Staffing firms overcome various challenges on the job each day. From sourcing qualified candidates and filling niche market positions, there are plenty of hurdles to overcome. While you might be an expert in your field, everyone can benefit from more resources and information about increasing your client base and retention for the new year. In this article, we’ll explore some ways that staffers can get the sale and acquire more clients. Most importantly, protect your business with a Staffing Professional Liability Insurance policy.
Research your prospective client or demographic.
According to QVidian, nearly 58% of the sales pipeline ends with stalled deals or a “no-decision” from prospects because the sales team hasn’t presented value to the customer effectively. This should encourage you to apply a fundamental best practice: vet your audience before engaging with them. This requires determining your potential buyers’ demographics, ages and other background information. Do they prefer being contacted through email, memo, proposal or through other methods of communication? Does your market have a particular sentiment toward a topic, asks The Staffing Stream.
Relating to your prospective clients is half the battle. Next, add value to your conversations by showing how your company would address their specific needs and how your values align with theirs.
Tailor your communication.
When you’re presenting to a group of prospects, you need to tailor your language, references and material to suit their needs. Remember, every industry has different requirements, so familiarizing yourself with their sector beforehand can make all the difference when it comes to acquiring the client or them signing on with another staffing agency.
Most importantly in this digital age, remaining competitive means making a user-friendly interface for your website. 96% of Americans shop online, and shopping for staffing services is no different. Embrace automation and digitalization by creating a website that shows off your services, makes it easy to contact you, and allows you to follow up with leads immediately. Time is of the essence in the age of the internet, so make sure you invest in the software to manage all your prospects.
Be professional, yet authentic.
Selling your agency requires finesse and practice, but no one wants to feel like a dollar sign at the end of the day. Remain authentic and focus on proving your worth and value to the client to establish positive rapport from the start.
About World Wide Specialty Programs
For the last 50 years, World Wide Specialty Programs has dedicated itself to providing the optimal products and solutions for the staffing industry. As the only insurance firm to be an ASA commercial liability partner, we are committed to that partnership and committed to using our knowledge of the industry to provide staffing firms with the best possible coverage. For more information about Staffing Professional Liability Insurance or any other coverage, we have available to protect your staffing business, give us a call at (800) 245-9653 to speak with one of our representatives.