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Looking for clients

  • 1.  Looking for clients

    Posted 10-15-2020 13:38
    Having trouble looking for new clients can someone direct me in the proper direction. I have completed the sales training and still struggling .We provide labor for warehousing and construction sites. I currently use Yelp and Taboola for my marketing strategies. Any suggestions?

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
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  • 2.  RE: Looking for clients

    Posted 10-16-2020 06:47

    Hi David. If I'm understanding correctly, your issue is new business development. I hear some frustration in your message.


    It's hard to give you solid direction given the information you have provided. Just as a place to start:

    • Marketing and sales automation can't solve all your problems. In fact, if they are not properly directed and implemented, they often make matters worse. 
    • When you find yourself struggling but aren't always clear on the root cause, return to the fundamentals. Sales is very process-driven. Are you calling on the right people? Right companies? Right messaging? Are you following the sales process correctly?
    • Do you have a solid social media presence and is it relevant and consistent in the content being presented?
    • How do you assess the contribution your current website is making? I quickly reviewed it and I think there are some areas for improvement.
    • Do you have a CRM and is it being fully utilized?
    • Are you tracking leads in the various stages of your sakes funnel?
    • Do you have specific and measureable sakes targets set for you and your team and are they reviewed often?

    Effective selling is both an art and a science. The trick is to know how to blend the two into a seamless program.

    ------------------------------
    Jay Mattern
    CEO
    Villing + Company
    South Bend IN
    (574) 277-0215
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  • 3.  RE: Looking for clients

    Posted 10-20-2020 13:39
    Best regards Mr. Mattern, 
    Thank you for your reply, I will use your recommended strategies, to make it possible, again
    thank you for your information.

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 4.  RE: Looking for clients

    Posted 10-16-2020 09:43
    Hi David,
    Here is a blog that you might find helpful.  It focuses on prospecting and the number of qualified prospects you have in your sales funnel.
    Prospecting: Shrink Your Universe โ€“ Sell More Business
    There are actually a bunch of articles on prospecting here too which may be helpful.
    http://blog.tallannresources.com/blog/topic/prospecting
    Feel free to reach out if you have specific questions.
    Happy to help!
    Jen

    ------------------------------
    Jennifer Erb
    Managing Director - HR Services
    Tallann Resources LLC
    Columbus OH
    (614) 372-5888
    jenerb@tallannresources.com
    ------------------------------

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  • 5.  RE: Looking for clients

    Posted 10-16-2020 17:48
    Thank you for your reply. I appreciate your input

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 6.  RE: Looking for clients

    Posted 10-20-2020 13:45
    Best regards Ms. Erb,
    Very appreciated you taking the time to assist me, I will follow the links provided. and thank you,
    for allowing me to reach out if more questions arrived, again thank you

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 7.  RE: Looking for clients

    Posted 10-16-2020 10:39
    Hi, 

    Do you belong to the Chamber of Commerce in your area?  Another great strategy is to join BNI (Business Networking International) chapter in your area.  Both of these have helped our business tremendously.  Yet, both only work based on how much time you invest in them.  
    Good luck!

    ------------------------------
    Nettie Kilby, Branch Manager
    Bangor Area Staffing Solutions
    www.BangorAreaStaffing.com
    (207) 217-6580
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  • 8.  RE: Looking for clients

    Posted 10-20-2020 13:53
    Best regards Ms. Kilby,
    thank you for your reply, we are currently part of our local Chamber of Commerce,
    but we will register with our local BNI, again thank you for taking the time to reply.

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 9.  RE: Looking for clients

    Posted 10-16-2020 11:12
    Hi David,

    I appreciate your concerns.  When I started our staffing company in 1989 (sold it in 2005) we also had challenges finding early clients.  Here are a few ideas to consider:

    1. Use the prior work history information on Applicant resumes to see if these cos have staffing needs.  For example, by doing reference checks on your applicants, these calls can sometimes be a good "door opener" with these companies, and you can start developing a sales relationship with them .

    2. We have been using Google Adwords for many years with very good results, and recently we have been testing "Cleverly" lead generation. So far results have been positive.

    3. Haley Marketing has very good lead generation/ sales development programs you may wish to explore. 

    These are just a few ideas.

