Staffing agencies continue to grow in the U.S., with projected revenues of $4.9 billion by 2020, a three percent increase from 2015 ($4.7 billion), according to Staffing Industry Analysts.
For staffing agency owners, growth can come in many forms. But it boils down to acquiring new clients and increasing the size of the contracts you win with existing clients. Thanks to technology, selling is easier today than ever before – there’s no excuse for putting off your sales efforts.
So with that, here are 10 sales tips for staffing agencies looking to bring on new clients and make 2022 their biggest year ever.
1. Learn How to Market Effectively
Marketing is a must-have skill for any B2B company, but it’s crucial for staffing agencies that rely on referrals and their recruiters’ personal brand. If you know how to market your agency well, you might have more success attracting new clients than convincing current ones to give you more contracts. The key is to make sure you are reaching the right audience.
For example, if you are looking for local businesses with open jobs, start by researching the websites of the biggest employers in your area. Then you can reach out to them with helpful information about what your agency offers. If they click on your website and it isn’t clear how you might help their company, you will lose that business before it even gets started.
2. Improve Your Agency’s Online Presence
Your staffing agency ranges from basic SEO tactics to social media marketing to video production to be successful in marketing. For example, your agency is running a campaign targeting companies that prefer remote employees. Using YouTube videos featuring consultants talking about why they’d be great additions to any team would go far in helping clients understand how work-from-home employees can fit into their companies’ cultures.
Success stories of what your company has done for other businesses are vital to growing your customer base. For example, write about how another business struggled with finding quality employees, and now they’ve got an entire team that helps them meet deadlines each day. If prospects read that, then the chance of contacting you will increase dramatically.
3. Expand Your Network
Expanding your network is another way to increase new business opportunities and close more deals for staffing agencies. LinkedIn can be an excellent resource for networking with people in various industries who might be able to help fill your client’s contract needs. By building up a strong rapport on LinkedIn, you should have no problem getting them involved during presentations. Don’t forget about other platforms such as Facebook, Twitter, and Instagram. And if you’re recruiting Generation Z, you better make sure to be building your network on TikTok and Snapchat.
4. Have a Dedicated Sales Team
Having dedicated staff members whose only job is bringing new clients into the agency will enable you to offer scale services without mucking around with a complicated sales process.
5. Offer a Wide Selection of Services
When looking for a staffing agency to fill their contract needs, businesses want to know that you can offer them everything from A-Z. This includes onsite support and management and the standard payroll services and employee training. Not only will this make your client feel more secure in outsourcing their workforce, but it will also allow you to cross-sell some additional services such as timekeeping and compliance assistance.
6. Work with Other Staffing Agencies
In many cases, partnering with another staffing agency is the best way for both businesses to grow their client base by working together rather than competing against each other. Since they’re already familiar with your company, this prevents additional legwork on your end and can also allow you to pitch more than one business at a time.
7. Stay Focused
If you want your pitches to new clients, staffing agency owners must keep their niche in mind. While many businesses are willing to offer their services across the board, showing too much without excelling at anything will likely be unprofitable for everyone involved. Instead, pick a market that your company feels most comfortable working with and stay focused on that until circumstances dictate otherwise.
It can be tempting to take on just about any client when you require money, but it’s dangerous business flavor-of-the-month type clients who don’t create long-term success for your recruiting agency. The best thing for your agency is building up a strong portfolio of clients that truly value your services offering and are likely to give you repeat work or refer other businesses to you for consulting help. You’ll find that these types of clients are far more profitable than the ones who only buy from you once.
8. Get Creative With Pitches
How many times have you received an unsolicited email from someone offering their services? More often than not, it feels impersonal and kind of spam, but that doesn’t mean your business shouldn’t try to be memorable. Instead of sending out tedious, template emails, consider something a little more creative. This could be as simple as writing up a personalized letter or having the sales reps bring in cupcakes with the company’s logo on them (seriously).
9. Advertise in Non-Sales Areas
While it might seem counterintuitive, you’re not just selling to the people who come into your office or who answer your phone calls. You can place ads on social media sites like Facebook and Instagram, print publications like industry newsletters, etc. These channels are often much cheaper than advertising with online search engines (who will charge you per click), and they’ll reach a larger audience too!
10. Make it about Them, Not You
While you want to highlight your agency’s strengths and what sets you apart from the competition, remember not to always talk about yourself when selling your services. Instead of asking, “How are you today?” try “How can I help you?” This will make people feel like they are in control of the conversation and getting treated fairly.
We hope you found our sales tips for staffing agencies valuable and worthy of implementing into your growth strategy for 2022!
AkkenCloud offers the most comprehensive front-office, middle-office, and back-office staffing software with AkkuPay payroll for staffing agencies and recruiting agencies looking to increase efficiency, streamline operations, and grow revenue. Click HERE to schedule a Live Demo.