As hiring remains challenging, staffing agencies are in an advantageous position to grow their businesses by bringing on new clients. That’s the good news. But there is also the reality that the staffing industry is highly competitive and potential clients are taking their time to evaluate multiple agencies in order to find the one that best fits their needs.
It has never been more important for staffing agencies to develop a comprehensive sales and marketing strategy that captures the attention of prospects and continuously engages them throughout their buying journey. In this blog post, we’ll outline everything you need to know to grow your staffing brand, generate leads, create effective messaging, close more deals—and ultimately increase revenue and take your staffing business to new heights.
Start by gathering your team for a collaborative brainstorming session. This should include individuals from every department—from recruiting to leadership. Have an open and free-flowing discussion about the value you bring to clients and candidates that makes your staffing agency truly exceptional.
Craft your staff agency’s value proposition
Using the ideas from the brainstorming session, distill the key points into a clear and concise value proposition. This few-sentence summary should encapsulate what sets your staffing agency apart from the others a prospect might consider. Take your time to craft a compelling value proposition as this statement will drive all your marketing messaging and introductory sales conversations going forward.
Create a visual brand identity
While words are crucial, forming a visual component of your staffing agency’s brand identity is just as important. Create a logo and decide what color palette and typography will represent your brand. Make sure it’s visually appealing, so your staffing agency stands out in the minds of your target audience.
Build a user-friendly website for your staffing agency
Your website is the digital face of your staffing agency and will likely be visited by every prospect you engage. Create pages for the specific staffing services you offer and the types of companies you serve. Ensure your website is sleek and modern and has compelling visuals, informative content, and intuitive navigation.
Connect with prospects on social media
Utilize the power of LinkedIn and other social media channels to meet your prospects online and participate in conversations about recruiting and hiring. Share industry insights, success stories, and valuable content that shows you have a team of experts and your agency offers top-notch staffing solutions.
Evaluate online lead-generation channels
Look for different websites where you can advertise your agency and the staffing services you provide. Google Adwords will help you connect with prospects at the top of search results but it’s also worth considering niche websites your prospects frequently visit. Do research to find online lead generation channels that fit your budget and run a pilot campaign to make sure the channel positively impacts your pipeline.
As you gain insight into your clients’ operations and organizational goals, you can pitch tailored staffing solutions that will help them progress. However, it’s crucial you first meet their immediate needs and gain their trust before you propose expanding the scope of your initial agreement.
Harness the power of referrals
Happy clients can be one of your best sources of new business, especially since a personal recommendation carries a lot of weight with a potential client. Create a referral program that makes it easy for clients to connect you with people in their network, and consider providing a discount or reward to encourage referrals and show your appreciation.
Collect client testimonials to include in your marketing messaging
Prospects place far more trust in what your clients have to say about you than they do in generic marketing messaging. Collect testimonials from satisfied clients that highlight the specific challenges they faced, the solutions you provided, and the quantifiable results they experienced.
Generate positive reviews on your staffing agency’s public profiles
Positive online reviews provide social proof of your staffing agency’s outstanding service and help enhance your brand. Encourage clients to share their experiences on platforms like Google, LinkedIn, Glassdoor, ClearlyRated, and any other website prospects explore when researching staffing providers.
Collect and utilize client (and candidate) feedback
Take advantage of NPS surveys to collect feedback from clients and candidates. Analyze survey results to learn where you’re excelling and where you stand to improve. Bonus: NPS surveys also help you identify upsell opportunities and uncover satisfied clients who will likely recommend your agency, provide a testimonial, or write a glowing review.