10 Easy Ways To Develop A Strong Client Pipeline This Year
January has flown by, and we’re well into 2017 already. For most recruiters, one big goal this year is almost certainly to win more high value clients, but as February gets underway, how much closer are you to this goal.
So how can you build a strong client pipeline in 2017 in new and creative ways? Your old techniques have got you this far, but you’re going to need to dig deep to hit your new billing goals. The great thing about this list below is that you’ll almost certainly even discover some hidden strengths you never knew you had!
1. Scan the business pages.
Keep abreast of business movement in your sector or location. Are there any new businesses opening, or are others seeking to expand? Did a fast-growing company post great earnings last year? Chances are that they’re looking to expand their team on the back of this success.
Follow industry news, and think hard about the opportunities that a simple press release might signify. When you identify any potential for a business to be expanding its workforce, get in touch and find out what their recruitment needs are for the year ahead. Position yourself as someone that has been watching their business with interest and is well-placed to help.
2. Speak up.
Put your hand up to sit on panels and give seminars at relevant industry conferences. You and your company will get excellent publicity, and if you can make a name for yourself as being an expert on certain recruitment-related topics. This will position you as an expert in your recruitment sector faster than many people realise.
3. Know as much as you can about the lead before picking up the phone.
While you can’t spend, all day researching, you must know more about their company’s speciality and goals, as well as details such as number of employees and different departments. The good news is this is easy to do. Google is your friend here as is the advanced search bar on LinkedIn. Hint: Many recruiters only do this at a surface level-which means with a little more thought and determination you will be well ahead of the pack.
4. Ask them what the biggest problem they’re facing is.
You’ll often find that recruiting and retaining great talent is one of the prime issues facing any company—and this issue is set to get worse in many industries as the skills shortage bites further. However, depending on your specific sector there might be additional challenges that some well-placed questions will uncover. So few recruiters ask these deeper questions, which means that you will easily stand out as the recruiter that really cares.
5. Make sure your pitch isn’t about you.
Many recruiters make the mistake of leading their pitch with how great they are as recruiters. No! Successful sales happen when you put yourself in the company’s shoes, listen well, ask good questions, and then tailor your pitch to their precise situation. It’s certainly a good idea to add in some social proof (such as ‘I have several City clients, including X), but get to this after you’ve discussed the client’s needs.
6. Study up on the industry.
You should become the resident know-it-all (in a positive way!) when it comes to trends, key players, and challenges in your sector. The effort will pay off in myriad ways- whether providing the perfect conversation-starter at a networking event, or you absolutely nail a cold call with a prospective client because you correctly assumed they were facing a particular challenge. The more you inform yourself, the more sought-after you’ll be by clients; guaranteed.
7. Be published.
We’re extremely lucky currently to be able to publish our thoughts on all manner of social media channels – up until very recently, you had to be a respected author or journalist to get your words in print anywhere.
So use your knowledge to put together some blogs on current hot topics in recruitment, and then post them on LinkedIn, recruiting blogs, Twitter, and any other channel your company uses. Comment on other relevant blogs and forums to make your name familiar, follow and retweet posts by your prospective clients, and build your social media following so that your content (and reputation) gets some momentum.
8. Make LinkedIn your friend.
When you see, companies hiring or people you know moving on its highly likely that a vacancy is just around the corner. Many recruiters miss this obvious clue. The good news is it’s a perfect opportunity to reach out and offer your services.
9. Push your existing network further.
When you’re struggling to sign up new clients, it can be a very useful exercise to look at your existing clients and see if you’ve really maximised their The first and most crucial step is to request a referral from them- this is the most surefire way to get new business.
Next, dig around on their website—do they list their partners or suppliers? Also visit their LinkedIn page, and notice who their connections are- particularly the ones that they regularly interact with. Then look at your candidate database. Where did your most recent candidates come from? Have you reached out to that company to check that the position has been filled, or if they have other vacancies? (Always make a point to find out as much as you can about your candidate’s previous employers, as you never know when this information might come in handy.)
10. Count conversations, not just calls.
Above all, don’t get bogged down in how many calls you’re making a day; I appreciate we all have our KPIs, though here is the thing that calling leads to…..real conversations you’re having each day. How many relationships have you begun, or built upon? How many times have you informed someone of something relevant to them they didn’t know? How many times did you make someone laugh? What did you learn? It’s through this kind of relationship-building that you will create one of the best client lists in your sector.
Good luck!
Until next time,
Cheryl