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How To Get More HR Clients In 2018 – Q&A With Capstone HR Partners

Something a little different today. We’re still looking at how Human Resources businesses find new clients but, this time, we’re looking at a relatively new business, as opposed to some of the companies I’ve spoken to that have been in operation for over a decade.

We’ll hear from Mary Holmes about her exciting new Human Resources consultancy, Capstone HR Partners.

This is part of a four-step strategy to get more customers and clients in the Human Resources industry.

How To Get More HR Clients – Q&A With Mary Holmes

I’m always interested to learn from and help new HR businesses, particularly after my embarrassing start years ago, so here’s what I asked Mary in our brief chat:  Get more HR clients - Mary Holmes

  1. Do you focus on a niche within the market or do you serve all businesses?
  2. What are some effective ways you have acquired new clients?
  3. Any ineffective ways to find new clients?
  4. Any tips/thoughts on how to speed-up the buying process (ie. how to get new clients to sign-up faster)?
  5. Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?

Let’s get into it but, first, don’t forget to join my mailing list for more business marketing insights . . . Continue reading

How To Get More HR Customers In 2018 – Q&A With Workplace Stars

Continuing in my series looking at how different businesses in the Human Resources sector acquire new clients and grow, today we’re looking at a very interesting business that crosses the border between tech and consulting.

We’ll hear from Robert Ebers about how he and his team have been busy growing their innovative employee engagement company, Workplace Stars.

This is part of a four-step strategy to get more customers and clients in the Human Resources industry.

How To Get More HR Customers – Q&A With Robert Ebers

During a very interesting discussion on how to create a value proposition, I asked Robert the following questions: Robert Ebers Profile Photo

  • What does your business do?
  • Do you focus on a niche within the market or do you serve all businesses (if so, how do you try to stand-out from competitors)?
  • How do you differentiate yourselves from cheap employee survey services or even just Google Forms?
  • What are some effective ways you have acquired new customers?
  • What makes them effective? Any special tips?
  • How do you find new individual and company partners?
  • Any ineffective ways to find new customers? Why didn’t they work so well?
  • Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?

Let’s get into it but, first, don’t forget to join my mailing list for more business marketing insights . . . Continue reading

How To Write A Blog That Attracts More B2B Clients [15 Steps]

Note: If you want to skip this step on how to write a blog post and jump straight to a new blog writing service for your HR company, click here: Blog Writing Service For HR Companies.

When considering how to write a blog that attracts new B2B clients for your Human Resources business, here’s a helpful framework to consider:  Continue reading

How To Use Cold B2B Email To Generate More Sales For Your HR Tech Company [Expert Interview]

Here’s something you may have been wondering as you consider all your marketing options: Should we learn how to use cold B2B email to generate more sales for our HR tech company?

Aaron Ross is the man credited with achieving massive growth at Salesforce, largely due to his innovative cold email campaigns.

Using cold email for B2B sales

Let’s see how cold B2B email is described on Aaron’s website, Predictable Revenue:

Cold emailing might be the most effective and untapped form of networking. In fact, it’s a way to build a network without having to rely on anybody and isn’t nearly as nerve wracking as a cold call. But beyond this (and maybe more importantly), cold emailing can be extremely effective for sales, especially if your company is focusing on outbound sales specifically. With a little persistence, patience and creativity, cold emailing can be your foot-in-the-door with new clients.

To see how it all works in practice and how a B2B email outreach campaign can be implemented at an HR tech company, let’s hear from industry expert Vlad Goloshchuk, CEO of the B2B SaaS sales research and cold email company, Brightest Minds.

Woodpecker (30 days for free) is the tool most commonly used for cold email outreach.

Cold B2B Email Expert (Vlad Goloshchuk) On How To Use Cold B2B Email To Generate More Sales For Your HR Tech Company

I’ve used cold B2B email to great effect at various times in my career (to reach employment law firms, training companies, and more) so I really enjoyed this talk with Vlad. 

Cold B2B Email Lead Generation - Vlad

Here’s what we discussed:

  1. Is cold B2B email marketing worth doing? How does it compare to other marketing channels?
  2. What if your HR business or product doesn’t serve one narrow, neatly-defined target audience? How can cold B2B email outreach be applied?
  3. What should an HR tech company say in their email messages?
  4. How to optimise the performance of a cold email outreach campaign?
  5. Where to start when setting up a cold B2B email marketing campaign?
  6. What does your B2B lead generation business offer?
  7. Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?

Continue reading

How To Create A Value Proposition For Your HR Company [Expert Interview]

If you saw my recent article where we looked at HR companies that had failed to differentiate themselves from the competition, you might be wondering how to create a value proposition for your own HR-related consultancy or HR tech company.

In order to help you create the right unique value proposition for your Human Resources business, I’ve asked branding and value proposition expert, Jill Pringle, for her advice.

 Jill is a former Marketing Director in commercial businesses, who now consults on how to reposition, consolidate or refresh a brand.

This is part of a four-step strategy to get more customers and clients in the Human Resources industry.

Business Value Expert (Jill Pringle) On How To Create A Value Proposition For Your Human Resources Company

Jill Pringle - Value Proposition

During a very interesting discussion on how to create a value proposition, I asked Jill the following questions: 

  1. Are value propositions just a marketing vanity exercise? What do they really do?
  2. What if your HR business or product doesn’t serve one narrow, neatly-defined target audience? Is it still possible to come up with a good value proposition that reaches across industries and roles?
  3. Different people in the business within the HR business will have a different opinion on what is the ideal value proposition – how do you determine which is the right one?
  4. What does the actual process of building your value proposition involve? Is all qualitative and internally-focussed?
  5. Are there any guiding questions an HR business should think about when identifying their value proposition?
  6. How should an HR business link their value proposition to the details of what they do (their product/service features & benefits)?
  7. How do you know if you’ve come up with the right value proposition?
  8. What are some practical examples of an HR business putting its value proposition into action?

Let’s get into it but, first, don’t forget to join my mailing list for more business marketing insights . . . Continue reading

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