I often tell HR consultants and HR Tech companies to make it easier for people to refer them new clients by becoming clear on who their business helps.
I’ve had quite a lot of people tell me that this is really hard to do – especially in an HR sales pitch.
The standard response looks a bit like this:
“Isn’t it enough to say that we help mid-large employers in the [XYZ] industry?“
Well, that’s a start but it’s still quite bland and generic.
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It reminds me of a time I went to Amsterdam (such a beautiful city) for an RFQ (request for quotation) process.
Back to the issue of generic HR sales pitches . . .
I sat in a meeting room all day with the European CFO and CHRO as we listened to 4 or 5 companies pitch for a major HR service contract.
The HR industry expert, Josh Bersin, recently described how the multi-billion dollar HR software market is moving in a new direction (‘The HR Software Market Reinvents Itself‘). This will be of interest to anyone pondering how to grow an HR tech company.
Bersin is well-known for mapping and monitoring the development of the HR tech industry.
It would appear that we’re moving towards an era of ‘HR in the flow of work‘ and HR tools will play a starring role.
I was interested to note Bersin’s comments about the proliferation of HR tools:
“As organizations become more agile and team oriented, these tools are moving in a whole new direction. Now we need software that facilitates teamwork and agile goal management, helps people give each other feedback, and helps facilitate continuous performance management and self-improvement.
These tools are consumer-like, easy to use, and mobile by design.”
I recently spoke with a co-founder of one of these new HR tools – the tool is clearly ‘consumer-like, easy to use, and mobile by design.’
AttendanceBot is an HR Tech tool with a specific focus on using any enterprise instant messaging platform like Slack, Microsoft Teams, Google Chat, etc, for attendance management.
Why base an HR tool an an instant messaging tool such as Slack?
You may not use Slack but millions of other people do and AttendanceBot is riding that rocketship as well as growing with the other instant messanger services.
I am often asked on my HR marketing blog about how to make more HR tech sales and thought it might be useful to hear from someone I respect in the world of B2B HR SaaS sales: Pat Lavergne.
As the former Head of Sales in an HR-Tech SaaS company, Pat now coaches HR startups on how to find and close deals on repeat through a predictable sales process.
He helps his clients identify who they should sell too, figure out where and how they will approach them, and then finally, how to close the deal.
Not a fan of the latest sales trends and manipulation tactics, Pat is your quintessential people person who understands that when you get curious about others and genuinely want to help out, it’s easy to enter into business relationships.