Know-How Exchange : Strategy

Unless you can "beat" the others in services or price there is no reason for administrators to make a switch. You have to find those one or two things that set you apart from the competitors and then capitalize on those things. Maybe it's response time, your PTs can be there faster. Maybe it's new techniques that your PTs bring to the table. It won't be easy, but look at what you do and what the others do and determine what you do better.

Good luck!
CVN

My guess is you are hearing a stall vs a real objection. And it works, they tell you they are pleased with current provider and you go away, frustrated. First, you aren't going to win these clients away from their supplier in one visit, or even 3. They don't know you right now, they aren't going to place their trust in you without establishing a relationship.

When they say we are pleased with their current provider, use a "pivot" response. Acknowledge their supplier, saying something like "A lot of people say that, until they realize we can compliment your current supplier". Now you aren't telling them to throw out their provider. And no provider can be all things to them all the time By consultative selling you will find the void and all you need is a tiny crack, and you'll be able to drive your business thru it. Keep showing up, but don't do the "milk run" find those most likely to become clients.

I would also spend time understanding the competition and know where they are strong and weak. Focus on the weak areas, look for voids in the markets.

Interview them. Don't try to sell them anything, but find out how they make their decisions, when, why they chose their last staffing company, what they wished they had, their hiring predictions, etc. The more you know, the better you can sell them your services.