As a Vice President running a growing manufacturing company, it’s not uncommon to have 2-3 staffing agencies stop by my office on a daily basis and perhaps one or two annoy the heck out of me by trying to slip in the backdoor with a cold call or lame generic email. I think our current record in one day is somewhere between 6 and 8.
Fortunately, I have a wonderfully patient receptionist to smile and take their information, occasionally blocking and tackling for me when I walk through the lobby and one of them is trying to throw cookies, brownies, or worse one of their company notepads at me.
After 22+ years in manufacturing, working with dozens of staffing agencies and hiring thousands of temps, I’ve outgrown the ‘cookies wrapped up in a cute smile’ approach.
While I appreciate the effort, it is certainly not going to score my business.
Here are five common “sales fails”:
- If you don’t take 2 minutes to get to know me or my company.
- It amazes me when I walk through the lobby and hear a staffing manager talking with my receptionist and asking, “Hey, what do you guys do here?” Really? Seriously? You can’t take 5 minutes and Google my company?
- I’m a health nut. As a general rule I don’t eat cookies. If you’d take 2 minutes and ask my receptionist you’d know.
- If you are a one and done.
- I’ve been using the same service for two years now, why would I talk to you if you stop by one time and just leave a card?
- It’s not that I’m playing hard to get, but I have a stack of one and done cards. Why would I call you? Is your business card part of a magic trick? Covered with gold?
- If you are a flavor of the month.
- Sorry folks, but if you just opened your office in my neighborhood, why would I risk my business?
- If you do happen to catch me in the lobby, you bring up the four hour guarantee as a benefit in the first 30 seconds. (or it’s one of the first bullet points on your marketing material)
- All I hear is you’re lazy and relying on me to screen your people.
- I don’t want your 4 hour guarantee; I want a guarantee that you have done your job and screened the people you send me so I know they show up ready to work.
- If you fail to show me the money.
- If you don’t come across as a strategic cost savings partner, don’t waste my time. End of story.
- If you can’t show some initiative and put together a 2-3 page power point to get my attention, or great flier explaining in detail how you will save me money, have a nice day.
- If you haven’t figured out by now, MY time is money, dazzle me with low turnover rates, free training, safety assessments, team-building exercises, lean manufacturing, etc. dang, give me a reason to talk to you.
The majority of the staffing industry I see on a regular basis has the ‘online dating mentality’ of dressing up to look good and head out on the town speed dating. In this day and age, that simply isn’t good enough to score my business.
This week I had a new staffing agency waylay me in the lobby and handed me an amazing power point presentation explaining how they wanted to be my cost reduction partner. They ‘wowed’ me with their team building guides and training, their low safety incidents rates. They showed me where I could save up to 30% on my electric bill (over $1,200/month), and to top it off, shared the details of a government program that helps pay for up to 80% of training for my employees.
I looked at the staffing manager and said, “You had me at hello!”
{ 33 comments… read them below or add one }
Hey Employer
Quit treating temps like shit and bending thumbs for 5-cents an hour discount and your reputation won’t suck so bad that we’d actually consider you worth the time. Myself i’ll let you rotate through all the crap agencies in town and keep the high margin stuff for myself.
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Thanks for the tips Tim and don’t pay attention to that idiot above. So many times I never get a call back but they never tell me why. Now I know. I’m embarrassed to say we do a few of these things.
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Great post, Tim. Your sound advice is applicable to virtually any service industry. It is stunning how few service providers are focused on the needs of the parties they are seeking to sell. While I am not fond of prospects who aren’t sufficiently respectful to say that I am wasting my time (if they have no intention of ever saying “yes”), I have been at this long enough to know that very few sales occur without a “getting to know you” and prove yourself phase.
Michael
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See! This is exactly why I keep telling my boss that we need tablets or ipads so I can catch people in the lobby and show them the research I have done and why I truly believe we would be great partners in business. I know that in this staffing industry its more than the cut throat high mark up. If you depend on that you will fail. I want longevity in business partnerships and I know that savings on the employer side means more allowance for employees. If I can help and we can gain – it’s a win win. I’m not looking to make anyone loose in this business game.
I get so frustrated at these bleach blonde fiercely evil sales women from other offices that come in to this one spot where we have an onsite. When I see it, I actually feel like tripping them in their high heels and watching their faces land into their donuts but I don’t. I watch them fail and its mostly because they are oblivious to actual business. PSA: your situated and displayed “hill tactics” (as we like to call them) DON’t work except with the sleezey employers, which makes me think that you may be doing a little something extra for that high rate. You’re making a bad name for those of us that are actual professionals with brains. Please STOP.
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Excellent article. I like the just the facts approach.
Do you tell the staffing company that you have been working with for 2 years why they are loosing your business or do you just cut ties and give the run around for final payment?
