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Episode 82
The Elements Of Successful Client Acquisition In Staffing Sales
Show Notes:
Recap of last week: The Difference Between Good Salespeople and Great Ones
The 3 Stages Of Client Acquisition And Their Characteristics
Stage One:
Suspect
- Focused on Ideal Client Profile
- Selling to “Type”
- Marketing campaign to create engagement
- Qualification is the catalyst for moving to the next phase
Stage two:
Prospect
- Selling to an individual
- Developing an understanding of that person’s usage, technology, skillsets
- Lead Nurturing Campaign to stay “top of mind”
- Job order is the catalyst for moving to the next phase
Stage three:
Client
- Selling across the organization
- Account knowledge and account penetration
- Relationship Management to deepen and solidify the relationship
- Developing internal/external referral engines
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