| Let's face it, when the economy goes south, | | | | agency. Creativity and negotiation goes a long |
| medical facilities don't utilize temporary medical | | | | way when bargaining with facilities. For example, a |
| staffing services as much. This leaves medical | | | | medical staffing agency owner could extend its |
| staffing agencies in an odd conundrum--selling to | | | | financing terms, apply discounts for early |
| hospitals, nursing homes and medical clinics who | | | | payments, or cater to the facility by filling |
| keep saying, "We just don't need temporary | | | | specialty allied health positions (i.e. respiratory |
| nurses right now." As a healthcare staffing | | | | therapist, x-ray technicians, pharmacists, etc.). |
| business owner, what should you do when you | | | | Identify your ideal customer and focus on |
| hear this? | | | | reaching them. Work on developing and leveraging |
| Change how you sell. Stop selling your medical | | | | your referral network. An opportunity can present |
| staffing agency and stop selling temporary nurse | | | | itself at any time, so nurse staffing business |
| staffing services. Instead, sell the results of using | | | | owners should always carry their business cards |
| a temporary medical staffing agency. Find ways | | | | with them. Don't be afraid to share a referral that |
| you can show every prospect how you can | | | | is not an ideal match for your nurse staffing |
| reduce their current expenses (i.e. no longer | | | | company. Everyone appreciates a good |
| having to pay full-time employee benefits, not | | | | recommendation, and they will be more likely to |
| having to pay overtime) and show how your | | | | refer you a customer if you are able to prove |
| temporary nurses can help them function to the | | | | your willingness to spread the wealth. (THINK: I'll |
| best of its ability (i.e. filling the vacant shifts during | | | | scratch your back if you scratch mine.) |
| holidays). | | | | Address the fears of today's medical facilities. In |
| Instead of selling, start consulting. As a temporary | | | | this deteriorating economy, your prospects are |
| healthcare staffing business owner, you have to | | | | more afraid than ever to spend money. As the |
| help your clients see the risks of not using your | | | | owner of a supplemental staffing agency, you |
| temporary workers. While you can't be overly | | | | need to prove the value of your services with |
| negative or pushy, it's important for nurse staffing | | | | real examples. Demonstrate how medical facilities |
| entrepreneurs to explain how the money these | | | | can utilize your medical staffing services to reduce |
| healthcare facilities will spend on your medical | | | | costs and gain a competitive advantage. |
| staffing services will not put their business at risk. | | | | Be sure to keep these five creative selling tactics |
| Conversely, agency owners should demonstrate | | | | in mind the next time you hear: "We just don't |
| to these facilities that if they do not make smart | | | | need temporary nurses right now." Regardless of |
| medical staffing investments, they are definitely | | | | the shape of the economy, if you are able to |
| putting their medical facility at risk. | | | | prove your temporary medical staffing company's |
| Offer something in addition to temporary nurse | | | | value, it will reduce or even eliminate any fears |
| staffing. In other words, make it irresistible for | | | | that medical facilities have about utilizing your |
| medical facilities to use your medical staffing | | | | staffing services. |