same disadvantages as for using a staff member.
  • In all cases professional indemnity is also a consideration along with skills and competence which impact on the payroll service provided in relation to the cost.

What makes a payroll telemarketing campaign more successful than others?

  • Having a strong introductory offer
  • Make pricing relevant to the prospect’s number of employees rather than wide bandings of employees
  • Show testimonials relevant by industry
  • Demonstrate industry relevance and benefits

If you would like to know further information or to enquire about how we can help with a telemarketing campaign for payroll please email me at maxine@maxxy.co.uk or call 01480 878 082

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  • http://= Diptzitiast

    Just want to say what a great blog you got here!
    I’ve been around for quite a lot of time, but finally decided to show my appreciation of your work!

    Thumbs up, and keep it going!

    Cheers
    Christian, iwspo.net

  • admin

    Your welcome James :) Would hate to think that you have wasted thousands of pounds though.. was that direct marketing, telemarketing, or other marketing activity?
    Good luck in the future

  • http://www.interpayroll.co.uk payroll services

    Hi

    This is great information, a lot of companies spend thousands of pounds only then to be confronted with these objections.

    Thank you very much for this, very useful information.

    Best,

    James Sneddon

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