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Bob Corlett does more than focus on hiring; he's interested in helping his clients get actual, measurable business results. Through his business, Staffing Advisors, he helps employers in the Washington, DC metropolitan area quickly identify and connect with the employees they need to achieve their business goals.

Bob has been in the staffing industry for twenty years, but started his own firm six years ago to fulfill what he saw as a huge unmet customer need—cost-effectively hiring top-performing mid-range executives and specialists. Bob's focus is on attracting high-quality candidates in half the time and for a fraction the cost of most search firms. "Over the course of a year or two, we'll often help clients hire half of their executive team. My clients are primarily nonprofits, associations, and small companies. Because we are so affordable, our clients can afford to use us for a variety of positions."

Challenge: Avoiding the Spam Jam

Staffing Advisors has no sales force, and no one works on commission. Bob grew his company with repeat business and word-of-mouth referrals. Bob says "In an industry where everyone cold calls, we never cold-call anyone. Customers tend to resent the staffing firms who make them. Besides, I want my employees to be consultative staffing experts, not telemarketers."

Bob knew he needed an efficient marketing strategy that would help him "be in many places at once." He tried sending a newsletter using a CRM system but found it inefficient. "I had spam problems, bounces, and my anti-virus software would sometimes block my own email from going out," he says. "It was awful. I would delay sending the newsletter because it was such a pain to put together."

Bob turned to Constant Contact. He soon discovered that he no longer had spam or bounce-back problems. "Doing my newsletter became easy." In addition, he was impressed with Constant Contact's "crazy-low price point!"

Solution: Opening Doors…Lots of Them…with Email Newsletters

Bob sends out three different email newsletters to serve the needs of his different audiences. HR Jobs lists jobs in the D.C. area; the Staffing Alliance of Maryland Employers By providing value in each newsletter, I'm reminding people of the range of issues I can help with, resulting in more new business for the company. newsletter promotes events for an organization Bob runs; and The Staffing Advisor, his business's main communication piece, goes to his entire client list and includes current research and articles. Bob didn't start any of these newsletters with the idea of growing his business, but that's exactly what happened. HR Jobs, his first newsletter, quickly generated a lot of new business inquiries, as did The Staffing Advisor.

Bob believes that if you offer your list subscribers something they value, they will come to you when they are ready. "There is nothing 'sales–y' in any of the newsletters. I share the best thinking and research I can find and include links to white papers I have written. If someone agrees with my view point, they give me a call," he says.

Results: Thriving in the Referral-based Business World

Bob is enjoying the fruits of a thriving referral-based business. He credits his success, in part, to using email marketing with Constant Contact as his primary promotional tool.

With Constant Contact, Bob can expand his reach by growing his email list. Four years ago, he had 400 subscribers; he now has 1,700. He can also network with all of them at once and efficiently address the needs of his different constituents.

Not only is email marketing saving Bob time, but it is helping to increase his revenues. "My revenues have doubled every year for the past four years. I can comfortably attribute half of that growth to using Constant Contact's service. By providing value in each newsletter, I'm reminding people of the range of issues I can help with, resulting in more new business for the company. Constant Contact helps me to say, "I'm here, I understand the staffing issues you are facing, and I'm ready to help."