I was honored to follow Spanx Founder Sara Blakely’s husband, and inspirational fireball, Jesse Itzler, the keynote at IPPA - Independent Payroll Providers Association’s Spring Summit in Vegas. Loved talking about modern marketing, digital transformation strategy, and how we help folks with our people platform along with my amazing colleague, Payroll Network Sales VP Brian McVicker, Ahola’s Marketing Director Sonya Ahola and guHRoo CEO Matt Vaadi. Our topic was the “Riches are in the Niches” and the importance of segmentation, differentiation and automation, was prevalent throughout our panel discussion and the conference. I was so grateful that one of the questions that Matt asked me was: What is something special you have done for your customers lately? I shared that we recently gave our clients a Valentine’s Day present - Giving & Volunteering software that enables employees to give to the charity of their choice. Here’s how it works. Using myself as an example, I can login to our People Platform, click on Giving & Volunteering, and search for Ukrainian charities. Within seconds, I can choose UNHCR, earmark Ukrainian refugees, and make an automatic bi-weekly donation from my payroll. Creating customer loyalty is all about relationship building and human emotion. Emotion is the way we are wired to make decisions and choices. Storytelling with emotion and detail was the number one key to success for serial entrepreneur Jesse Itzler. Here are some other key takeaways from his keynote:
10 Takeaways from IPPA Keynote Jesse Itzler:
- The Art of Storytelling is in the details, details, details.
- Make your own luck.
- If you can’t convince them, confuse them. -DWIGHT D. EISENHOWER
- Importance of differentiation.
- Don’t negotiate your goals. Reach high and go for it.
- Pressure is a privilege. Get out of your comfort zone.
- Do the unexpected.
- Remember tomorrow. The pain of discipline or the pain of regret.
- Each year, do a year defining activity. Could be a trip, could be a project, could be learning a new skill or hobby.
- Recognize that limitations tend to be self-imposed.
Lucy Flinn’s Seven Marketing Nuggets:
- LOVE your customers.
- Marketing’s role is to sell. The sexiest visuals and copy are no good if they don’t sell the product.
- Why Me? Why choose this brand over the competition? Clearly define your Unique Selling Proposition (USP)value propositioning: What and for who?
- Do your homework. Study your prospect in detail.
- Talk to your personas in THEIR in language.
- Write great headlines/subject lines.
- Make your product the hero.
Brian McVicker’s Five P’s of Sales Leadership
The Foundational Building Blocks of a Scalable Sales Organization with Sustainable Year-Over-Year Revenue Growth.
- Philosophy – The Soul
Transform the culture & elevate the professionalism with an operating rhythm.
Modernize sales enablement through technology & automation.
- People – Talent Management
Hire your ideal candidate profile & invest in their professional development.
Inspire, Train & Coach while hosting consistent accountability meetings.
- Process – Sales Strategy
Provide a roadmap with a mix of the right revenue generating activities.
Focus on the fundamentals – Prospecting, Partnership, Presenting, Pipeline Mgt & Paperwork (Closing the Deal).
- Pipeline Management - The Pulse
A daily, not monthly process, which builds consistent & replicable results.
CRM exists for organization, not compliance.
- Production – Results
Build a successful year, one month at a time, by measuring what matters.
Analyze data, establish KPI’s, monitor variables, & reinforce behaviors.
Payroll Network President Kathy Klenner led a panel “Should I Stay, or Should I Go?” on how to successfully attract, retain and train top talent. Contact us to learn how we can help you do just that.