April 27, 2022
The staffing industry is booming! Since the Great Resignation, companies have been looking for any way to attract new job seekers, and staffing is the obvious choice. “U.S. staffing companies employed an average of 2.7 million temporary and contract workers per week in the third quarter of 2021” (ASA.org). With so many organizations leaning on staffing companies, it is an excellent industry for insurance agents to consider when looking for new clients.
Staffing companies carry workers’ comp insurance for each of their employees, even temp or temp-to-hire. For an insurance agent, this is an excellent client. So, how do you attract and keep a staffing agency as your client?
If it takes several days to reach an insurance agent to make a claim or ask a question, you could slow down the hiring process for recruiters. This is bad business for them. To stand out from all other insurance agents clambering to get the business, make sure you promise responsive customer service and easy processes. Take on as much paperwork as possible to ease the stress of claims or employee onboarding.
Staffing teams are used to spending time on phones, so you can start to connect by looking for a consultation booking system (like Calendly) on their website. You should be able to speak with a client manager who can tell you how to reach the decision-maker. After calling the decision-maker, follow up with an email that offers a free quote and provides them with some references from your other clients.
Recruiters and client managers within each staffing agency are networking fanatics! Smaller staffing agencies will be actively involved in the local Chamber of Commerce and possibly with other groups like BNI. To make a good impression, be sure to showcase how your customer service helped businesses that have a difficult time getting workers’ comp (like construction). Lots of references and good feedback on your business will help.
By networking at local job fairs, chamber events, and college recruiting events, you’ll get to know the recruiters in your area. These are the soldier bees of a staffing agency. They are recruiting job seekers, but they are not deciding which insurance company to use.
The reason you want to meet them and make friends with recruiters is:
a) they work with the candidates (that’s what staffing companies call their temp or onsite employees), and they will be working with you on claims, and
b) staffing companies have high turnover. A recruiter that’s at X company today will be at Y company tomorrow and can offer you a new business opportunity.
As you can see, staffing companies are an excellent opportunity for ongoing business. If you’d like to learn how to reach other industries, stay tuned to our blogs. If you’d like to become an agent with Normandy, or submit an application, click here: www.normandyins.com/