    Feel free to contact me for more if you like.

    Stay safe,

    David

    --
      
      
    David Schek
    President
    Work Comp Staffing Solutions
    American Staffing Association Member
    ASA  Central 2019 Most Valuable Contributor
    ASA PAC Contributor

    America's Leading Staffing Workers  Compensation Broker With 50 Years Experience. 
                            ------------------------------            

    How To Choose the Best Staffing Work Comp Broker:

    Workers Compensation Options for Staffing Companies: 


      
      Contact Information:
      Ofc.-          202-302-1212
      Web-  www.leaststaff.com 

                                           

           This electronic mail message and all attachments may contain confidential information belonging to the sender or the intended recipient. This information is intended ONLY for the use of the individual or entity named above. If you are not the intended recipient, you are hereby notified that any disclosure, copying, distribution (electronic or otherwise), forwarding or taking any action in reliance on the contents of this information is strictly prohibited. If you have received this electronic transmission in error, please notify the sender by telephone, facsimile, or email to arrange for the return of the electronic mail, attachments, or documents.

     




     






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  • 10.  RE: Looking for clients

    Posted 10-20-2020 14:09
    Best regards, Mr. Schek,
    Thank you for the information that you have provided us, I will have the team implement
    your strategy, again thank you

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 11.  RE: Looking for clients

    Posted 10-20-2020 14:29
    Hi David

    My pleasure trying to help.

    Please let's stay in touch

    Stay safe

    David

    --
      
      
    David Schek
    President
    Work Comp Staffing Solutions
    American Staffing Association Member
    ASA  Central 2019 Most Valuable Contributor
    ASA PAC Contributor

    America's Leading Staffing Workers  Compensation Broker With 50 Years Experience. 
                            ------------------------------            

    How To Choose the Best Staffing Work Comp Broker:

    Workers Compensation Options for Staffing Companies: 


      
      Contact Information:
      Ofc.-          202-302-1212
      Web-  www.leaststaff.com 

                                           

           This electronic mail message and all attachments may contain confidential information belonging to the sender or the intended recipient. This information is intended ONLY for the use of the individual or entity named above. If you are not the intended recipient, you are hereby notified that any disclosure, copying, distribution (electronic or otherwise), forwarding or taking any action in reliance on the contents of this information is strictly prohibited. If you have received this electronic transmission in error, please notify the sender by telephone, facsimile, or email to arrange for the return of the electronic mail, attachments, or documents.

     




     






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  • 12.  RE: Looking for clients

    Posted 10-16-2020 11:39
    Hi David,

    What is your value proposition as a business? We all know staffing is very competitive - contingent labor often incentivizes clients to work with multiple agencies, therefore business development is even more challenging. "We have 5 vendors that meet our needs already." What is your answer to that statement? If you have a strong one, you have value to add. If you have value to add and follow a consistent sales process, eventually clients will work with you.

    The previous poster laid out excellent process-oriented approaches to business development. But if your service delivery isn't value-additive or differentiated, even the best processes won't yield the type of results you are seeking.

    ------------------------------
    Sean Barber
    CEO
    Pluto Healthcare Staffing
    Columbus OH
    (513) 600-7331
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  • 13.  RE: Looking for clients

    Posted 10-20-2020 14:23
    Best regards, Mr. Barber,
    your information provided has been of much help, thank you for answering my question,
    again, thank you

    ------------------------------
    David Coker
    CEO
    Barstow Strong Employment Agency
    Barstow CA
    (760) 590-6041
    ------------------------------

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  • 14.  RE: Looking for clients

    Posted 10-17-2020 08:13

    Hi David,

    Lots of great advice has been shared already, so I'll try not to be redundant.

    First, if you need a coach to help improve your sales process, you should reach out to Tom Erb (Tallann Resources), Mike Jacoutot (Butler Street), or Amy Bingham (Bingham Consulting). All awesome people who know our industry...and how to sell, really well.

    My background is on the marketing side, so I'll share my thoughts from that perspective then a few resources for further reading / watching.

