EP82 The Elements Of Successful Client Acquisition In Staffing Sales

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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