When prospecting among your POS clients to see which ones would be a good fit for PayPros payroll services, you will find that a large percentage of businesses will be using one of the big payroll companies like ADP or Paychex. These companies present a great opportunity for you; they already understand the value of outsourcing, and you can typically beat them on both
price and service.
Price: PayPros can usually beat ADP and Paychex by about 20%. Not only that, but if you have a client who has been using ADP or Paychex for a long time, they are probably being charged far above market value. This is because both of these companies can increase their annual fee twice a year, once at the beginning of the calendar year in January, and once at the beginning of the fiscal year in June or July. Although these increases are usually about 5% each time, over the years this can add up to a huge increase; if the business has been with ADP or Paychex for three or more years, they are absolutely paying way over market value.
Service: PayPros has specific account representatives dedicated to individual clients. This means your client will have one point of contact who will be familiar with their company and will be with them year in and year out. Not only is your client calling a rep that they know and are comfortable with, the rep knows their business and can provide a higher level of service. Unlike the PayPros model, ADP and sometimes Paychex (although in some situations Paychex has dedicated account representatives) use a Call Center approach to customer service. This means that if your customer has a question about their payroll, they will get a different customer service representative each time they call. They will then need to explain their specific situation again and again since they lack the continuity of a dedicated account representative. In addition, the Call Center tends to have a LOT of turnover with people either moving up to positions with greater responsibility or moving out of the company. It’s sort of like playing on a Farm Team in a baseball league; nobody ever lasts at that level. If you aren’t very good, you are pushed out and can’t play anymore. If you’re good, you get moved up to the Majors. Either way, with a baseball Farm Team or an ADP or Paychex Call Center, there is a lot of turnover at this level. With a dedicated account rep who knows your client’s business, PayPros can provide superior service and a very competitive price.
Have a great day!
How to Sell Multi-Location – Large Business Prospects
Read next post: “How Much Residual Can You Make?” – Part 4
“How Much Residual Can You Make?” – Part 4