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Kristy you sound like an idiot. Just because I am attractive and know how to carry myself like a lady does not mean that I do ANYTHING extra for higher rates. We have rates that pay for our level of quality service. As you can see from this employer’s example, longevity in business relationships is a naive goal. They will drop you for the next person that comes along with a cheaper alternative.
Hot debate. What do you think?
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‘Thank you’ to everyone responding! Some great discussion/feedback on the challenging topic of cold calling from a client’s perspective.
As Michael noted, very few sales go through these days without a solid relationship built on needs, wants, and desires- this takes work and time on all sides. As an employer, the reality is to grow my business to the next level, I need to be a good partner with my temp agency to flex up and down with my business needs and maintain my desired margin structure for company sustainability.
While no employer is perfect, relationships built on mutual respect and open dialogue are essential with temps, temp services, and employer. My underlying point with all of this is that long term business relationships in this industry are created by developing a plan for long term win/win/win scenarios. This happens when everyone understands ‘what is in it for each other’, and those needs are met, including temp, temp agency, and employer.
Tim,
Thanks or a great article! Just a note that I can take away somethig from you that will help me help my clients andfuture clients.
Artie
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Why didnt your own people find you the electric bill come on man.
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Great article Mr. Whitney,
Great tips! Just something I needed to reassure me on my next move. But, like they say “great minds think alike
” I’ve been working in the staffing industry for 5 years and know exactly what you are talking about. We do have to build a relationship with the companies we staff for and know exactly what they want, need, and desire. I can continue on telling you more but, I know you are busy man just wanted to let you know that it’s a great article and that I will be looking more into one of your books and tips 
.
Hot debate. What do you think?
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Great article, it aligns with my thought, and most of the sales force within my organization, however…
This article was forwarded to me by my d-bag manager with a few comments indirectly supporting the thoughts. This is the same d-bag manager that is all about quantity over quality, and even if he doesn’t say it, it comes through loud and clear to the sales force from the top on down when you only make 545 calls in the week instead of 550 he said you should be.
It would be great to build quality relationships with everyone of our customers; however, our bottom feeding company stives to pay the branch staff members as little as possible causing high turnover and guaranteeing that sales people will be the flavor of the week. They almost feel predatory the way they hire fresh out of school kids that don’t know any better.
~~ rant over ~~
PS, do you think that my d-bag manager knows he’s a d-bag?
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I think my manager might be your manager, and I don’t think he is aware of his own d-bagness. Did your manager move up after running the least successful branch in the company? Mine did, that’s why nobody gives him any respect.
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I really enjoyed reading your article. I see a lot of things I am guilty of doing when I go out to meet a new prospect and I see a lot of the things I do right when meeting a new customer. This job is a learn as you go job. The economy changes on a daily basis and companies are always looking for the next best and brightest alternative. We all want to save money and pay for the best quality while tring to maintain financial momentum. At some point or another we are all apart of both sides of the fence. We are all the Manufacturer and consumer. We all have something someone wants and all want what sonmeone else has. How we go about it in the long run is what is important. Look at a companies mission, vision and values. Does it lighn up with the customer you are trying to obtain. I agree with the article. Safety is becoming a more important selling point and so it should. We all have family that we want to see again and not lose going to an underpaying, over stressed job.
In conclusion, I think it is important, no matter who you are, to realize that at one time or another, wether it be a CEO or a cashier, we all started off at the ground floor and there needs to be a mutual respect. We need to respect customers and they need to respect the labor agencies that walk in the door. We all need to respect the temporary workforce, without them, this discussion would not even take place. We need to think about them. They have families and bills and things they are trying to support and accomplish. Money is the root of all stupidity and evil. Let’s all start being part of the solution and not part of the problem. Happy Holidays to all and to all feliz navidad!!!!
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Paco,
Great feedback and comments. Thank you. I actually started out as a temp 22 years ago so I can totally relate. I believe the more we work together as employer, agency, and temp, the more opportunity we will be able to create.
Thank you for taking this article in the spirit in which it was intended. No one side of this equation has all the answers but when we work together, the outcome can benefit all parties.
Merry Christmas to you as well and best of luck,
Tim
Saved you 30% on your electric bill? Seriously?
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Yes Mark, saved a little over 30%. We run a lean staff and had no idea the savings would be so substantial or we were overpaying so much for our manufacturing facility.
Tim,
Thanks for your article. Are you able to share even in generality how the electric bill savings work? Was it along the lines of repricing your electrical services. I know some states allow that now. Did they point you in the direction of another vendor that could help you in that area or was the staffing company going to help facilitate this service themselves. There is also equipment that you can put in place to make manufacturing equipment more efficient.
Thanks Tim, Just Curious,
Jason
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Hi Jason,
Yes this involved taking our electrical usage and using an online service which quotes daily rates from multiple providers at the lowest wholesale prices. I believe the service is available in 8-10 states. We were able to save over $1200/ month and also converted to 100% renewable energy (wind power).
