Why Are Recruiters Obsessed With New Business?

That’s a pretty strong statement isn’t it? Especially in recruitment, where we’re often told that new business is everything. I’m not saying forget about it entirely; that would be suicidal. What I am saying though is by concentrating too much on ‘new’ business, it is very easy to forget about ‘existing’ clients and candidates. Might be corny to say it and it really can be the low hanging fruit.

In whatever sector you work in, you are fighting with other consultants for clients. By focusing on new business all the time, you could well be neglecting your existing customers, and you might just find them using someone else’s services if they get neglected!

With the numerous channels of communication now available to recruiters to keep in contact with clients, there is a danger that some consultants are losing some of the vital, fundamental skills required to survive and thrive in this industry, such as relationship building.

Linkedin and Twitter are all very well for building networks, but that’s not the same as building relationships. That’s something far more personal, and far more effective.

Here are some tips to help you build long lasting and productive business relationships, and looking after your existing business.

Be genuinely interested

If you’re recruiting in a specialist market, you should already have a genuine interest in what goes on in that particular sector of the market.

That means talking to your existing clients; even when they’re not recruiting. Ask them how business is, and update them with things you’ve heard happening in the industry and locally. As well as marking you out as a professional who isn’t only interested in them when there’s a vacancy going, a whole manner of leads and vital information can be unearthed in such conversations.

Be solution oriented

Too many recruitment consultants are reactive. That is, they wait for a vacancy and then attempt to fill it. A good recruitment consultant however is just that, a consultant. Take the time to get to know your client’s business. What is it that they want? What is it that they need? Understand their vision for the future, where they want their business to be in 1/2/5/10 years’ time. If you can do this, it’s a real game changer, and will leave your competition floundering. You can now approach the company with solutions, rather than just candidates, and you’ll reap the rewards for a long time to come.

Cross-sell

We’re not just talking services that your own company provide (but by all means do so if they are relevant). A good consultant has a lot of connections in a range of different businesses, and if you can see an opportunity where you can help your client with a solution by introducing them to a friend or acquaintance, then do so. Don’t think that just because you won’t make any money from it, that it won’t be profitable. Talking to people opens doors, and providing solutions and passing good quality leads opens them wider. Referrals done in this way will be reciprocated wherever possible, and can often come at those times when you need them most.

By not forgetting about your existing business, and giving them the attention they deserve, you will not only prevent other consultants getting in on your business, you can grow your accounts and often even gain new business from it. Just don’t forget to still make them sales calls…

Till next time,

Cheryl