Four Sales Hacks for Destination Service Providers
Many human resources (HR) managers still need to be convinced to employ welcoming services for their staff. So, how then, as a DSP, can you stand out? Take a step back, and you might find you already have the answers you need.
Cost cutting is a significant driver in the current market, so use a simple wage comparison to give your HR clients evidence that using your service will be cheaper than otherwise. If an assignee earns roughly $3,000 and would spend at least three days looking for a place to live, your home search fee of $500 suddenly seems a lot better value. Do a little research on websites such as Adecco salary guides. Then a simple rule of three will show your clients that you’re worth the money.
When it comes to money, it’s also a great idea to keep track of your past work with examples of cost saving you made on lease negotiations. Keep screenshots of the properties you have signed using tools such as Snagit and add them into a simple PowerPoint for prospective clients, with reference to the final negotiated price.
Establish quick online meetings to present your services. While face-to-face is important in our industry, some HRs are just too busy. Tools such as Calendly can help reduce the friction of back and forth emailing to arrange meetings and organise quick initial calls. Clients can just select the perfect timing for them, and leave you with 15 or 30 minutes to convince them.
Sell your backing for all of their whole global mobility needs, not just support for VIP moves. Your HR client has more than only VIP arrivals to handle; think about all the interns, lump-sum contracts, and localisations that have to be juggled. While these might not be particularly lucrative contracts, providing HRs and their assignees technological support with content dashboards and interaction can go a long way to bring you more direct business while costing little.
For more information contact CEO and Co-Founder of ReloTalent, Sebastien Deschamps - ReloTalent seb@relotalent.com