    You mentioned using Yelp and Taboola for marketing strategies. These could be good tools to identify prospective clients, but before you sell, I'd suggest working on your sales strategy. Here's a quick game plan:

    1) Start with your messaging. Most marketers will suggest you look at differentiators (i.e., what makes you different). I'll suggest you look at the problems you are really good at solving (for your ideal clients). For example, can you help employers with their last minute needs due to COVID related unplanned absenteeism? Can you reduce no calls / no shows? Can you help companies better plan for and manage their staffing needs? Or maybe hire more productive workers? To determine your messaging, look at the most common problems your ideal clients are having...and determine which ones you are good at solving. Build your sales message around these points.

    2) Next develop your sales strategy. Step 1 is to identify you ideal clients. What kinds of companies really care about your message? What decision makers in those companies care? Don't worry about building a huge list of prospects. Focus on a targeted list of companies that are most likely to appreciate your value.

    Also, sometimes the best person to sell to is not the direct client. In some instances, there are strong influencers who can help you open doors faster than direct selling. This might include other companies already selling to your ideal clients, consultants who advise those ideal clients, local manufacturing associations and their members, or anyone else who already has a relationship with the decision makers you want to reach.

    3) Define your sales process. How are you reaching out to prospects? Calls? Email? LinkedIn? Drop bys? A lot of sales consultants will tell you it takes 12 to 16 touches to open the door with a prospect. The challenge is coming up with the things you can do in that process. Think of this process like a bank account - you have to make deposits (adding value) before you can make withdrawals (getting a job order).

    You want your sales process to be multi-step, multi-channel outreach where you are consistently adding value while introducing yourself, your company, and your messaging. Mix in mail (yes, old fashioned snail mail), email, connecting on LinkedIn, and calls to maximize your chances of capturing the attention of your audience. For the content, share lots of ideas that address the common problems and staffing / hiring related interests these people have.

    In marketing, we use an acronym AIDA to think about this process. The first A is attention - how can you break through the clutter and get people to pay attention to your message? The I is interest. What can you share that will get people interested in your message / value? The D stands for desire - how do you position your company (or yourself), so that the buyer wants to use your services--to get them to see you as being an ideal solution to their problems? And the final A is action - getting the prospect to reach out, visit your website or agree to a meeting.

    One side note. The first sale you need to close is not for staffing services. You are really selling the prospect on giving up some of his/her time to meet with you. Focus on this sale first - creating a compelling reason for an initial conversation. Then you can transition to talking about that company's staffing challenges.

    4) Lastly, expand the range of tools and tactics you are using to sell. I'm a big fan of combining integrated direct marketing (which is the process I just outlined above) to go after your "A" and "B" prospects. Then using content and inbound marketing to build your visibility, strengthen your positioning, and attract the "C" and "D" prospects (and lots of candidates) to your website. If you want to know more about these marketing processes, check out the resources below.

    I hope this helps. Here are those additional resources I promised:

    * SMART Marketing Checklist - 156 questions to help you strengthen your marketing.
    * 2020 Vision Workbook - a fill-in-the-blanks guide to creating your goals and marketing strategy
    * Guide to Staffing Sales Lead Generation - explains integrated direct marketing and content & inbound marketing in more detail

    You can find all these along with six on demand webinars at www.haleymarketing.com/covid-recovery

    Good luck with your selling!
    David



    ------------------------------
    David Searns
    CEO
    Haley Marketing | 888.696.2900
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  • 15.  RE: Looking for clients

    Posted 10-18-2020 13:56
    Hi David,

    Our colleagues have given you great guidance and tips (thanks Dave for the professional nod).  I've been in the industry for over twenty-five years, and in that time I've learned both through personal experience and that of my clients that there are some fundamental truths to being successful selling staffing business.  In fact, I wrote this BLOG post recently that captures them. 

    Remember that pleasant persistence is what is required to get a hiring manager's attention, and it may be on that sixth or tenth or fourteenth attempt that they finally respond - typically when they have an immediate staffing need and you are right there to help.  Client relationships start with a transaction, and over time as you deliver great service, you earn the right to be that trusted advisor your client can't visualize living without!

    Hope this helps, and please feel free to contact me at any time.

    Happy selling!

    ------------------------------
    Amy Bingham
    Staffing Industry Consultant and Leadership Coach
    Bingham Consulting
    Orlando, FL
    407-292-6280
    abingham@binghamcp.com
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