The staffing company that pointed it out to us regularly helps their clients save money, as well as, makes a nice referral % on the electrical service. This same service has saved other employers $10,000-$20,000+ per year so you can imagine the value added service and strategic partnerships created.
I am working on several articles on this topic!
Tim
Much of this seems more like common sense, Tim has been on the receiving end of the communication and I don’t think he understands how big the market is or the #s game it has become.
While Tim has dealt with prospectors and much of them are not great at what they do so it is easy to point out the mistakes, he has not sold staffing and is naive about the sales in general. Each company is different, I agree many of my clients I have a long term trusted relationship but some just want outsourced payroll or corporate deals with it and the production managers have no say.
It wouldn’t be wise not to leave a card Tim if you took the time to show up and retain the information needed to contact the right individual for this decision making, what I have learned is it is all about timing! Tim if you found out that the hiring criteria you have established with the firm you are working with now is not being met and wanted to make a change you might call a few of those cards in for a bid process. Also much of these decisions are with HR departments and when a staffing company makes a mistake well HR doesn’t have much to do but meet with staffing firms, sometimes you just need to call or walk in at the right time! Management changes so you need to stop by and make sure a guy like Tim is still employed at that location.
I would rather talk with someone who has sold staffing for years and I would be impressed if Tim could provide information I don’t already know. Lastly Tim anyone who has been in staffing has also worked with “1,000s” of temps but the difference is I work with about 30 company’s all have unique hiring criteria and personalities, you work with only one or two staffing firms…
Hot debate. What do you think?
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Mike I think the point of the article was based on his perspective. To point out and focus on it not matching your experience and values is a mute point. I am appreciative of Tim’s perspective, though only one. For me the overall message was to know the client you are trying to sell. Whether it is small or large, professional or casual, and know what they do. Market to things that provide specific value to that client. Never will two clients be the same and all of these played out marketing plans lumping everyone together just keep everyone fighting over scraps. I love feedback from every single employer willing to share it, it shows the broad differences and reminds me why I do what I do. I believe in staffing as a viable part of the economy and our local businesses. I have worked both ends of the spectrum as a private employer and in Staffing. This viewpoint shared by Tim is not far fetched from other feedback and input across the Americas. Don’t be so quick to promote your ideas that you completely disregard the value in anothers. We all have a story, an opinion, and a goal. Best Regards to Everyone! Thanks Tim for a compelling and enlightening piece.
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Sounds like BS to me! lol……you may claim you don’t want all of the donuts and gimmicks but what kind of gimmick is it to tell you they can save you money on your electric bill. I thought this was about staffing. Whatever works folks. But where I come from….donuts, cookies and brownies are the keys to the door. Whether we are handing them out or someone else is. We hear about our competitor that built a relationship on the golf course. Isn’t that the men’s version of handing out cookies? You can’t build a relationship on a golf course if you aren’t accepting rounds of golf. You sound like a pompous ass Tim….You had me at hello? What is that? Nice read, but I prefer non fiction.
Hot debate. What do you think?
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Agree 100%
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It’s very disheartening to read these negative comments from people in our industry that seem to just want to vent their frustrations at being poor sales people or from being a part of a bad company to someone on the “client” side while hiding behind a computer screen. I’ll be honest, I’m assuming that the majority making these comments work for the smaller “labor” type companies and not the majors based on the fact that true staffing professionals and workforce solutions companies are focused on value focused sales techniques. Great article Tim, it’s refreshing to confirm that decision makers are truly seeking partnerships these days and not just looking for a company to send out warm bodies.
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I’m 99% supportive of your article Tim. I would add the caveat that there tend to be pretty three types of buyers in my world: tactical, strategic and emotional. (Sometimes wrapped up in the same person’s skin.) A good salesperson is prepared to appeal to all three, and if that means donuts (albeit rarely) then donuts it is. I LOVE your reminder about helping the client or prospect with a problem or need outside of what we normally sell. That has worked for me well in the past and I’ve forgotten how powerful that can be. not only to garner new business but also for referrals.
Lastly, I think some of the different opinions here reflect also the difference between selling and lead generation. I disagree with Jason though.There are still some “majors” in the commercial staffing arena who expect their front line folks to “make the numbers” by dialing for dollars and delivering doo-dads.
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Shannon,
Thank you for taking this article in the spirit in which it is intended. I’ll still pass on the donuts:), but you get the idea.
There are so many positive opportunities to differentiate- either with training, or taking unique approaches to existing staffing challenges.
For example, I recently began partnering with a large GED program (and community college) that is taking individuals and providing life skills from GED to interviewing to team-building and eventual placement. They have partnered with a temp agency and have identified employers willing to reach out and help the community. This out of the box thinking creates a real win/win/win outcome.
