Influence Understood

EP82 The Elements Of Successful Client Acquisition In Staffing Sales

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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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        -G
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        Influence UnderstoodBy Gerry Gadoury