This post was originally published on this site
We updated this post in April, 2025; it was originally published in May, 2020.
Here’s the hard truth: Staffing sales isn’t getting any easier.
The chaos of the pandemic has settled. But now, new challenges have taken its place. Shifting candidate expectations. A still-volatile economy. Clients demanding more from their staffing partners.
So, how do you keep your pipeline full and stay ahead of the competition?
Here are nine staffing sales strategies to help you win more business, build stronger client relationships, and future-proof your firm.
1. Stop Being ‘Just a Vendor’ — Be a Workforce Partner
Clients don’t just want someone to fill jobs. They want strategic hiring solutions — and that’s where you come in.
Meet with key decision-makers (not just HR!) to understand their biggest workforce headaches.
Ask about their next 6-12 months — what hiring challenges are coming? Where can you help?
Offer proactive workforce planning (see #6) so they see you as a problem-solver, not just a resume-pusher.
When clients see you as essential to their hiring strategy, they won’t go shopping for another staffing firm.
2. Use Smart Incentives — Not Just Discounts
Want to win more business without slashing your rates? Try these profit-friendly incentives instead:
- Volume-based pricing: Offer better rates to clients who commit to a bigger spend.
- Exclusive provider agreements: Give VIP treatment to companies that make you their go-to staffing partner.
- Bundled services: Package temp, direct hire, and workforce planning into one irresistible solution.
Competing on price alone is a losing game. Competing on value? That’s how you win.
3. Focus on High-Growth Industries
Some industries are cutting back, but others can’t hire fast enough. Where’s the demand?
- Healthcare & life sciences – Hospitals and labs need talent yesterday.
- Logistics & supply chain – E-commerce, delivery services, and warehouses are still booming.
- Technology & cybersecurity – Remote work = skyrocketing demand for IT pros.
- Renewable energy & sustainability – Green jobs are growing fast.
Follow the hiring trends. If an industry is expanding, your sales team should be there.
4. Expand What (and Who) You Recruit
If your firm only specializes in one niche, it might be time to pivot. Ask yourself:
- What related roles could we start recruiting for?
- Are there industries that match our expertise but have stronger hiring demand?
- Can we add training, retention strategies, or other talent solutions?
The firms that adapt fastest will capture more market share. Will yours be one of them?
Tired of spending too much on job advertising?
Talk to our team about our job spend management services.
5. Outshine Your Weaker Competitors
Here’s the reality — some staffing firms won’t survive the next big market shift. But the ones that stay aggressive? They’ll win big.
- Keep an eye on struggling competitors and target their clients with a better solution.
- Skill-market top talent to employers before they even post job openings.
- Highlight your firm’s strengths: faster placements, better candidates, unbeatable service.
This isn’t the time to play defense. Be bold, be proactive, and take market share.
6. Offer Workforce Planning as a Value-Add
Most companies stink at forecasting hiring needs. That’s where you come in.
- Help clients anticipate hiring needs for the next 6-12 months.
- Give them retention strategies to keep their best people.
- Offer temp-to-hire and contract staffing solutions to reduce fixed labor costs.
Make workforce planning a paid service, or include it as a VIP perk for long-term clients. Either way, it cements your value.
7. Strengthen Your Digital Presence
Your ideal clients? They’re researching staffing firms online before they ever pick up the phone. If you’re not showing up, you’re missing out.
- Post valuable content – Blogs, case studies, and videos that solve hiring challenges.
- Engage on LinkedIn – Comment, connect, and start real conversations.
- Run targeted ads – Get in front of decision-makers where they already spend time.
- Optimize your website – Make it easy for prospects to say, “Yes, let’s talk.”
Buyers are more digital than ever. If your firm isn’t? You’re invisible.
Blogging. SEO. PPC ads. Reputation Management.
Let us help you drive more results with your digital marketing.
8. Train Your Sales Team for Hybrid Selling
Face-to-face meetings aren’t going away — but they’re no longer enough. Winning in staffing sales today requires:
- Video selling – Teach reps how to sell over Zoom.
- Automated follow-ups – Keep leads warm with the right tech.
- LinkedIn outreach – Build connections before making a sales pitch.
- AI prospecting tools – Find the right clients faster.
The firms with digitally-savvy sales teams? They’re already closing more deals.
9. Move Beyond ‘Just Staffing’
The most successful staffing firms aren’t just filling jobs. They’re solving workforce problems.
- Managed staffing solutions (MSP, RPO)
- Training and workforce development
- Diversity hiring initiatives
- Outplacement & career transition services
Higher-value services = stickier client relationships + bigger revenue potential.
The Bottom Line? Adapt Now—Or Get Left Behind.
If you want to win in staffing sales right now, here’s your playbook:
- Deepen client relationships and become a workforce partner.
- Target high-growth industries where hiring is still strong.
- Invest in digital marketing and hybrid sales strategies.
- Differentiate your firm with higher-value solutions.
The staffing firms that move first will come out on top. Will yours be one of them?
Need help standing out and winning more business? Haley Marketing can help you build a sales and marketing strategy that gets results.
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The post 9 “New Normal” Staffing Sales Ideas appeared first on Haley Marketing Group.
