Sourcing new clients may be one of the most challenging aspects of the staffing industry. Despite the clear benefit of staffing services, convincing potential customers to outsource their efforts might seem like an uphill battle. Potential clients may be hesitant to turn over control of one of the most integral elements of their business. It’s no surprise, then, that succeeding in staffing sales requires persistence and initiative — especially as the national worker shortage continues to worsen. Anybody who’s trying to drum up business for their staffing agency can benefit from these four tips for staffing sales.
Identify Ideal Client
The first step to boosting staffing sales is identifying the ideal client. Staffing agencies who cast a too-wide net are unlikely to secure many leads. Staffing agencies that specialize in a specific sector of the workforce, on the other hand, can cultivate a sense of expertise that other agencies don’t have. To this end, agencies should identify the client that they are best able to serve and focus on offering services that meet their needs. A well-defined area of service can quickly help a staffing agency stand out from the competition.
Assess Potential Fit
With a potential client identified, staffing agencies should assess the potential fit of a relationship. What are some pain points that might emerge? What unique strengths can a staffing agency offer? These are questions that can spark important conversations as a deal is forged and contracts are negotiated. It’s always better to anticipate problems before they emerge and have a solution ready to go. Clients will look for a staffing agency that’s proactive, and an agency can demonstrate this quality by offering clients innovative staffing services.
Pitch the Benefits
With prospective clients identified and an angle to sell, staffing agencies can pitch the benefit of their services. Pitches should focus on advantages such as reduced costs, more reliable scheduling, and better allocation of resources. Most importantly, though, a pitch should focus on the benefits that uniquely serve the target client. Address specific concerns and struggles that a staffing agency can mitigate. This illustrates the unique value that a staffing agency can offer beyond the usual selling points.
Close the Deal
It’s understandable that a potential client would have some objections. They may be concerned about the costs of enlisting a staffing agency or the liabilities that it may incur. Many of these concerns can be addressed by providing more information. A staffing agency may relate information regarding their staffing liability insurance, for example, in order to quell fears about risks. Staffing liability insurance is a must-have for any company that handles employment. In addition to covering liabilities such as discrimination claims, this kind of insurance offers general protection against claims of employment-related damage.
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 (877) 256-0468 to speak with one of our representatives.