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Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 1
Winning the Staffing Sales Game
22/1Average Ratio of Voicemails to Live Connects
0
5
10
15
20
25
2001 Now
22:1
6:1
73% less effective doing the same thing
Then and Now
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 2
What Are Our Options?
1.Make more calls
2.Get the prospect to call us back
3.Get the prospect to answer the phone
Sales is a game of Chess, not War
A Proven, Repeatable Sales Process
Identify suspect
companies and contacts
Implement 10-week sales
contact schedule
Qualify prospects and
targets
Add opportunities
to sales pipeline
Work opportunities
through pipeline stages
Close wins and losses
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 3
Focused Prospecting
300
100
30
Goals
1. Run position and
geography search
2. Save the search
3. Receive email alerts
Where to Identify Suspects
How do I get the prospect to answer the phone?
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 4
Think MVP!
MessagingVolume
and VarietyPersistence
Value Proposition:
The unique value a
business offers to its
customers
Value Proposition:
The unique value a
business offers to its
customers
Who am I competing with? What are their
strengths and weaknesses?
What makes us different/better? Is it
quantifiable?
What gives us credibility?
What’s important to the prospect?
How can I clearly state this in 10-15
seconds?
What is your Value Proposition?
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 5
Display Your Company Name
Tallann
614-555-2500
• Anonymous vs.
Company Name
• The rest of the tips
dependent on
company name
Send them a letter
24% decline in US Postal Volume past 10 years
Competition has shifted away from direct mail
Creates brand awareness and builds credibility
Be creative – stay away from mass mail look
Prep them with an email
Builds credibility, brand and name
recognition
The best times to email prospects
are 8 am and 3 pm
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 6
Optimize your LinkedIn profile
Your LinkedIn Profile is a credibility reinforcement
Should be used as a marketing tool, not a resume
Summary focused on your credentials and your value
proposition
Use Content Marketing
• Blogs, eBooks,
Whitepapers, Webinars,
Seminars
• Designed to reinforce
your value proposition
How many touches to make a sale?
2% 3%5%
10%
80%
1st Touch 2nd Touch 3rd Touch 4th Touch 5-12 Touches
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Most sales people give up after the 2nd or 3rd call
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 7
Prospecting Contact Schedule
Value Prop
Mailing
Value Prop
Email/ Phone Call/ Skill
Market Email
Phone Call
Email w/
Client Quote
Phone Call
In your Area Email
In your Area Call
Client Tenure Email
Persistence
Call
Backing off
Tips for a successful
prospecting campaign
• Pro-rate based on % of time allocated to sales
• Designed to eliminate the “rollercoaster effect”
40-50 new letters a week for full-time sales people
• Move to contact frequency by status
• Suspects – Quarterly
• Prospects – Monthly
• Targets – Weekly
• Disqualified – Semi-Annually or No Contact
Remove contacted suspects from the process
Tips for a successful
prospecting campaign
• Export/enter contact mailing information in Excel
• Use letter template in Word
• Use Mail Merge function in Word to create letters
Use Word Mail Merge for Letters
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 8
Sales Contact
Schedule
Results
“A GIANT woohoo…in the last week, I’ve signed contracts with BOTH {Company A} AND {Company B}…both success stories from the sales process…beginning with the mailer. There are a lot more success stories that have happened and that are in process…but I thought these well worth mentioning!”
Results
“This is a response I got from my week 10 “backing off” email that I sent yesterday. I’ve never talked to Susie and she’s never responded to my emails. Until now. Just a reminder to stick with the plan and do what you say you’re going to do. Because sometimes it works.”
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 9
Results
“Your 12 in 10 process works… BTW. I usually don’t end up getting thru 12 touches, because I end up with more business than I can handle with my team. I save those I don’t connect with for the next round.”
Results
“I landed my biggest client ever using your process.”
“It’s so much easier making calls because I feel like I have a reason.”
“I love it because I know exactly what to do next.”
“I will never sell another way again.”
Winning the Staffing Sales Game: Get More Appointments & Land New Business
6/26/2019 10
Tom Erb
tallannresources.com
blog.tallannresources.com
