6 Ways To Make The Most Out Of Every New Client Meeting

We spend so much time as recruiters on the telephone ‘trying’ to get vacancies and meetings with potential clients; it’s easy to forget that once you get that meeting there is still work to be done. Below we discuss eight key factors that will ensure your client meetings are as successful and profitable as they can be.

Is there anybody else in the business you’d like to meet?

Always maximise every opportunity. If it is a large meeting, there might be other recruiting managers you’d like to speak to. Calling them and saying ‘I’m meeting Amanda Smith on Monday at 3pm to discuss recruitment requirements. I was wondering if you might be available at 4pm to have a similar discussion?” A simple request like this could produce an additional meeting and perhaps more roles to work on. The fact you’re meeting one of their colleagues can almost be seen as a recommendation so utilise it!

Research

Pre the meeting carry out as much research as you can. Check out their Linkedin profile. Where have they worked before? Do you have any shared connections? The more you can find out about who you are meeting with the better. It will help give you a guide to their motivations and drivers.

Set an agenda

You need to ensure your meeting has a direction, so having some sort of an agenda is essential. We’re not talking something rigid, but just a general direction you want to go. Don’t be prescriptive and present it as set in stone, just simply say something like ‘I thought we’d start by talking about X and then move on to discussing Y and Z’.

Make sure you know where you are going and how you are going to get there

There really is no excuse for being late to a meeting with a potential client. If driving, rare I know in London! Check the traffic news before you leave and ensure you satnav is fully charged. If going on public transport, ensure that you’re fully aware of any delays expected and leave in plenty of time.

Listen with empathy

It’s amazing how bad at listening some people are. You want this person’s business, listen to everything they say and empathise. The more you understand them and their business, the more you can ensure that they are going to get the service they require.

Don’t forget the essentials

I don’t want to teach state the obvious here and make sure you have everything you need for the meeting. For any client meeting, you should have a checklist of items that you take every time. This should include:

– Paper, notebook or tablet to make notes

– Business cards

– A list of your own questions

– An agenda

– Some examples of ‘hot’ CVs

– Client testimonials

– Candidate testimonials

– Copy of your application form and referencing questions

– Case studies aligned and related to their specific candidate needs

– Anything else you might think is important

Till next time,

Cheryl