(Newswire.net — March 21, 2018) — Your staffing company is unlikely to be the biggest, cheapest, or the only company providing a specific service, so why would someone choose your company over others? More importantly, how do you ensure customers have a positive experience and return for more?
One of the keys to success in the staffing industry is providing a terrific service, though you won’t be alone. Great customer service is no longer a differentiating factor, because many businesses are prioritizing this aspect of business. So the question remains, how can you ensure your staffing company stands out from the rest? This article will address some key considerations to help you separate yourself from the competition. If you’re seeking information on competitors to learn how you can outdo them, researching staffing industry news is a great starting point.
As a staffing company, there are three types of client to look out for:
– The Volume Purchaser: Heavy user of staffing who will happily spend through the roof sums on staffing services
– The Boutique Shopper: Companies with specialized needs
– The Middle Market: Everyone else
Most commercial staffing firms needs to be successful in the middle market. This is where most prominent staffing services make their money. It consists of large, small, and medium sized organizations. Most users are already working with a staffing service, so your objective is to encourage them to change vendors.
On the whole, companies aren’t doing what it takes to keep their customers loyal. This creates a huge opportunity to address customer indifference. If you can show prospective clients you care more about their staffing needs than their current suppliers do, they will jump ship and commit to the results you promise. Because there is no one dominant force in a fragmented staffing industry, this creates a terrific opportunity to differentiate and attract customers by doing things competitors don’t.
The Most Successful Strategy
The most profitable staffing firms focus on building relationships. This is an easy strategy that simply requires good networking skills. Relationship building is a marketing tool, business strategy, and attitude all rolled into one. Creating mutually profitable relationships with customers will bring you one step closer to success. You can consequently seek out opportunities for future gain. Here are some important points to incorporate:
– Focus on the right customers
– Develop unique marketing strategies for different types of decision makers
– Understand customer expectations
– Utilize a combination of people, process, and technology
– Use insight to understand customer needs
Implementing Your Strategy
People usually buy emotionally, where the vendor’s selection decision is driven by their attitude towards people who work for your company. One of the most critical components for a staffing firm is trust, so you should ask yourself how your marketing efforts are influencing this.
Who Should You Build Relationships With?
You should build relationships with anyone and everyone who can influence the purchase decision. Remember not to restrict relationship forming to decision makers. In addition, you should focus on enhancing relationships with prospective candidates, current temporary employees, and anyone else who could act as candidate referral sources.
How Do You Build, Maintain, and Enhance Relationships?
Be different in a positive, value-added way. Relationships require careful nurturing. You should show people you understand things that matter to them. Share information they can use, while helping people become more successful, making their life easier. They will believe the things you do, not the things you claim, since actions speak louder than words. Create an appropriate marketing plan for every audience. Focus on common challenges and common interests. With persistence you can forge relationships, but the nurturing process relies on heavy written communication. Mail and e-mail can be used to keep in touch with people, alongside telephone follow-ups to gather feedback and refine nurturing efforts.
Open up communication channels and create opportunities for productive dialog. With relationship marketing, you won’t need to make costly cold calls, and you’ll ultimately maximize the productivity of sales efforts in the same way an agents/broker portal does.