Matt Vaadi and a speaker discuss how payroll businesses can compete with larger providers. The key: a service-first approach with the slogan "You're never just a number," flawless implementation without extra fees, and targeting mid-market clients frustrated by poor support elsewhere.
What's your differentiator? Oh man, our service is phenomenal, right? It's like, okay, like, and it sounds just like everybody else. I mean, we, man, we get back to you fast. Our people, man, they love our customers, you know. I, I could, you know, write a script, hand it to everybody, and they'd be like, how did you tell my company's story so well? It's because you're just like everybody else, right?
That's it.
So, you know, for us, you know, service is surely a differentiator. It has been I mean, our slogan externally and internally is, "You're never just a number." So that's to our customers, but it's also, I say internally to our employees, you know, our team is never just a number to us. I mean, everybody's voice matters and, you know, we build something through collaboration. But it's only one part of the story, right? You're never just a number. Okay, what does that mean? Well, that means We listen, we learn, we get to know you, and we deploy solutions that ultimately help you and your business be more successful. How do we do that? Well, we have experts that understand your industry. You know, we have experts that care to ensure that that product is delivered to you and it's configured and set up properly versus kicking you out of implementation, you know, and that product was delayed and it never gets to Right. And I mean, we're winning business in the mid-market from, you know, the Pays of the world because general ledgers were never set up.
Right.
You know, and they kicked us out of implementation and now they say it's going to be an extra implementation fee to get it done. You know, so our team is like, no, we got it. We, we've got to get that product up and running before we spin them out of implementation. So awesome.
So I know we've got a lot of folks listening that, you know, once we were kind of talking about this and when we first jumped on sales, they don't maybe have the best built-out sales process or team internally, or maybe the background, right? You mentioned your 8 years of prior experience for Fortune 1000 selling and kind of bringing that expertise and knowing how to build a team out into the organization. And I'll touch on one thing you hit on there a little bit, going back to the differentiation. You've got to have something to differentiate, and you've really got to litmus test that with people out there other than just, hey, they're willing to partner with me because I'm local and I'm not ADP and I'm not Paychex. That's not enough to sustain when you hire salespeople and they've to pick up the phone and they've got to go face to face. That might be enough for you as the business owner, as the only
