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Year End Selling Techniques
Frank Sessa 10/11/07
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Agenda Market Place Pricing Ideas Incentives Competition
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Market Place Budget Time Evaluation Calls (Telemarketing) Legislation
3 year look Compliance Reporting Changes Growth for 2008
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Pricing Ideas Free W2s Offer Bundles for Year End Invoice Match
4th Quarter Conversion – wave mid year/mid quarter charges Existing Clients – Increases Free trials – new products Alliance programs – 401k, section 125, WC renewal dates Vertical Markets
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Incentives Web Advertising Online Employer Opt Outs – Hr Answerlink
Discounts for 2008 Waive Set Up Charges Added Incentives for Reps
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Competition Know the competitors and what they are promoting for year end Free Invoice evaluation for savings If you use “ “, we are offering a 2 months free HR/OLE Product Comparison CPAs, Channels, Referral Partners Reporting February - call all prospects on W2s
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Hustle Leave no stone unturned
Preparation should be done in July/August Telemarketing Campaigns Blasts Referrals – free incentives for referrals Be prepared operationally to handle business Sales and Ops Together
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