Empower Your Healthcare Sales Team with Tech Sales Closing for Healthcare

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foreign [Music] hey what's up guys welcome back to the channel and thanks for for the handful of people that have joined the free facebook group it gets me sincerely so fired up to see those comments and see everybody building their their business and their agencies and you're looking for more answers to get this thing to the next level and i'm so happy to give you guys content that's going to help you get clients and help you just make more money get those placements and take your agency to the freaking moon and we had one comment and we had many comments looking for maybe some new insights or new ideas or new tricks and i'll get to all those i loved all the comments but specifically this comment you wanted to learn about finding more healthcare recruiting clients and we're going to dive into this i'm going to show you exactly how i would build this out and how i would execute this but before we we do go into the exact tactics and the exact build of the sales process i think what's really common when i've worked with with recruiters that are looking to get their clients and or just get even more clients on top of what they already have you really need to believe in yourself i know that's very corny but this is really the the piece that i feel like is missing for a lot of people mainly in part because sales is just really hard work and it takes some time and really the key to all this is most sales are closed in between that 7 to 15 touch range it's extremely rare that you're gonna send out one or two messages and close a client it's all about the follow-up it's all about the automation and i know seven to fifteen that's a wide range it's kind of bunching together a bunch of industries but it paints the picture for you and believing in yourself is really important it's it's seriously like a personal trainer talking to somebody who wants to lose weight that person comes in and that personal trainer says you got to stay consistent you gotta put down the the right building blocks and you gotta do things the right way and you're not gonna see results for a little while but there's gonna be a point where you see those results and you have a snowball effect you're gonna start to love the process you're going to see results that's completely true if you've ever gone through a program i'm doing the 75 hard program first three weeks were difficult then you start to see your body changing and you're like wow this is this is exactly what i need to do i need to stick with this and i'm glad i made it through these these first three weeks and same exact way with with what we're about to do here so keep that in mind 7 to 15 touches 7 to 15 touches and you're going to find clients if you follow what i'm doing here you are going to have a client in the next month or so i promise you that just work your butt off so let's hop into my computer and let's talk about how exactly i would build this all right so let's hop into the computer and talk about how we're going to close you this healthcare client here let's let's get down to business so it really depends on what role you're very comfortable with it sounds like if you you like the healthcare sector you probably have specific roles that you enjoy sourcing for i would suggest of course going with something that you you're familiar with that you have a good background in for me i love sales roles i love jobs in tech but for you it may be physician's assistant it might be rns and for the sake of this one my sister's a pa i speak kind of some of the language uh of course i don't i don't have the depth of knowledge in health care but i could close a client in this in this sector or this vertical if i really wanted to so let's look for a physician's assistant we're going to keep it fairly close i moved out of massachusetts we're down to connecticut now so we're going to look for kind of local companies and of course we want to stay away from the the staffing companies like barton and i found this one i just i just chose this one usually i'll pick five to ten rolls or five to ten companies per day and this is how i'll start so this one is with the dermatology group that's fairly close they're looking for a pa and uh looking for five years of dermatology background looks like a good roll of course it's gonna be high paying you're probably talking 90 to 130k which is solid so uh you know what i'll do is i'll click on the the company and i already did that over here and then i funneled over to their employee page and i'll take a quick look here to see if right at the top if they have you know senior director of operations might be a good one uh you know vice president of of human resources that's a good one so it'll kind of just give me some quick layouts i won't have to do too much searching and if i get three or four you know that'll be good enough for that specific company and anna welsh uh this is perfect vice president of human resources at that one specific location let's just hypothetically say that you opened up that page and you couldn't really find anybody that is your tar your target your buyer persona that you're looking for so i'm in linkedin recruiter lite right now and i went to the the search function i just got rid of linkedin sales navigator and i'm probably going to get it back just because you can search by job function and there's a couple other tools with saving the leads and it has some crm capabilities that i do like about it but if you have recruiter lite recruiter lite is is gonna do the job for you because you're gonna be recruiting on this platform too and you can absolutely sell from this platform uh there's enough functionality in it and i've done it a long long time so if you don't want to spend that extra you know i think recruiter light is around 100 bucks and then salesnav is around 100 i think one is you know 90 and the other is 110. i forget which one is which but we're in here now and i search for the company uh and what i'll just do is i play around with with these fields quite often if it's a larger company i'll i'll really hone in on the location that i'm i'm i'm working with because you're going after a specific department in a specific location sometimes i'll just i'll type in the company and then i'll type in specific job titles so four or five of my buyer personas it could be director of talent it could be director of human resources it could be you know and you're going to have yours as well but in this case it didn't work for me so i just typed in talent as the keyword and i mean i just let it rip and see if this gave me the personas i'm looking for and it did so i don't have to do too much more work so we have anna welsh we have this guy and a few of these others they're recruiters or hr professionals they're kind of generalists but you know senior director of operations could be another good one so we have