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Choosing the Right Sales Strategy for Today's Economy

What’s the best sales strategy for a staffing company?

By David Searns

Unfortunately, there is no one right answer. What works best for you may not work best for others. And conversely, what they do won’t be best for you.

However, if we look at past recessions, the companies that were most successful drove sales by:

  • Strengthening their core competencies – getting even further ahead of their competitors.

  • Diversifying into new services that matched their skills and abilities.

  • Digitally transforming their business to improve customer service, increase efficiency, and lower cost of delivery.

  • Getting more aggressive about marketing to stay visible, strengthen positioning and capitalize on more opportunities.

  • Providing sales teams with the tools and support needed to succeed.

The past year has not been easy for those of us in the staffing industry. But they can pave the way for incredible success in the months and years to follow! If you're looking for ways to increase your value and discover more staffing sales opportunities in the months ahead, here are 9 ideas to consider:

1. Strengthen client relationships. Move from the role of vendor to an essential partner that plays a strategic role in talent and workforce management.

2. Create incentives for purchase. Offer something of value (e.g., volume purchase discounts, first call discounts, exclusive provider discounts) in exchange for something you want in return.

3. Go where the business is. Target businesses that have thrived during the pandemic or are poised to rebound faster or better.

4. Pivot into new skill disciplines. Find new sales opportunities by strategically changing the skills for which you recruit.

5. Target weaker competitors. While going after a weaker competitor's business is admittedly not a very nice strategy, it can be effective.

6. Offer proactive workforce planning. Step into the role of consultant by offering employers free help in developing annual workforce plans.

7. Increase online visibility. Use digital marketing to strengthen positioning, increase demand for last-minute fill-ins and cross-sell services.

8. Help your team sell remotely. Provide better tools, processes and support to drive their efficiency and effectiveness in remote selling.

9. Move up the value chain. Provide new services where you play a bigger role (and take on more responsibility) for your clients. Examples include: workforce planning, project solutions, training, HR consulting, RPO, VMS and MSP.

Looking for more resources to drive sales in this economy?

Haley Marketing can help your staffing firm stand out, stay top-of-mind and sell more.

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