1. Year End Selling Techniques
Frank Sessa
10/11/07

2. Agenda
Market Place
Pricing Ideas
Incentives
Competition

3. Market Place Budget Time Evaluation Calls (Telemarketing) Legislation
3 year look
Compliance
Reporting Changes
Growth for 2008

4. 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

5. Incentives Web Advertising Online Employer Opt Outs – Hr Answerlink
Discounts for 2008
Waive Set Up Charges
Added Incentives for Reps

6. 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

7. 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