Last month I wrote about https://binghamcp.com/2020/06/what-selling-looks-like-during-a-pandemic/
Weeks later, though there are signs of life in the economy and new job creation, most economists now agree the recovery will look more like the Nike swoosh symbol https://www.cnn.com/2020/05/06/investing/economic-recovery-nike-swoosh-shape/index.html than the traditional U-shaped curve.
That means a crawl, not a sprint back to business as we knew it just three months ago.
That projection is likely even more accurate when considering the https://www.cnn.com/world/live-news/coronavirus-pandemic-06-15-20-intl/h_590a1536f54c9a48c1eead5ea1c7f2e6 recent increase in positive COVID-19 cases in 18 states across the U.S.
What does all this mean for corporate America?
It means expectations that life would return to its pre-pandemic state were a little too optimistic.
With employers still skittish about opening up their offices, it turns out that many of us will be working from home a while longer with a little more time on our hands than we want.
So…the blog post I wrote weeks ago https://binghamcp.com/2020/06/what-selling-looks-like-during-a-pandemic/ still applies. Our goal as staffing professionals during this time is twofold: 1) stay in front of clients and prospects with a consistent sales touch plan, and 2) be of service.
But beyond the suggestions in that blog which still apply, here are five scripted approaches for our clients/prospects to meet (virtually) with us that are working well for my clients. They’re all about planting seeds…building a relationship, being of service, consulting on safety and workforce planning.
- Suggest :15 virtual coffee introduction meetings with a promise of “no sales pitch, just discussion about the current state of employment challenges in our area” (everyone has 15 minutes…and most hiring managers have more time now).
- Let’s meet now while our businesses are slower to learn more about one another. That way when you’re ready to staff up, we’re that much smarter about your business and ready to assist immediately.
- Employers are concerned with creating a safe work environment as employees return to the job site. Let’s jump on a call and I’ll share what we’re doing and what our clients are doing to establish and maintain a safe workplace.
- With business improving it’s going to be a challenge to meet customer demand at times. That’s exactly what temporary help is intended for. Let us help you create an on-demand plan for project staffing.
- What are your challenges keeping employees engaged and productive right now? We’ll research the best practices and come back to you with suggestions.
While history shows the decline is much steeper for Temporary Help Services in a recession, we can take heart in knowing the industry also rebounds at a higher rate.
Source: BLS.gov
And it’s the recruiting and staffing firms that increase their sales presence, staying visible and relevant in a downturn, that outpace the growth of their competitors as conditions improve.
Be one of them!
