For salespeople and recruiters alike, speed and quick turn around times can be the difference between landing the sale and falling flat. In the sales and recruiting industries, every minute counts. Let’s look at this from the perspective of a client lead calling in asking for assistance in filling an order. Typically, when they are reaching out to an outside source, it is because the need is fairly urgent or they are being asked by upper management to gather information. In either scenario, by making sure they are a priority to you and your sales team will ensure that they do not turn to your competition. Everyone wants to feel like they are important and that their need or needs justify your attention.

For instance, according to a recent survey performed by Velocify, you have a 391% higher chance of a lead conversion by responding to an online inquiry or missed call within 1 minute. After that minute, the percentage drops to 120% and after an hour, it drops to only 36%. What this should tell you is that speed is the name of game here. Chances are that if you don’t respond in a timely manner, your competition absolutely will and you lose out on a sale. Do not give up! If at first you don’t reach the client, make sure to try again after an hour or so and maybe one more time that day. There is a fine line between being persistent and annoying so tread lightly. For more information regarding what may be deemed appropriate, check out the info-graphic created by Velocify.

Now let’s take a look from a prospective candidate or potential hires perspective. All of the same theories for lead conversions also ring true here. Let’s say you have found a solid candidate that could be a really good fit and you are eager to get them in front of your client. Once the initial contact is made, do not drop the ball. If the candidate is desirable by you and your client, they are most likely interviewing and talking with a number of other companies. If you wait even a few hours to reach out and make additional contact, it may be too late. At this point or really any point in the hiring process, speed with communication is key. Keep your candidates briefed on every aspect of the process and make sure you are being timely in your responses. Again, if you don’t, your competition will.

Whether your preferred method of contact is by phone, email or text; make sure you are making speed in your communications a priority. Everyone wants to feel like they are at top of mind and a quick response to any type of inquiry is the best way to instill this feeling.

The Trillium brand of companies is privately owned by René Poch and provides more than 30 years of industry leading recruitment and staffing services through its divisions including: Trillium Staffing, Trillium Construction Services, Trillium Driver Solutions, Trillium Technical, and Trillium Environmental. With approximately 100 offices nationwide and nearly 400 internal recruitment professionals, the Trillium brand is proud to be recognized by Staffing Industry Analysts as a Top 35th Largest Industrial Staffing Firm in the U.S., a Top 100 Largest Staffing Firm in the U.S., a Top 100 Fastest Growing Staffing Firm in the U.S., and a 2018 winner of National Best and Brightest Companies to Work For. For more information please visit www.trilliumstaffing.com.

One of the keys to building trust with a new or old client is fairly simple, you have to ensure them that you have their best interest at heart. If you enter a sales meeting with a client but only focus on your product and service, your prospective client will automatically assume your motives are selfish in trying to increase sales and not understanding their end goal. Sit down and truly talk with your client to determine what is important to them and what they need to reach goals that your product or service can assist with. Once you have a solid foundation of understanding regarding what’s important to them, the client will be much more receptive to what you have to offer. In addition, if after the conversation, it is understood that maybe what you have to offer isn’t best for the client at this time, have an open conversation with them and discuss ways that later down the road, you might be able to reach an agreement. Keep you lines of communication open.

Its building this trust from the beginning of a sales relationship that can help you get in front of the decision makers later on down the road when your services are in fact needed. Be available for them when they reach out and always consider the working relationship you built up thus far as being very important even if you haven’t made the sale yet.

When discussing potential opportunities with clients, be open to giving solid advice when asked. By being honest and even sometimes critical of a situation, the client will begin to understand that even if you don’t get the sale, you are focused on what is best for them, thus building more trust and loyalty to their bottom line. By continuing this open relationship, the client may end up coming back to you for advice, which in the end could result in a sale.

Trust, especially in sales these days, can be hard to come by. This is not an easy solution by any means but can be a very powerful tool if used appropriately. In the end, trust is what wins over clients and instills confidence in your product or service and your company. If your clients learn that they can trust your judgement and understand your intentions, the overall working relationship will turn from a professional one to one where you are assisting a friend or colleague in need.

The Trillium brand of companies is privately owned by René Poch and provides more than 30 years of industry leading recruitment and staffing services through its divisions including: Trillium Staffing, Trillium Construction Services, Trillium Driver Solutions, Trillium Technical, and Trillium Environmental. With approximately 100 offices nationwide and nearly 400 internal recruitment professionals, the Trillium brand is proud to be recognized by Staffing Industry Analysts as a Top 35th Largest Industrial Staffing Firm in the U.S., a Top 100 Largest Staffing Firm in the U.S., a Top 100 Fastest Growing Staffing Firm in the U.S., and a 2018 winner of National Best and Brightest Companies to Work For. For more information please visit www.trilliumstaffing.com.