If only new staffing clients could review your accomplishments and trust your ability to find them the best new medical sales pros by taking a quick look at your application materials. Your professional resume would reveal your successful talent sourcing process through carefully-ordered bullets and glowing references. But that’s just not how you build trust with clients.
To get new clients to see your potential and believe in your process, you need to make an impression on which you can build a connection. Laying this foundation for trust means taking steps from the start to show new clients you’re in it to win it — for them!
Here are a few ways you can build a trusting relationship with medical sales clients from day one:
Start strong out of the gate
First impressions make all the difference. If you want clients to put their trust in your expertise as a staffing professional, you need to prove you’re prepared to meet their needs before they even anticipate them. You can do this by being proactive right from your first encounter — and every one thereafter.
Update your research and resources before your first meeting. Provide new clients with a fact sheet explaining who you are and what you can offer them, but don’t give them a generic sales pitch. Especially in medical sales, they will see right through it. You need to provide them with specific evidence of your ability to meet their hiring needs.
Make it personal. If possible, meet face-to-face. At the very least, jump on a video call, so your new client gets a feel for your personality. You can assure them you want them to succeed in their talent acquisition process by sending a new client questionnaire to learn about their needs ahead of that first conversation. They won’t feel blindsided by your questions and can focus on the solutions as you start to build your relationship.
Ultimately, you want to make your new medical sales client feel as though you are an extension of their hiring team rather than forcing them to change their talent acquisition process. If you have recommendations for updates to their strategy, such as new talent sources or technology, be prepared to share valuable metrics that reinforce your expertise in those areas. Be thorough and take it slow as they shift into your new way of sourcing top medical sales talent.
Keep the client connection personal
You don’t want to be a nuisance, but you need to keep tabs on your client’s changing needs as they grow. This means you need to check in regularly but in the right way.
Pay attention to details like when they are out of office or have particularly busy periods so you’re not imposing and unnecessarily overwhelming them. Being courteous of their time goes a long way in building a positive and trusting relationship. When you start each conversation, checking up on how they are doing personally shows you’re paying attention to details and you have a genuine interest in their success and well-being.
Don’t assume what works to build a meaningful connection with one client will work with another. If you want your new client to trust you with their talent acquisition process, you need to assure them you understand their needs and value their experience and input. Be specific when inquiring about how you can effectively communicate important information or schedule meetings and interviews around their internal work processes.
For example, rather than asking open-ended questions like “How would you like top candidates presented?” phrase your inquiry more like, “I can submit weekly reports through email for you to review and schedule a call at your convenience OR we can jump on a video conference to review them together, looking just at the top 3 candidates I’ve identified. How do you feel you’ll get the most value from the process?”
Clearly communicating options and adapting your suggestions based on their feedback shows you have a plan but you’re willing and able to adjust for their needs.
Be accessible when you’re not available
This doesn’t mean you need to be constantly on-call for clients. In fact, you’re more valuable to them if you’re not constantly pinging their inbox but your expertise is still accessible. When it comes to their talent acquisition process, clients need to know leaning on a staffing professional isn’t going to slow their hiring decisions down.
A big part of trust is transparency. Giving clients access to as much information about the candidate sourcing and screening process as possible prevents stress on their team. Using a shared cloud-based drive or candidate screening tool like a dedicated video interview platform allows clients to see feedback and access talent you’re sending through quickly and easily. They can see the status of each candidate and can prepare for the next stage as you funnel in top medical sales talent.
Clients should also have access to call notes and details such as how they can access your team or necessary information about your process in case you’re not available to answer their urgent questions. For example, you can create a document with links to where they can access candidate reports and your schedule, such as times of day they can reach you in the office or by cell, when you’re available via a shared chat app or when you check emails each work day.