How Your Staffing Firm Can Sell More, Faster

Transcription

1 How Your Staffing Firm Can Sell More, Faster 1. How Fast Growth Staffing Firms Communicate 2. How to Sell More, Faster Text Messaging Social Media 3. Case Studies STAFFING INDUSTRY WEBINAR

2 Erich Hugunin VP at TextUs TM David Folwell President at The Growth Co. TM 9 years in staffing industry Over 110 staffing partnerships 2 nd startup to grow over 400% 1 st employee at 3-time Inc. 500 firm Huge Broncos and Hawkeyes fan 20 years of digital marketing Led $1.5M website projects at GE Grew previous company by 383% in 3 years Improved leads for client by 3,543% Go Broncos & Hawks and Ultra Marathons

3 Over 60 staffing firms choose TextUs to increase sales. Here are a few of their customers:

4 TextUs 10 by 10 Today only, TextUs is offering: 10% off your annual subscription 10-day extended risk-free trial To claim this deal, visit or call/text Erich at

5 How Fast-Growth Staffing Firms Communicate: Survey Results from 45 Staffing Firms

6 Who took this survey? Other, please specify... 5% COO 5% CFO 7% Marketing Executive CIO 2% 2% VP/SVP 5% CEO/President 32% Response Percent Count CEO/President 32% 14 Director 23% 10 Sales Executive 14% 6 CFO 7% 3 Sales Representative 7% 3 COO 4% 2 Sales Representative 7% Sales Executive 14% Director 23% Other, please specify... 4% 2 VP/SVP 4% 2 Marketing Executive 2% 1 CIO 2% 1 Recruiter 2% 1 Total 100% 45

7 Growth predictions 2014 Growth vs Expected Growth % 28% 23% 21% 19% 16% 14% 14% 12% 12% 12% 0% 0 to 5% 11% to 20% 51% or more to 5% 12% 12% 6% to 10% 21% 16% 11% to 20% 14% 19% 21% to 50% 14% 30% 51% or more 28% 23% We did not grow 12% 0%

8 Communication strategy 34% 42% Communication Strategy Comparison 38% 32% 42% Fast Growth Firms = 50%+ Slow Growth Firms = Less than 5% Average = All Responses 17% 12% 20% 25% 7% 19% 4% 2% 2% 4% SMS Texting Phone Social Media Other Companies predicting growth of 50%+ in 2015 communicate through social media and SMS texting significantly more than lower-growth firms

9 Response rates Response Rates Text Effectiveness

10 Text platform selection Do You Use SMS Software? Other, please specify... 9% If Yes, Which SMS Software? Ultra Staff 7% Call-em-all 7% No text messaging management software (standard cell phone texting) Yes, please list the software 53% 37% TextUs.biz 43% Sendouts 7% twilio 7% Proprietary 7% Bulletin.net 7% Bluesky Medical staffing software 14%

11 How to use texting Slower Growth More Mass/Blast (Less than 5%) 1. Blasting texts 2. Mass SMS to candidates 3. open shifts advertising 4. Confirm orders and schedule professionals Fast Growth More Personal (Greater than 50%) 1. To sell jobs, confirm coverage dates and references 2. Offer shifts, confirm shifts, change shifts 3. Sales, customer service, reminders 4. Normal communications

12 Texting effective/intrusive How do candidates perceive texts from recruiters? (1 = Very Nega<vely) (10 = Very Posi<vely) Candidates respond 5.3 more positively to text messages from fastgrowth firms Average Fast Growth Slow Growth

13 How to Sell More, Faster Text Messaging Social Media

14 Messaging that works RULES EXAMPLES 1. Don t spam 2. Personalize messages 3. Communicate two ways 4. Text from your work number Hi John, This is Erich from TextUs. I have a great position coming open that pays $90/hour. Are you interested? Are you available for a quick phone call. Hi John, I m touching base to see if you re interested in a new position that might fit your skill set. Do you have a few minutes? Hi John, Just checking in to see if you were able to apply for your background check at this link 14

15 New sales strategy 1. Send Texts 2. Normal Day 3. Respond 4. Close Send 100 personalized text messages first thing in the morning Continue your normal sales process throughout the day Respond to text messages from your computer Close more sales by instantly increasing your productivity

16 Efficient two-way texting

17 Increase response rates

18 New sourcing tool

19 New promotion tips Deliver content to candidates through paid social media campaigns and retargeting Keyword Advertise based on targeted keywords Social Advertise to specific titles/companies Re-targeting Display ads on traditional media to people who have visited your site

20 Paid social strategy SELECT CHANNEL CHOOSE TARGETS PROMOTE CONTENT SELECTION Where do your targets spend time? What content do they consume? TARGET What is your target's current job title? What online behaviors do they have? PROMOTE Deliver content to your targets. Get your message in front of targets. Measure your promotions on each channel to see what works.

21 Targeting example

22 Case Studies

23 1. Increased placements PROBLEM Candidates were hard to reach and less likely to respond to s and phone calls. SOLUTION Implemented TextUs business-class texting to increase placements and improve response rates. This is going to have a drastic impact on our business. Everyone who uses it loves it. Everyone who doesnʼt have it, wants it. - Andy Hartman, Marketing Director. trustaff 23

24 2. Improved productivity PROBLEM Physicians spend their days with patients, which means they don t have time to talk to recruiters. SOLUTION With TextUs s two-way sales texting platform, Delta Locum Tenens maximized its ability to find new candidates outside its network. Our recruiters get a much, much higher response rate with text messaging. Itʼs a simple communication method that benefits both our recruiters and our providers. - James Heil, VP of Recruiting for Delta Locum Tenens 24

25 Claim Your 10 by 10 Start your risk-free team pilot today to secure: 10% off your annual subscription 10-day extended risk-free trial Visit: textus.com/pilot Call:

26 Thank you for joining our webinar.