What is assignment selling – and how can your staffing firm use it to engage, educate and convert decision makers?
Staffing Sales Ideas: How to Thrive in the “New Normal” A return to “business as usual”? It’s not likely anytime soon. The world forever changed in 2020, and we are settling into a “new normal.” In this type of operating environment, your success will rely on a mix of hard work, creative thinking and maybe… Continue reading
Anyone in staffing sales knows that in a down economy, you’re much more likely to face rejection. One of the most common objections is, “We understand the value of your services, but we don’t have any needs right now.”
Obviously you can’t force people to buy, so what should you do?
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.”
Stop overspending on customer acquisition and underspending on customer retention! Did you know that companies are more likely to allocate 6 times as much to the expense of generating new customers than they do to the much less expensive process of trying to retain their customers.
This article offers ideas on how to stop losing customers to your competitors.
Tired of hearing this from your prospects?
In this issue of the Idea Club, we tackle one of the toughest challenges you’re facing–clients who have no plans to hire.
So what can you do to create more opportunities to sell your services?
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
Familiarity breeds stagnation. Often the more we know about a subject, the less we are open to new ideas or innovative concepts. When you hire a new employee, that person generally starts with unique, creative ideas but after a few months their innovation gets lost within the culture of the organization. His naivete disappears. How do you get your employees back to that naïve point of view and why should you care about encouraging this kind of thinking?
During the “fat and happy” 90s, the staffing industry developed some very bad habits that have become difficult to break. Business was relatively easy to get, and reaching solely for the low hanging fruit made a lot of outside sales people quite successful. That “low hanging fruit” is gone. Yet a lot of staffing professionals don’t want to recognize that fact. They keep doing—or not doing—the same things they did during the late 90s. Their results, as you might anticipate, have been less than acceptable.
It’s time to turn your poor-performing outside sales people into a team of lean, mean business-generating machines. For this, sales call planning is a must. We’ll supply the action plan and a way to get it implemented. You need only supply the discipline to insure its success.
You want high performance from your staff. You push them to give you exceptional results. In doing so you often raise stress levels—theirs and yours! This can create a potentially explosive situation. If you want to diffuse that possibility and keep your staffing personnel smiling, try introducing Planned Spontaneous Recognition.
In a difficult marketplace—one that frustrates sales and service people—what kinds of things do you do to prevent burnout and keep your staff motivated?
Here are the responses from more than 220 owners, managers, and sales professionals.
Direct sales is all about building relationships. To be successful, put yourself in your prospect’s shoes. If you’re going to interrupt someone, make sure the interruptions are worthwhile—from the recipient’s point of view. Today’s topic of conversation is how to make cold calls, the right way. At Haley Marketing, we encourage our clients to create a “Valid Business Reason” for every interruption. Simply put, we want every communication to add value and enhance the relationship our clients are working to create.
What’s a Valid Business Reason for interrupting someone’s day? Consider these 10 cold call tips and ideas.