In today’s digital age, it’s easy to rely on technology for every aspect of our work. Trust me, my life revolves around technology, and in staffing, we all know there’s no shortage of new tech out there. Automation, emails, and social media are crucial tools, but sometimes they overshadow the core skills that built this industry. As the market becomes more saturated and competitive, standing out requires more than just cutting-edge tools; it demands a return to the basics. Here’s how embracing foundational practices can truly set you apart from the competition.
The Power of Picking Up the Phone
While emails, text messages, and LinkedIn messages are convenient, they often lack the personal touch that a phone call provides. I’ve seen firsthand how the simple act of picking up the phone can open doors in ways that no other medium can. The sound of your voice conveys empathy, urgency, and sincerity in a way that text simply cannot.
- Set Daily Call Goals: Remember the days when 100 dials a day was the norm? Let’s go back to those times. Set a specific number of calls each day, just like the old bullpen days. Not only will it keep you disciplined, but it will also increase your chances of creating meaningful connections and securing follow-up calls.
- Personalize Your Approach: Before you pick up the phone, do a bit of research. Mention your contact’s recent achievements or something you noticed about their company. It’s that extra step that shows you’re invested.
- Be Genuine: Scripts have their place, but I always say: just be yourself. You don’t have to be perfect. People appreciate authenticity. And don’t shy away from leaving a voicemail; it’s an opportunity to show that you’re genuinely interested in connecting.
Making the Commitment to Your Calls
One thing I’ve learned is that consistency and reliability are key in building relationships. It’s not just about making the call—it’s about committing to the process.
- Block Time for Calls: Carve out specific times each day for making calls. If you’re working across different time zones, plan accordingly. This routine ensures you stay on top of your outreach.
- Prepare Talking Points: I always prep before a call. Having key points and questions ready ensures I stay on track and cover all the important topics.
- Follow Through: One of the biggest trust builders is following through. If you promised to send information or schedule a follow-up, do it promptly. Your reliability is what enhances your credibility.
The Importance of Follow-Up
Follow-ups are where real connections are built. I’ve found that a well-timed follow-up shows that you’re serious about the relationship and that you value the other person’s time.
- Schedule Follow-Ups: The minute you finish a call or meeting, schedule a follow-up in your calendar. Don’t leave it to chance.
- Be Persistent, Not Pushy: There’s a fine line between being persistent and being a nuisance. Gauge how often you should follow up based on the other person’s responsiveness.
- Add Value: Every follow-up should have a purpose. Share new information, send a useful resource, or provide an update that benefits your contact. This keeps you relevant and valuable in their eyes.
Staying Connected in a Saturated Market
With everyone competing for the same leads, staying top-of-mind is crucial. I’ve always believed that regular, meaningful contact is the differentiator.
- Use Multiple Channels: Don’t limit yourself to one form of communication. Mix it up with phone calls, emails, social media interactions, and in-person meetings to stay connected.
- Network Regularly: I make it a point to attend industry events, webinars, and meetups. It keeps me in the loop and helps me find new opportunities.
- Build a Personal Brand: Share your insights and expertise on platforms like LinkedIn or contribute to industry publications. Establishing yourself as a thought leader makes people seek you out.
As we navigate a highly competitive market, it’s more important than ever to get back to the basics of human connection. Personalized phone calls, committed follow-ups, and consistent engagement are the cornerstones of success. By embracing these fundamentals, we don’t just stand out—we build relationships that last.
Let’s rediscover the power of human connection together!
Erin MacKenzie is the Vice President of Newbury Partners Client Services, overseeing both the Customer Success and Managed Services divisions. Her team works closely with clients to ensure they get the most out of their investment while fostering partnerships that grow with every engagement.
Contact Erin at erin.mackenzie@newburypartners.com to learn more about how her team can help your staffing organization thrive.
About Newbury Partners
Newbury Partners brings years of experience as technology advisors to the Staffing Industry. We specialize in providing tried and true best practice methodologies through every consulting, implementation, reporting and analytics, development, and strategy engagement. Our commitment to our clients is to provide honest and transparent communication to create lifelong partnerships.
For more information, visit www.newburypartners.com.
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