Selling something such as payroll software is not an easy job. I mean, a lot of established businesses already have their needs settled. If a tech company comes to them and offers payroll software, they probably wouldn’t even be able to get their foot in the door of the decision maker’s office. Heck, the door wouldn’t even be opened at all! It’s hard to sell software, and even harder to generate some good payroll software leads.
What are you missing? Is there some secret club that you didn’t manage to get into, and could that be the reason why you’re not having success with marketing and selling your payroll software? Maybe yes, maybe no (come on, secret clubs are coolsauce). One thing is for sure though, and that’s if you don’t get some leads, you’re going to see your business riding the escalator down and heading straight for the exit. By that I mean you’re business might end.
If this is the situation that you’re finding your software company in, then you really need to find the fix, and quick! A few more months of conditions like these and you’ll lose the only thing that manages to put food on the table. Should you modify your approach? Should you have your telemarketers become more aggressive so that they can get past gate keepers and start talking some business with your target decision makers?
Nope, the answer may not be to go full-offensive so that you can start taking the names of big companies and adding them to your roster of people you’re working with. I mean, who doesn’t want the prestige of being able to say things like “Microsoft has a deal with us”, or “Apple pays us to provide them with our services”? Well, the answer to your problems may not lie in being able to land a big company. It may be the exact opposite.
Think about it – who is really in need of your payroll software? Certainly some big companies are looking for a better piece of software, but newer ones more so. Why? That is because new companies are just getting into the game, and they need everything they can get to be more efficient in functioning. Payroll software is one thing to help achieve that efficiency. That’s why newer companies make for some good payroll software leads.
There’s a saying that you should strike while the iron is hot. Well, new companies are kind of the embodiment of that saying. It is because they are new that they are looking to obtain what other companies before them already have in place. They’ll need employees, and that means they’ll need to provide payroll. If that is the case, then they’ll eventually turn to software to automate and make easier the entire process. That’s your chance to shine.
Just like how it’s in your best interests to be the first to make contact with a company that has voiced that they are looking for a new software provider, it is best for you to be the first one to start talks with a new company that may be in need of your software at a later time. Get at them while they’re young. Turn them into fresh leads early on and you may just have the makings of a sale, and better yet, a longtime partnership.
What are you missing? Is there some secret club that you didn’t manage to get into, and could that be the reason why you’re not having success with marketing and selling your payroll software? Maybe yes, maybe no (come on, secret clubs are coolsauce). One thing is for sure though, and that’s if you don’t get some leads, you’re going to see your business riding the escalator down and heading straight for the exit. By that I mean you’re business might end.
If this is the situation that you’re finding your software company in, then you really need to find the fix, and quick! A few more months of conditions like these and you’ll lose the only thing that manages to put food on the table. Should you modify your approach? Should you have your telemarketers become more aggressive so that they can get past gate keepers and start talking some business with your target decision makers?
Nope, the answer may not be to go full-offensive so that you can start taking the names of big companies and adding them to your roster of people you’re working with. I mean, who doesn’t want the prestige of being able to say things like “Microsoft has a deal with us”, or “Apple pays us to provide them with our services”? Well, the answer to your problems may not lie in being able to land a big company. It may be the exact opposite.
Think about it – who is really in need of your payroll software? Certainly some big companies are looking for a better piece of software, but newer ones more so. Why? That is because new companies are just getting into the game, and they need everything they can get to be more efficient in functioning. Payroll software is one thing to help achieve that efficiency. That’s why newer companies make for some good payroll software leads.
There’s a saying that you should strike while the iron is hot. Well, new companies are kind of the embodiment of that saying. It is because they are new that they are looking to obtain what other companies before them already have in place. They’ll need employees, and that means they’ll need to provide payroll. If that is the case, then they’ll eventually turn to software to automate and make easier the entire process. That’s your chance to shine.
Just like how it’s in your best interests to be the first to make contact with a company that has voiced that they are looking for a new software provider, it is best for you to be the first one to start talks with a new company that may be in need of your software at a later time. Get at them while they’re young. Turn them into fresh leads early on and you may just have the makings of a sale, and better yet, a longtime partnership.