Best,
Tim
Great story. I think that VP gets it. He is looking for a partnership, not donuts.
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Tim I believe that you have made some valid points along with some of the other respondants. However, I feel that your perspective is very narrow minded.
I have owned and have managed a staffing agency for the last 10 years and I also own and manage a software development firm. I have been involved in staffing from both perspectives. My staffing firm does not employee “Cheerleaders” that bring in “donuts”, cookies and other treats into the office (which is not a fair assessment because there are alot of attractive male and female recruiters who are very talented and build long and lasting ethical relationships). The “Cheerleader” approach has been a proven model for many of the top staffing firms in the country so there maybe quite a few “sleezy” employers out there. As an owner it concerns me when a recruiter complains about competing against “Cheerleader” staffing firms. It usually tells me that they are incapable of demonstrating their strenghts and values and their belief is that they need to be equally as attractive to win the business.
My first concern is that no matter how creative the Staffing Firm was that saved you money on your electricity bill, the staffing business is not about electricity cost savings or any other business savings that are unrelated to Human Capital Costs. I would be furious if my team spent their valuable time finding ways to commission off of electricity and selling that to clients vs. improving our quality of candidates and STAFFING services to our clients. If you staff your organization correctly the person who’s job responsiblity it is to reduce electricity costs should have already done that. I would find it concerning that a staffing agency was more compantant than my employee.
The second is the thought that a powerpoint presentation would convince you that you are working with a firm that will save you money and time. Somehow they convinced you in a powerpoint that a win win will come out of there presentation is amazing. Again I prefer my Sales and Recruiting Consultants not waste their time or energy working on meaningless powerpoints or other marketing materials. The staffing agencies that work best for me are the ones that come in and shoot me straight, good or bad, no pitches, no gimmicks, no literature, and definately no powerpoints. At the end of the day I need the agency I am working with to disclose the negatives and positives about their candidates and let me make the final decision. I know I can make good hiring decisions if all the information is transperient to me. For that I will pay higher margins and the Staffing Companies deserve to be paid higher margins.
The majority of staffng companies or staffing/recruiting consultants worth their salt usually don’t waste their time on a prospect that wants you to jump through hoops for their business. When clients don’t realize this they wonder how they have 50 firms knocking on their door begging for their business and than complain about how staffing companies waste their time. The best solution; ask for referrals, from their select 5 firms that shoot you straight (negatives and positives), and make them prove it!
- Michael Martin
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Wow that was a very jaded read. I am glad I dont work for a company like yours Mike. Having also been on both sides of the coin, the best choice for any logical minded business is to work with a vendor that supports their overall success and partners with them to solve their issues on any level that is possible. Its not a waste of time to research – to offer pliable solutions in other areas – to present things in a well thought out organized power point that can highlight specific benefits and areas of concern. Most people are visual learners. The small amount of time spent – not only got them the business – it promoted a mutual respect and relationship that will carry on. It also helped to insure the success of the company which in turn – insures that you have longer to do business with them. If they close in a year or two because of something like that – no one can do business with them. That is bad for them, you, the economy, the community. Some smaller towns like where I am – do not have the luxury of just looking out for ones self. Its a team effort and the right staffing company will recognize that. In the small little narrow view of the world where numbers are all that matter – it may be easy to lose sight of this. That however, will make the difference in being a short-term success with lots of small business – and building long term relationships that will support your growth for many years to come. There is always a big picture to view – whether someone wants to see it or not, its there. If you don’t see it – someone will.
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I enjoyed the read
I do not see much not to agree with. Bagel Pusher vs a prospective vendor that gets to know your needs, and then connects with you in a more educated way, specific to your environment. You are doing business here, not adding facebook friends…
I was in staffing, now in recruiting and workforce mgmt software….we do not offer cookies, but we do have a great web based SaaS for a company that does direct hiring/employing, or a staffing firm to recruit, screen, hire, train and connect with their workforce.
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Hey Tim!!!
Your time, energy, and resources spent while researching and writing these books were not a conflict of interest with your employer? Stop trying to make $ on something you know little about, get back to work.
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hello guys i am a startup company can someone share some ideas on how to get clent sign my contract thank you 508-818-1069
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Hi there, I enjoy reading all of your article. I wanted to write
a little comment to support you.
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Hi Josh. Good luck with your start up company. You should do research online. I am new to Biz Development in healthcare staffing and I read many books and articles to help me become better. I read this entire page and now I am not sure what to think. Besides doing a PowerPoint presentation aren’t there any other ways to get the decision makers attention? I brought some munchkins last time. It did not work. However, I don’t want to go to theses places empty handed. I could use all of the advice in the world right now. I come from a different type of selling and cold calling does not seem to be working that great for me.
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