In times when we can’t change reality, we can absolutely change how we see things and how we deal with challenge. As Sir Winston Churchill famously said, “Never let a good crisis go to waste.”
Positioning for Growth
Creative ideas to get out of the commodity game and beat the competition.
Who are the top five users of staffing services in your market? OK, that’s an easy one. But can you name the top five small companies that are about to expand and need flexible staffing solutions? Stumped? Here’s how you can find out—for FREE!
In your market, there are undoubtedly hundreds (if not thousands) of small businesses. While most probably don’t need your services today, they will—at some point. Your challenge is to discover the rising stars, and hitch your wagon…before the competition even knows they exist!
Let’s say this year turns out to look a lot like last year (or even worse, the year before). What will that mean to you? It means that business will be harder to find. And it means that you’re going to continue to have to work harder for every dollar you earn.
To thrive in this kind of environment, here a few rules you need to follow.
Strategic selling is much more than taking and filling a specific order. It involves developing a deep-rooted commitment to understanding what challenges are creating roadblocks for your client, to exploring these problems, and to supplying solutions that will help your customer be more successful. Read on to explore strategic selling and how it can strengthen your relationships with your top client companies.
Your service does not differentiate you.
When it comes to service, anything you can do, your competitors can copy. And anything they do well, you’re going to copy. As a result, all the best staffing companies tend to do things in a very similar manner, making it nearly impossible to differentiate service quality among the top performers. While exceptional service will distinguish you from average staffing companies, it won’t separate you from the top 10 or 20 percent of staffing firms in your market.
So what can you do?
"We made 100 cold calls this week, had twelve really good face-to-face appointments, and still we closed no new business. What are we doing wrong?" Sound familiar?
Pretty easy to see why sales people feel frustrated. They’re using transactional selling techniques (cold calling and order taking) in a market that isn’t buying. And rather than changing their techniques to deal with market conditions, they’re being told to simply do more. These poor people are fighting an uphill battle and relying on outdated tools. It’s time to change