Over the past several years, employment agencies have experienced slow, but steady growth.
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Companies that market to employment agencies have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to employment agencies.
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Create a Plan
There is nothing haphazard about effective employment agency sales. The industry is filled with educated buyers who know their way around the marketplace.
Subsequently, leading B2B sellers know better than to leave anything to chance. Before they initiate contact with prospects, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the employment agency industry will eat you alive unless you go into it with a carefully crafted blueprint.
Tips for Selling to Employment Agencies
Businesses that sell to employment agencies base their sales models on information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for employment agencies.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Given your interest in selling and in employment agencies, you might find these additional resources to be of interest.
If you have an existing employment agency, you are in the wrong spot. These resources will come in handy:
If you want to start an employment agency, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our alphabetical list sales guides below.