How to Use Your ATS/CRM to Gain New Business in a Recession

Are we in an economic crisis? Some experts say we are already in a recession, some say one is coming, and others anticipate our financial future will be something we have not seen since the Great Anxiety. While all of these situations are disturbing, there is constantly chance to gain new company and grow, even […]

How to Use Your ATS/CRM to Gain New Business in a Recession

Are we in an economic crisis? Some experts say we are already in a recession, some say one is coming, and others anticipate our financial future will be something we have not seen since the Great Anxiety. While all of these situations are disturbing, there is constantly chance to gain new company and grow, even when times are difficult. Your organisation method will probably have to change in an economic crisis, however the steps you take now can assist prepare you to come out on top when all of this is over. It’s never ever far too late to get ready for what’s to come or, for this matter, what is already here.

Before we dive into how you can use your ATS/CRM to find new service, first we need to determine a few essential elements. The very first is identifying which markets are thriving and remain in high-demand. Second, identify the markets in which you have the methods and most potential to do service with. There may be markets you haven’t checked out before, there may be industries you have actually worked with in the past, and there may be new business chances in a few of the industries you currently work with.

To help you get started, here is a list of some of the industries in high-demand:

  • Food/Alcohol/Grocery
  • Medical Personnel
  • Medical Device
  • Pharmaceutical
  • Manufacturing
  • Shipment Solutions
  • Trucking/Railroad
  • Paper Products
  • Antibacterial/Cleaning Products
  • Administrative
  • Online Education & & Remote Learning
  • Lifestyles of Health & & Sustainability/Wellness
  • IT/Accounting/Legal
  • Printing/Publishing
  • Telecommunications/Cable

As you take a look at this list, do you potentially see new chances?

Searching Your ATS/CRM for New Service

As Soon As you have the list of markets you wish to target, it’s time to use the search capabilities in your ATS/CRM to find you specific chances.

Browse by Client Industry Code, Status, and Area

The very first and a lot of standard search you will want to carry out is by client market code, status, and place (if you are aiming to staff in a particular location.) The market codes will be the codes you setup in the software application affiliated with each market. Status is essential, due to the fact that it will figure out if you are searching for companies that you are ‘actively’ working with or ‘inactively’ working with. You can perform both searches. See if there are business you presently deal with that you can reach out to. Then perform the exact same search with ‘non-active’ clients. These could be customers whose service you lost or never ever had the opportunity to work with. For location, perhaps you wish to attempt to assist staff for organisations near you. It can be a method to very first narrow your search to regional services. Explore these different searches and see if there are any potential opportunities.

If your software has the ability for a “complete text search”, this is another terrific search choice. A “complete text search” is a sophisticated search function that looks for key terms in each customer profile. So, if you want to search for “medical”, it will search all customers that have the word “medical” someplace in their profile, whether that is in an e-mail, a text, a note, a comment, and so on

Browse by Date Last Called

You can likewise browse by Date you last contacted a customer. This search can be utilized in combination with the above search criteria. Searching by Date works if you want to identify clients you have actually touched with in the last 6 months. You can likewise look for clients outside of this time range, if you wish to find customers you have not been in touch with for a while. This search can especially come in handy if you wish to find ‘non-active’ customers you have not reached out to recently. Perhaps the last time you connected they didn’t have staffing needs, today they do.

Browse by Job Orders

You can likewise browse by Task Order based on specific markets you have served in the past. This will allow you to determine opportunities that you had in the past that fit the sought-after opportunities you are trying to find today. There might be clients on the list that you have not been in touch with for a while. Connect to them and see if they have jobs they require to fill.

Browse by Candidates Work History

Another unique search is by Prospect Employment History. You can carry out a prospect search and target particular markets candidates have operated in, in the past. By doing this, you can recognize new customers you may not have in your database. You can begin by carrying out a search of candidates you have actually added in the last number of years. This will provide you a manageable list to overcome. As you go through clients that fit the industries you are seeking to dive into, see if they remain in your database, if not include them and provide a call! A “complete text search” can also come in handy here to browse a prospect’s profile and resume for key words.

Make Favorites Lists

As you find clients, you want to include them to a favorites list. Some software application options have the capability to contribute to a favorites list right in the software application. If you do not have these abilities, you will still wish to create a favorites list in a separate spreadsheet. As you are looking for clients, include them right away to your favorites list so you do not lose track of them. As a finest practice, make a list for each industry you are wanting to target so your lists are organized when it comes time to calling.

The Special Offer

You have your favorites lists, you have the industries you wish to target, now you need to choose what you are going to provide these customers. Think about your marketing strategy, what incentive can you offer the customer to work together? Depending on the market, you might need to come up with different packages that incentivize your collaboration. What will lure a client to deal with you rather than your competitors? Maybe you can provide unique subscription alternatives, fixed rates, complimentary training of some kind, and so on

Divide and Dominate

Now that you have your targeted lists and marketing plan per industry, it’s time to call! You will need to choose if you will be calling all of the clients or if you will be dividing it up amongst your group members. If your software has the capability to add clients straight to a daily organizer, it is a fast and streamlined method to do it right in the software. Otherwise, you can share each list you made with your employee.

Sending Follow-Up Emails and Text Messages After Calling

After you call each customer, a finest practice is to send out a follow-up text message or email, whichever is most appropriate for the client you are dealing with. Sending a follow-up message will reiterate the conversation that just occurred. If you do not have the mobile variety of a possibility you are working with, you can ask if they would choose an email or text message follow-up. If they prefer a text, then you can request their mobile number.

To enhance the follow-up communication, produce text and email templates that you can use for each customer and always remember to customize it to make it individual. You can easily do this by including the contact name and company. Some software application solutions allow you to create design templates right in the software application and through the software it will instantly personalize the name, company, and other fields based upon the individual you are sending the message to.

The Prospects

The customers are only one piece of the puzzle. We can’t forget we likewise require to line up candidates to fill the opportunities you are bringing in. As you begin marketing to customers, you likewise need to start searching for prospects. Utilize the search abilities in your ATS to search by industry, position, skills, employment history, place etc. And don’t ignore that important “full text search” ability if you have it.

You can likewise browse by “active” and “inactive” prospects. There might be some prospects you aren’t dealing with currently, but are looking for tasks or are open to making a switch. Scour your ATS and begin making favorites lists so you are prepared to start calling these prospects when new task opportunities emerge.

Similar to customers, remember to follow-up with prospects with a text message or e-mail. Have your templates all set to go so you can easily send them a follow-up interaction.

In Summary

Keep in mind there is always somebody buying in an economic crisis and there are always industries growing. You just need to discover those markets and target the ones you have the most prospective to deal with. From there, use the robust abilities of your ATS & & CRM to find those clients and candidates. You do not constantly need to search the web for new organisation or prospects, often they are ideal in front of you.

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