6 Great Ways To Win And Retain Valuable Clients

As a recruiter, you know the importance of interviewing well, so it should come as no real surprise to you that in order to win the best clients, you need to sell yourself well.

It’s time to apply your own advice and apply the techniques of good interviewing to your new business pitches to win (and retain) valuable clients.

1.  Know your client’s business. Just as an employer is impressed with a candidate who shows they have done their research, make sure your pitch is tailored carefully to their company- their goals, their culture and public image. Before you even think about picking up the phone to them, find out who their major players are, as well as their major competitors. Find out how their sector is doing at the moment, and where they sit in the field. To get an idea of the culture, read their blogs and take a look at their company social media.  Read their ‘who are we’ page carefully, as well as any employee profiles available online.

2.  Make sure you know your own company’s history with them. It would be very awkward if you call to make a pitch only to find out that they used to use your recruitment services in the past, but don’t any longer due to an issue. Ask around the office – your manager and your colleagues, to find out if they have any past dealings with them or specific knowledge. You need to be forewarned so you can put together the most powerful pitch.

3.  Make yourself known. If you’re facing a cold call, try to make gentle approaches first that make your name visible. Retweeting their blogs or achievements is a good policy, as well as reaching out on LinkedIn. Use your network to see if you can find common links for introductions, or attend networking events in the field. Yes, it’s a lot of work, but good clients are extremely valuable, both to your company and your professional career!

4.  When pitching, keep yourself from over-promising or sounding hesitant. Be concise and confident, explaining in a clear manner how your recruitment service can deliver the best candidates. Use examples of your past successes when relevant to their field.

5.  Copy their communication style. If they are businesslike and formal, be that way too. If they like a chat, adapt your style to match. Notice if they tend to answer your phone calls with emails, or vice versa – this is a clear indication on their preference for communicating, so heed it well in order to keep them comfortable and not avoiding your calls.

6.  Once you have ‘won’ the client, make sure you keep them updated, with regular reports on what you are doing for them to justify your fees. Also, don’t be afraid to begin building on a stronger relationship by going outside the box and talking about things other than business. The odd lunch never hurts either- this kind of bonding exercise is what creates loyalty between recruiter and client.

Until next time,

Cheryl