Once you’ve identified your prospects, it’s time to use the information you gathered profiling prospective customers to help you get an appointment. Here are some example talk tracks you can use to help solidify an appointment with your prospective customer. Depending on the information you gathered during the profiling process, one or more of these scenarios will work.
Scenarios
Benefits Renewal
I believe that you have a renewal coming up in the next few months. [Name of PEO] can provide an alternative benefit solution, as well as streamlining and creating efficiencies in the areas of payroll, HR, workers comp, and benefits. Do you have some time [name a couple of days and times] for a quick meeting?
PEO Takeaway
I understand you are using [name of incumbent PEO] for your HR solution. [Name of your PEO] is a direct competitor to [incumbent PEO], and I would love the opportunity to compete for your business. Some of the key differences between [name PEOs] are: [list a few key differentiators such as technology, service model, master medical plans, ancillary offerings, MEP 401(k), EPLI]. Would either [name a couple of days and times] work for a quick meeting so I can tell you more?
Using a broker
I understand you are using a broker for your health benefits. [Name of your PEO] can provide an alternative solution, as well as streamlining and creating efficiencies in the areas of payroll, HR, workers comp, and benefits. I would love the opportunity to compete for your business, and was hoping we could meet next week at either [name a couple of days and times] to chat more?
In-House
I was calling to introduce [name of PEO] to you. We are an HR services company that have helped a lot of small businesses like yours streamline their administrative HR functions so they can focus on revenue generating tasks. We provide our clients a single point solution for payroll, HR, workers comp, and benefits giving you the advantage of one point of contact, and the peace of mind of knowing that you’re backed by HR expertise. Do you have some time next week at either [name a couple of days and times] to discuss more?
Objections & Rebuttals
Here are some of the most common objections how to handle them.
I already have a great broker relationship
I am not in the business of breaking up relationships, however, [name of PEO] brings a lot of value to organizations your size that brokers simply can’t. While [name of broker] handles your benefits, I’d be willing to bet you have another broker for your workers comp, another person or organization handling your payroll, and yet another vendor for 401(k). Many small- and medium-sized business owners have told me that the lack of integration leads to a lot of inefficiencies and lost time. Do you have 30 minutes next week so I can share how we’re helping these business owners streamline and integrate these functions?
Timing isn’t good right now
I can understand that you have a million things going on right now, but that’s exactly why we should meet. Did you know that small business owners spend up to 50% of their time of tasks that don’t make the business money? Those are the types of tasks that [PEO] can offset and streamline, giving you back time to focus on making money. Would [name a couple of times] work for a quick meeting?
We handle all that in-house
I have met with many small- and medium-sized business owners, and many of them handled their HR and payroll in house as well. However, after we sat down, they realized that the employees that typically were handling these functions were also responsible for a slew of other things, most typically receivables, payables, invoicing, customer service, sometimes even sales. The more time the employees spent on HR, the less time they spent on the tasks that actually made the organization money. The thing with HR is that it doesn’t contribute anything to the bottom line. I call it the “weeds” of running a business. No one gets into business to handle the “weeds,” it’s something you end up doing because you have to, not because you want to. Let us take over those “weeds” so you can get back to [making widgets or whatever it is the prospect does]. Do you have 30 minutes either [name a couple of times] so we can explore this more?
It’s too expensive
How do you know that? Have you ever looked at outsourcing before?
Yes – Oh, who did you consider? How long ago?
I’m actually familiar with [name PEO]. There are some key differences in our models that would affect pricing, and I would welcome the opportunity to elaborate with you. As part of the evaluation process, we’ll go through a pretty deep financial analysis that will give you a very clear picture of the investment at the end. If the numbers don’t make sense, then we’ll part as friends, but it doesn’t cost anything up front to at least evaluate the solution. Do you have 30 minutes either [name a couple of times] so we can chat more?
I’m actually not familiar with [name PEO], so I can’t speak as to how they price, but as part of the evaluation process, we’ll go through a pretty deep financial analysis that will give you a very clear picture of the investment at the end. If the numbers don’t make sense, then we’ll part as friends, but it doesn’t cost anything up front to at least evaluate the solution.
As I’m sure you’re aware, businesses change overnight. A lot goes into pricing our services, and a lot depends on your current situation. If anything has changed since the last time you considered outsourcing, then pricing will be different. In addition, the healthcare climate has changed considerably in the last couple of years, which also affects the total investment. As part of the evaluation process, we’ll go through a pretty deep financial analysis that will give you a very clear picture of the investment at the end. If the numbers don’t make sense, then we’ll part as friends, but it doesn’t cost anything up front to at least evaluate the solution. Do you have 30 minutes either [name a couple of times] so we can chat more?
No – How do you know if it’s too expensive if you’ve never looked? [Then be quiet. Uncomfortable silence is a good thing! After a few seconds continue.] As part of the evaluation process, we’ll go through a pretty deep financial analysis that will give you a very clear picture of the investment at the end. If the numbers don’t make sense, then we’ll part as friends, but it doesn’t cost anything up front to at least evaluate the solution. Do you have 30 minutes either [name a couple of times] so we can chat more?
If you have other approaches that work well for you, share them in the comments below.