Flaws in payroll aren’t always the result of any ill-intended manipulation. There are times when it’s simply the result of ignorance on the part of the whole company. You can have companies that are so preoccupied with other issues that they can’t bother themselves to re-evaluate their HR system (assuming they even have one).
On the other hand, that doesn’t mean they should persist and for all you know, yours could be the better software solution. The problem though is finding these people and making them aware. This means you might have to consider what questions to ask and how you can gradually show that you can be more of service to them.
In other words, it’s about communication and information. And putting those two together, you spell out lead generation. There’s no doubt though that it’s a painstaking process involving the use of many communication channels (even more today with the introduction of internet communication) as well data management tasks.
Then again, should price be an obstacle to providing service? The idea is practically both unprofitable and also unethical. In fact, you can always outsource another company to generate sales leads for you and simply spell out at what point you’d like to engage a prospect (be it asking for simply a number or even setting an appointment).
Remember, your goal is to help a company be more aware of any potential problems in their HR system and an encounter like that is not unlikely when you’re approaching them as B2B leads. Generate some leads today and increase their awareness!