How to Stay Ahead of Other Staffing Franchises
Prospective franchisees typically find themselves quickly overwhelmed by the staffing world’s brand variety. There are many different staffing franchises out there, and they all claim to have found a serious edge over the competition.
The AtWork family believes in the value of great service above all else, but sometimes this competitive industry demands a little extra. Even if your staffing franchise is categorically superior to all others, it will have a hard time drawing the appropriate amount of attention to that fact. Go check out any staffing franchise’s website right now, and you’ll undoubtedly come across claims that they have the best service, most promising recruits, and most innovative problem-solving strategies. From the consumer’s perspective, it’s difficult to separate the wheat from the chaff, which is why it’s so important to distinguish your staffing franchise in a meaningful way.
In today’s post, the AtWork team shares some simple strategies that franchisees can use to boost their bottom line and stay one step ahead of the competition!
Competitive Fundamentals: Understand Your Clientele
Before we can share any solutions, it’s important that prospective franchisees understand the different categories of clients they’ll deal with. In this industry, your staffing franchise will deal with three general types of buyer:
- The Bulk Buyer: Companies who spend $500,000 or more on staffing per year count as “Bulk Buyers.”
- The Niche Shopper: Companies with specialized hiring needs; typically small but resource-intensive.
- The Middle Market: Everyone else!
AtWork focuses predominantly on the Middle Market, as this is where the greatest opportunity for profit lies. Bulk Buyers are usually the purview of national enterprises, while the Niche Shopper is best served by specialists. The Middle Market has the greatest potential for an impressive ROI, and that’s our goal for every franchisee. This educated resource targeting alone is often enough to distinguish AtWork franchisees from their competitors, who waste money cracking tough nuts and miss opportunity all the while.
With that established, let’s get into some competitive sales strategies for your staffing franchise!
- Boost sales by embracing the emotionality of purchase decisions. Most business minds agree that over 70% of purchase decisions are made based solely on emotional criteria, but fail to put this knowledge into practice. Taking a rational approach that stresses features and benefits is great, but successful staffing franchises also understand the value of emotional appeal. In the staffing world, the main client emotional criterion is
- Win prospects with meaningful recruitment messages. Top prospects get bombarded by staffing franchises every day, so it’s important to know how to stand out if you’re going to increase the value of your candidate pools. Ditch the clever taglines and click-bait email topics; candidates want to know that you value the things that matter to them, and they respond well to useful information during initial contact. Don’t just solicit – add value to their lives with meaningful messages.
- Nurture prospects for the long-term. Sometimes beating the competition is just about waiting for them to make a mistake. AtWork is an enduring, successful brand because we know how important it is to invest in the future. With this in mind, we encourage every franchisee to start nurturing relationships with candidate prospects early and often. Connect and keep in touch via email and social media to open the channels of communication. Don’t come out of the gates with job offers, but rather allow opportunities for productive dialogue to present themselves over time. This form of “relationship marketing” has helped a number of staffing franchise owners stay ahead of the competition.
Want to see how AtWork stacks up to the competition? Learn more at http://www.atworkfranchise.com