Business owners seeking to make payroll processing more efficient increasingly are opting for outsourcing to experienced payroll firms, particularly those offering proven cloud-based software solutions. And, of course, they’re all looking for the “best” available. Trouble is, there’s no such thing. Every potential client will require something different and a one-size-fits-all solution simply doesn’t exist. It’s among the top challenges for payroll service bureaus.
To best attract and serve potential clients, your sales representatives should be ready to answer these top questions that employers most frequently ask when choosing a payroll service or software:
- What’s the user experience like? Businesses considering outsourcing their payroll for the first time or switching from conventional practices to cloud-based software platforms invariably worry that learning a new program will be difficult, confusing, time consuming or simply overwhelming. A clean, customizable user interface that’s intuitive, easy to navigate and includes all needed functionalities will help ensure a sale. Just make sure that your payroll sales representatives know the system inside and out and can deliver a convincing product demonstration.
- Can it do ___________? Configuration is key in payroll. Companies of different sizes; of various industries subject to different governmental regulations or union rules; and in different states all have unique sets of payroll-related needs. So do businesses where workers receive tips or that use the services of freelancers and independent contractors. Also, companies increasingly are looking for ways to consolidate related functions and streamline operations. A payroll system that seamlessly integrates with related factors such as new employee onboarding, benefits enrollment, time off requests, and ACA are highly competitive. The more your software products can be tailored to meet these requirements, the better your close rate will be.
- How scalable is it? Businesses with targeted growth plans will want assurance that a chosen payroll system can keep up. That’s most doable with cloud-based platforms that don’t require purchasing of new hardware or software and allow for easily adding and updating solutions on-demand, cost-effectively and with little or no downtime.
- Do you offer training and support? Initial training of new client employees on login, use and maintenance of your payroll software is critical. But the ever-evolving nature of payroll and the plethora of factors that affect it, including business growth, new legislation, etc., mean you’ll undoubtedly get calls from clients with questions on how to navigate or tweak their systems. Is your payroll firm adequately staffed and equipped to assure service long after the sale? Is that service offered 24/7? And how easy does your firm make it for a client to reach a live person?
- How much does it cost? A consultative approach to client pitching will let both your payroll sales rep and the prospect know whether your offerings fit the budget. Upfront charges, fee models (per check vs. per employee per month), free trials, costs for add-on services and the number of employees with administrative access to the software, etc. all should be discussed thoroughly before closing the sale so that there are no surprises to draw the ire of a newly signed client.
Designed by a team of both payroll industry veterans and some of the brightest new technology minds, Apex HCM’s suite of payroll, human resources and time and attendance solutions can be customized to meet virtually any prospective client’s needs. Call 877-750-2739 or contact Apex HCM online to learn how.