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PEO Sales from a Power Perspective

Jun 26 2015, by PEOPLE in Sales

Influencing companies to work with you and your PEO Partner is a delicate task; with all the competition in the PEO world. Everyone wants a good deal, but you have to get companies to realize it is not always about how much they spend to hire a PEO company, it’s about what they are gaining from it.

Often many PEO sales reps and agents make the mistake of telling companies what services they provide for them, though this information is important, companies need to know that these services are an investment and not just a cost.

How does PEO services influence ROI for companies?

Protect companies from workers’ compensation fraud. Employers take care of employees when they get hurt on the job, but it isn’t unheard of that, sometimes, employees pretend to get hurt and try to take advantage of the system. PEO Companies can investigate incidents to identify which cases are false and which aren’t.

Manage payroll and taxes to avoid penalties. All companies are responsible for filing taxes by certain dates to prevent major fines, utilizing PEO services can help take the burden taxes off your hands so your client can focus on what really matters – smoothly running the workplace.

Hiring skilled, qualified candidates fit for available positions. Employees are a company’s most valuable asset, often PEO services include tools to help find experienced applicants that are aligned with company culture and visions.
Help companies stay on top of employment laws. Workplaces need to remain in compliance with labor laws and if a mistake does occur PEOs can be found responsible, instead of the company using the PEO’s services. This includes making sure payroll is taken care, so all hours are accounted for and every employee gets paid for all hours worked.

Focusing too much on the end result rather than the process itself. You must dissect the needs of your clients before you determine if you can help them or not. Find out what your clients goals are and take the steps to find a solution. Once you have established the needs of your clients you can set mini goals (taking one step at a time) to meet the end result, omitting possible mistakes. The sales process itself allows more of an advantage for building stronger relationships with your customers. The sales process requires much effort, the end result will come regardless and you will much more confident than rushing the sale itself.

With all the PEO competition, marketing PEO can be a daunting task. Finding alternate strategies that other PEO companies do not use may influence companies to choose you. PEO services can enhance ROI for your agency, but the only way to do that is to focus on the process, instead of, the end result. Clients need to envision how PEO services can help their companies, rather than only listening to what services are offered to them. It’s not about us, it’s about how the services we offer can help companies grow and become successful.

How do you market PEO services?
Do you offer relevant information that suggests how PEO services can help your clients become successful and ways they can exert their energy elsewhere to help the company grow? Or do you simply spout your services without advocating the resulting value the services produce for your clients?

Advantages of using PEOPLE as your PEO partner
PEOPLE is a leading, national innovator of Professional Employer solutions. Founded by our industry’s pioneers, our Leadership Team has a combined 65 years of experience forging the evolution of PEO service excellence. We package and deliver integrated HR solutions designed to afford entrepreneurs more time to focus on growing their business. By leveraging our wide range of services combined with our depth of knowledge, PEOPLE delivers solutions that add measurable value and reduce total cost of ownership. These are some ways PEOPLE can benefit your client:

  • Maximize Cash Flow – By leveraging the scale of our products and services, our clients report a 15% reduction in budgeted cash flow allocation. 47% of small business owners say cash flow is among their top concerns. In an economy where Cash is King- we’ll help you keep more of it.
  • Workers’ Compensation Management – PEOPLE has invested capital and resources to build and manage one of the most robust WC platforms in our industry. By combining scale and skill, our clients report an average premium savings of 22% and a claims management efficiency improvement of 75%.
  • Compliance Agility – An employment related law is added or changed every 3.2 seconds. Our dedicated staff is well trained and knowledgeable on ever-changing regulation and provides information in an easy to understand and practical application. Employers are 87% more likely to violate an employment related law without HR expertise.
  • Enhanced Efficiency – Our HR Information System and service delivery application enables our clients to maximize time spent on things that matter. Growing their businesses (9% higher growth rate), employee satisfaction (24-33% lower turnover) and employee morale (26% increase in profits when employees are engaged) are areas that, when maximized, have a positive influence on company culture and ultimately the bottom line.

Contact Us Today to learn more about how PEOPLE can help you!