two really good contacts here and you know you can definitely reach out to the others as well and you could put them on some kind of a cadence that's automated just to see what happens but we have really good contacts so adam i opened him up on his public profile and what i do from here is i use what is this called rocket reach and there's a million like these like rocket reach where you just click on this button and this one is paid it's like 50 bucks a month but you get their emails i already did reveal that so those are good to go and now we're ready to put this individual into our sales cadence and start to try to close this business um some some tricks that you could do is there's a lot of competitors of rocket reach there's countless of them you can just get free trials of like five or six of them so you don't have to pay for it but that kind of gets a little bit it's not confusing but it's just kind of it's a cluster if you have a lot of different icons up here and you're working all of them you're losing track of how many credits you have all that stuff you usually get like 10 or 15 per month with some of these but i'll you know i don't pay for this yet but i'm going to be paying for this i'm exploring other tools and i'm really trying to come up with a better tech stack here anyways so i'm using uh hubspot crm we're in here now and we're gonna start to put this individual on a sales cadence and what i loved about hubspot and i have to find a new tool a new crm and a new email automation tool because they used to have sequences where you could click this and i had a preset six or seven email sequence going out on specific days and you could go into each email and customize little parts of that and it would take five or ten minutes i would refer to things in their profile with their location and each email tailor it to what job that they were searching for press a button and they they were good for a couple months minus the calls that i put in in between so that was a great tool but they are only including that in their 500 a month tool now not gonna do that they're crms that have these functionalities for 50 or 100 a month i'll probably go with close at io i really like that platform but um i'll let you know what tool i go with but here's here's what we're really looking for this is the sales cadence if you remembered seven to 14 touches is the ballpark of where you're going to start to really get some traction so you want to automate as much as you possibly can while while figuring out ways to to customize pieces of this so first what i'll do is i'll give an intro email and this is going to be personalized i'm not going to send a sequence based off of this i will have a template but i'll customize like the first two sentences and maybe some of the bullets in this email i'll have something that's an attention grabber so if i'm really feeling like doing a lot of work in a day i'll make a custom video for each contact so i'll use vidyard here and you'll see in this uh were the videos here so you'll see down here see for dustin for michael for derek and usually i'll have a whiteboard and i'll i'll write their name on it or their company and i'll wave it in the thumbnail just so they see that and they're like oh and they click on it and what that's going to do in that first email is it's really going to start to build a little interest we're not trying to really close them on that first email but it really does work with getting their attention number two three or four days later i'm gonna send a little push email it's not gonna be anything crazy and four to five days after i'm gonna make my first phone call most likely not gonna pick up i'm gonna leave a voicemail let them know why i called refer to the emails that i sent really really talk about the jobs that they're hiring for as well so five days after we're gonna have another email followed by six days after we'll have that phone call i'm probably going to be leaving another voicemail hopefully they picked up if you leave if you leave a voicemail the day after we're going to send another email that refers to the voicemail that you left and then seven is going to be another email it's kind of like a hail mary uh try to be creative in that email talk about the candidates that you have and there's a lot of things that you can do to to really spice this up and really improve it improve the quality of the the outreach first of all you want to have a professional email if you're if you're firing out emails from a hotmail account or from a basic gmail account even if it's like you know new england staffing solutions or new england healthcare solutions at gmail.com you're not exactly building trust you can absolutely close clients that way there's recruiters out there that'll tell you hey i do it with those types of emails but what they're not picking up is all the all the the prospects that are completely just ignoring you because they see that hotmail or gmail or yahoo account and they're they're thinking this is not a real business it's probably just spam or they don't have all their ducks in a row to just go out and spend the six dollars a month on a professional email that's what i would do i don't i don't even respond to yahoo email accounts when they're trying to sell me um try to be job specific try to refer to the job that they they posted uh talk about you know their their position maybe some of the pain points and attack them common things for director of hr in the healthcare world and really understand your buyer persona and this really goes with attacking those pain points and keep following up keep following up be sure to make those phone calls don't be afraid to get creative to try to grab attention you're trying to build interests you're trying to push them in into your pipeline so you can nurture them that you can land a client and that's the bottom line that's what this is all about is following up following up having this automated process that you have seven to ten steps in you're making phone calls sending emails don't be afraid to mix in some linkedin emails don't be afraid to mix in some linkedin messages send a connection request with a note saying um you know just introducing yourself there's no wrong answers here there's so many people with different cadences but be sure to have this process in place have an automated process but be sure to customize pieces of it and just work your face off try to get five to ten in a day in no time you're going to have hundreds of hundreds of of contacts and prospects in this machine getting touched you're gonna be making more phone calls getting better at this and you will close a client follow this and you will close a client anyways if this helped you out be sure to like and subscribe let me know in that facebook group i'll link that below if you're watching this on youtube join that let me know what you want me to make for my next video and cheers to getting your next client you can do it