3 Ways to Get Clients to Use Contracting
One of the biggest questions recruiters have when adding contract staffing to their business is how they will find contract staffing clients.
The easy and unexpected answer is they don’t have to run out and find a bunch of new clients to start getting contract job orders. Recruiters have told us that the best source of contract job orders is their current clients.
Current clients = contract job orders
Think about it. You already have a relationship with your existing clients. There is already a level a trust. Hopefully, they’ve come to see you as a good source for hiring advice and trends. So when you present contract staffing as an answer to a staffing issue, they will be more likely to listen. Even better, it is very likely that they already use contractors or have a desire to do so, but never asked you because you previously didn’t offer the service.
So now you know WHO your best source of contract staffing job orders is. But HOW do you get them to use your contract staffing services. Here are a few ways:
1. TALK about it.
It’s as simple as that. When you’re following up with a client, say “By the way, we can now place contractors.” Or suggest contract staffing if they’re talking about a specific situation in which contractors would be a perfect fit. You can even consider proactively contacting all of your current clients to let them know you have added contract staffing to your service offerings.
2. Ask the right questions.
Your clients may not know that contractors are the solution to their problems. Try asking questions like these to determine their true needs:
- “Do you have a short-term need or upcoming project?” These are the perfect times to use contractors because there is no long-term commitment.
- “Are you prohibited from hiring due to a hiring freeze?” Contractors come from a different budget than direct hires, so they may be able to utilize contractors even during a hiring freeze.
- “Are you worried about hiring the right person?” You can let them try-before-they-buy through a contract-to-direct arrangement.
3. Put it in writing.
Be sure to mention contract staffing on all of your written communications. This includes your website, email signature, social media profiles, your standard fee schedule, your client newsletter, and more. You may want to consider an email campaign or sending out marketing documents explaining your new service to current clients.
You can can also call us at (888) 627-3678. Get started with contracting today and increase your billings!