Frank Sessa Payroll Associates LLC April 5th, 2007 “First Impression” Frank Sessa Payroll Associates LLC April 5th, 2007

Agenda Definition Pre Approach Appointment Strategy Follow Up Summary Q and A

Definition “What do you mean by First Impression?” First Communication? First Phone Call? First Interaction? FIRST APPOINTMENT

Definition, Cont. Making our best impression on a prospect in terms of knowledge of their business, knowledge of their business as it relates to your services, and the representation you want to convey about YOUR company First In Person Appointment

Pre Approach Researching data about your appointment Web Site References Spheres of Influence Know the PROSPECT!!!!!!! Preparation

Appointment Strategy Appearance -Suit or Casual -Depends on the prospect and their business -When in doubt Suit and Tie -Professional (Pen/Portfolio/Information or hand outs – Any presentation in good organized order

Cont… Timeliness – BIG Always be at the appt. at the EXACT TIME Lobby Manners, etc. Observe the surroundings – it may tell you something, it may not, BUT you are sitting there

Cont….. Meet and Greet Engage: - Begin with your style, a comfortable place -BE YOURSELF – it comes out real quick

Cont. Meeting: -Do about 10% of the talking -Engage the prospect by probing or relating their business – refer to research you have done -Establish a creditability for a genuine interest in their business

Cont. Establish your company as an Employer Services firm, or add any other competencies that relate to other existing services you offer ADP and PayChex are selling a recruitment to retirement approach As you come in, they will base much of that perception on what you bring to the table

Cont…. Although the prospect may need only 2 of 10 services you offer, the fact and reality that you do offer those services will be the means for their comparison, especially with relation to pricing

Follow Up Closing for next steps May be within the same appointment May be an analysis call Sell the consultative nature of your expertise Sell the ability to cut cost or save money

Follow Up The analysis you deliver will be indicative of the potential sale ROI Making life easier for the decision maker Close for business

Summary Everyone looks for first impressions They carry a lot of weight Position the relationship going forward Think hard about positioning your company Identify sale clearly Be consistent

Q and A????