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Review: Finding Clients for a Medical Staffing Agency

Roy Vera MBA, RT  VIS Medical
Nov 2006
Finding Clients for a Medical Staffing Agency.


Making sales calls is the fundamental building block to making your medical staffing agency
a success. This process requires some preparation before you dive into making your
telemarketing calls for your medical staffing agency, especially if you are calling a new
medical facility or are new to this type of work.

Key questions you need to prepare prior to making your calls are

Who are you trying to call?
How do I plan on reaching the people on my list?
What is my objective for this call?
What are some of the objections I will encounter?
How do I plan on responding to the objections?

Script the call using these questions before you begin your calling campaign. Remember,
you generally don't have much more than 20 seconds to make your presentation on the
phone.

Some basic questions you need to ask as a this process requires some preparation before
you dive into making your telemarketing calls for your medical staffing agency, especially if
you are calling a new medical facility or are new to this type of work.

Determine the reason you are calling by placing yourself on the other end of the call. Ask
yourself why should someone talk to you? What makes what you are selling to viable and
needed that they should take the time to talk to you?

Knowing your audience will help you specify the needs of the facility and be able to use key
terms to peak the curiosity of the facility you are calling.

Have prepared two major benefits why they should use your medical staffing agency ahead
ot time. Often times you can secure new accounts by having answers to common questions
before they are asked.

Try to avoid putting down the competition to get the business. This is a deal breaker that
will make your medical staffing agency sound desperate.

Having a competetive advantage may or may not get you in the door. What I mean is
having a beautiful office, glossy business cards, expensive marketing kits etc. are not
viable alternatives to good old fashion friendliness.

Be direct and to the point doing sales calls. Plan on sending direct mail campaigns to use
as a "ice breaker" when calling or visiting a facility. Using a familiar form of reference to
spark a conversation is an excellent vehicle to use to break down the
customer/salesperson barrier.

Keep good records when returning calls, knowing the names of who you are calling and
asking for them by name makes your medical staffing agency sound prepared.
Try not to call on Mondays, medical facilities are busiest on these days. Avoid calling at
lunch time and especially early in the morning.

If the medical facilities respond to your inquiries by stating they are already using a medical
facility, simply lead them to the option to use your medical facility as a back-up. This option
can be further enticed by offering them a shift at your cost to test drive your medical
staffing agency.

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Roy Vera, MBA, RT is a successful medical staffing
consultant. As a former owner and
director of marketing in the medical staffing industry he brings a fresh new look for the
industry. http://www.vismedical.com.  
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