***Do you know about - Selling curative Staffing in a Non-Buying World
Let's face it, when the economy goes south, healing facilities don't use temporary healing staffing services as much. This leaves healing staffing agencies in an odd conundrum--selling to hospitals, nursing homes and healing clinics who keep saying, "We just don't need temporary nurses right now." As a healthcare staffing firm owner, what should you do when you hear this?
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We had a good read. For the benefit of yourself. Be sure to read to the end. I want you to get good knowledge from Medical Staffing Agencies In Atlanta.Change how you sell. Stop selling your healing staffing department and stop selling temporary nurse staffing services. Instead, sell the results of using a temporary healing staffing agency. Find ways you can show every expectation how you can cut their current expenses (i.e. No longer having to pay full-time worker benefits, not having to pay overtime) and show how your temporary nurses can help them function to the best of its potential (i.e. Filling the vacant shifts while holidays).
Instead of selling, start consulting. As a temporary healthcare staffing firm owner, you have to help your clients see the risks of not using your temporary workers. While you can't be overly negative or pushy, it's foremost for nurse staffing entrepreneurs to justify how the money these healthcare facilities will spend on your healing staffing services will not put their firm at risk. Conversely, department owners should demonstrate to these facilities that if they do not make smart healing staffing investments, they are definitely putting their healing facility at risk.
Offer something in increasing to temporary nurse staffing. In other words, make it irresistible for healing facilities to use your healing staffing agency. Creativity and negotiation goes a long way when bargaining with facilities. For example, a healing staffing department owner could enlarge its financing terms, apply discounts for early payments, or cater to the facility by filling specialty allied health positions (i.e. Respiratory therapist, x-ray technicians, pharmacists, etc.).
Identify your ideal buyer and focus on reaching them. Work on developing and leveraging your referral network. An chance can present itself at any time, so nurse staffing firm owners should all the time carry their firm cards with them. Don't be afraid to share a referral that is not an ideal match for your nurse staffing company. Every person appreciates a good recommendation, and they will be more likely to refer you a buyer if you are able to prove your willingness to spread the wealth. (Think: I'll scratch your back if you scratch mine.)
Address the fears of today's healing facilities. In this deteriorating economy, your prospects are more afraid than ever to spend money. As the owner of a supplemental staffing agency, you need to prove the value of your services with real examples. Demonstrate how healing facilities can use your healing staffing services to cut costs and gain a competing advantage.
Be sure to keep these five creative selling tactics in mind the next time you hear: "We just don't need temporary nurses right now." Regardless of the shape of the economy, if you are able to prove your temporary healing staffing company's value, it will cut or even eliminate any fears that healing facilities have about utilizing your staffing services.
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