What are some of the best Sales Strategies for Recruiters?

With staffing industry revenues down and competition fiercer than ever, many firms are realizing they don’t have a structured sales system. Recruiters are great at sourcing talent, but selling? That’s where many struggle.

In this episode of InSights, Brad Bialy and Steve Gipson break down the proven sales strategies for recruiters that drive results in today’s market. You’ll learn why top-performing firms have predictable sales processes, how to balance recruiting and selling, and why it takes 17–20 touches for prospects to engage.

If you’re a recruiter, sales professional, or staffing leader, this episode is packed with actionable insights to help you close more deals and stabilize your business in 2025.

5 Key Takeaways from This Episode:

• Why recruiters struggle with selling—and how to fix it
• How to transition from order-taker to true sales professional
• The AIDA model: Awareness, Interest, Desire, Action
• Why it takes 17–20 touches to engage staffing clients
• The biggest mistakes firms make when chasing new business

If you’ve seen content from Tedx Talks, Recruiter Preston, or Haley Marketing, you’ll love this episode. The best staffing and recruiting firms follow a structured sales process—learn how you can, too!

Episode Chapters & Timestamps:

[00:01] – Introduction & Catching Up from the Massachusetts Staffing Association Conference

[02:14] – The Challenge: "We Don't Know How to Sell"

[03:00] – The Shift from Order-Takers to Sales Professionals

[06:03] – Why 17–20 Touches Matter in Sales

[07:33] – The AIDA Model: Awareness, Interest, Desire, Action

09:06] – Three Times the Work for Half the Results?

[12:07] – Stabilizing Your Business: The Key to 2025

[14:10] – The Danger of Chasing Any Order vs. Staying in Your Niche

[17:52] – Learning from Top Recruiters: Find Your Mentor

[20:32] – Predictability & Process: The Key to Closing Deals

[21:41] – Final Thoughts & Takeaways

InSights is Hosted by Brad Bialy and Steve Gipson

Brad Bialy is the host of Take the Stage and InSights, the staffing industry's leading podcasts with close to 175,000 downloads. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic marketing concepts. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 150 industry-specific conferences and webinars. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after speaker and expert.

A recruiting industry veteran with over 15 years of experience, Steve Gipson is the Director of Sales and Operations at Recruiters Websites. After spending seven years as a recruiter with a boutique search firm, he joined Recruiters Websites, a digital marketing agency specializing in the recruitment industry. For the past decade, Recruiters Websites has helped over 800 firms of all sizes and specialties enhance their digital presence and make more placements through their expertise in digital marketing, website development, and SEO services.