Right now, many staffing firms are struggling with a dramatic decrease in sales. But in the midst of a global healthcare crisis, hard-selling is not the way to get what you want (i.e., more business).
So, what is the best way to drive revenue in a time when employers are in panic mode? To borrow from the late Zig Zigler, by helping employers and job seekers get what they want.
One way to do that is by “unselling.” Try these tactics to drive sales, build your employment brand and thrive in today’s economy:
Strengthen relationships with clients. Pick up the phone or schedule a virtual meeting to talk to them. Ask:
- How the pandemic is affecting their business and what they’re doing to cope.
- How they’re generating revenue.
- What their biggest fears and challenges are right now.
- What you can do to help – even if that help has nothing to do with staffing or hiring.
Listening, showing empathy and finding ways to be helpful builds trust and deepens relationships.
Target employers in essential industries. While much of the nation is at a standstill, many organizations remain open – and even expand their operations – to provide indispensable services. The DHS Cybersecurity & Infrastructure Security Agency (CISA) has developed an “Essential Critical Infrastructure Workforce” advisory list; these employers’ contributions are imperative during the response to the Covid-19 emergency. Many of these organizations are scrambling to find talent and would welcome your help.
Pivot to serve related skill disciplines. Is it practical for a light industrial staffing firm to suddenly expand into nurse staffing – just because there’s demand? Probably not. But now is a great time to get creative and find new ways to put your associates to work in roles that share similar skills. For example, one of our hospitality clients is keeping a large portion of their associates employed right now by leveraging their customer service skills in local call centers.
Think of your talent pool’s transferable skill sets: How could they be used in novel ways to help employers that are staffing up right now?
Target weaker competitors. It’s survival of the fittest right now. Make sure your agency is doing everything it can to outperform competitors in the areas of service, responsiveness, quality of talent/fit, customer experience and driving ROI for your clients. Then, target your competitors’ clients by sharing case studies that demonstrate your competitive advantages.
Help your clients plan. Are your clients struggling with hiring remote workers? Rightsizing their workforce? Find out what their challenges are, and then offer to help them develop a 30-, 60- or 90-day workforce plan to get through this crisis. By positioning yourself as a business partner, you add value that will pay off once the upturn hits.
Stay visible online. In a time when none of your sales reps can make in-person calls, you need to find new ways to stay top-of-mind:
- Use PPC, content marketing and social media to keep your brand in front of customers.
- Train your salespeople to be great digital marketers, using email and video to keep in touch. Continue reading here…
Source: The Staffing Stream