In uncertain times, clients often ask a straightforward yet essential question: “How are your other clients doing?” Whether you’re in the staffing industry, finance, or another sector heavily impacted by market shifts, this inquiry is more than small talk. Clients want to gauge how they’re faring compared to others in their industry and gain insight into how others navigate change.
A well-crafted response to this question can strengthen client relationships, build trust, and position you as a valuable partner. Here’s how to master the perfect response by using data, focusing on industry-specific trends, and framing challenges as opportunities.
1. Provide Data-Driven Insights
When a client asks how others are doing, avoid generalizations. Instead, back up your response with concrete data. Sharing relevant market trends and statistics makes your answer more credible and shows that you’re in tune with the broader landscape.
For example, the staffing industry has faced mixed performance in recent years. After a surge in 2021, growth slowed significantly, and by 2023, about 40% of staffing firms reported no growth, with 10% even seeing contractions. But not every sector is equal. Demand for technical roles, such as IT specialists and healthcare professionals, has remained strong. Sections like cybersecurity and healthcare IT continue to grow despite challenges in areas like administrative and retail staffing.
Specific data like this helps your client feel informed and confident that you’re tracking the market’s pulse.
2. Focus on Industry-Specific Trends
A one-size-fits-all answer won’t cut it. Different industries face unique challenges and opportunities, so your response should reflect the nuances of your client’s sector. Tailoring your insights shows that you understand their business complexities.
For instance, healthcare staffing has been one of the strongest sectors in recent years. While travel nursing experienced volatility following the pandemic, the demand for locum tenens and healthcare IT professionals remains high. Retail and administrative staffing have declined due to the rise of automation, remote work, and shifting consumer behaviors. The hospitality sector, which saw post-pandemic growth, has slowed again due to ongoing economic concerns.
By sharing these industry-specific insights, you show clients that you understand their world and position yourself as a partner who can provide relevant, strategic guidance.
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3. Frame Challenges as Opportunities for Growth
No industry is without its challenges, but how you frame these challenges can make all the difference. Instead of focusing solely on the difficulties, highlight how other clients adapt and find ways to overcome obstacles.
For example, while some sectors are cutting back on hiring, others are leveraging technology and automation to streamline operations.
Companies with administrative and back-office roles may trim headcount, but they’re also investing in AI tools to enhance productivity without sacrificing quality. By highlighting how businesses innovate and optimize processes, you show clients that success is possible—even in difficult environments.
Framing challenges as opportunities shows your clients that success is possible—even in a difficult environment—and that you can help them navigate those challenges effectively.
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Strengthen Client Relationships with Thoughtful Responses
When clients ask, “How are your other clients doing?” they look for more than just a status report. They want data, industry-specific insights, and a realistic view of the market. By providing well-rounded, informed responses, you position yourself as a trusted partner who can guide them through the highs and lows of their industry.
At Access Capital, we understand the complexities of navigating uncertain times. Whether your business is thriving or facing challenges, we offer the financial support and strategic guidance you need to succeed. Connect With us today to learn how we can help your business adapt, grow, and thrive in any market condition.
