By: Shari Dalton
There are two types of sales people in this world. In the Healthcare Staffing Industry, these two types of sales people couldn’t be more glaringly obvious. They are in every staffing office around the country. And the types of clientele they bring with them are equally obvious. One is not necessarily better than the other. I know a lot of sales people who fall into either category and are equally successful. There is a fundamental difference in how they approach and work wth their travelers. There are also strong, underlying, core differences in the travelers themselves.
First, you have the “pest” who is constantly peddling and cold calling. You see, the pest is always on the hunt. They grow their desk quickly. Always looking for the next sale to close, the next traveler to place on assignment. They are not concerned with creating value or loyalty, they are focused on the dollar, the end game. They are looking for the pain points so they can use them to jab at later. They want their prospects to hurry to complete paperwork. It will kill the pest to lose a deal regardless of the circumstances.
Then there is the welcomed “guest” however. The guest builds a little slower. The guest is more interested in creating an experience and building long term, lasting relationships. The guest focuses on helping the traveler solve a problem. The guest wants their prospects to apply with them because they see the differentiating value that the guest brings to the table. The guest is ok with losing business if they don’t feel like they can create a mutually beneficial outcome.
Big difference in the two, right? There is a big difference in their travelers and prospects too. Since the pest is willing to close a deal at all costs, their travelers can often be less qualified and place higher demands on time and money. These travelers are often looking at multiple agencies to work with to create the best pay package possible for themselves. Since the pest doesn’t place value on relationships, there is no loyalty for the traveler. They are classic agency hoppers. They may send a referral, but chances are, they are just throwing shit against a wall and hoping that it sticks for a chance at your referral bonus.
The guest, however, seeks travelers that match their needs and wants in a relationship. Since they are creating value and loyalty, their travelers tend to be more loyal and reliable. The travelers who work with the welcomed guests understand that their jobs make a difference and rely on and trust their recruiters to make good decisions on their behalf. These travelers often work multiple assignments with the same recruiter. These travelers tend to send their closest and trusted referrals to their recruiter-these referrals tend to be strong, top quality travelers.
As mentioned, both the “pest” and “guest” can be equally successful. But do you want to be constantly peddling and pestering for your business? Or do you want to work with your tried and true valued partners? Are you a pest or a welcomed guest?
