How do you get clients at the moment? Most recruitment agencies get them from a variety of sources:

– Cold-calling: The tried and tested technique that is labour intensive but ultimately very effective at starting those conversations that lead to new business.

– Incoming: Clients that come to you, as a result of your marketing activities. This could include traditional advertising, your website and social media

– Referral: Business professionals talk to each other, so provide a good service to one person and they may refer other departments/businesses to use your services.

These are all good, solid ways of getting new business and continue using all of them, if they are producing consistent results.

But don’t rely on these channels alone. We all know the effectiveness of cold-calling for example, but if you’re using data that you’ve had for a while, you will be missing out on  new companies that have opened more recently.

Now is the time to diversify how you get clients, because few recruiters do. Think laterally and you will uncover new channels others don’t take the time to find.

Trade press: Offline and On

An obvious one but reading their sector’s trade press is something that a surprising number of recruiters don’t do.

Keeping up-to-date with the latest developments not only enables you to spot possible opportunities where companies are expanding, but it can give you professional depth. Some people love to talk shop, so if you can portray yourself as someone who actually knows and cares what goes on in your sector, it will differentiate you from nearly every one of your rivals and make you the ‘go-to’ person for recruitment in your sector.

Exhibitions and conferences

Getting clients is about ‘fishing where the fish are’. And where are you going to find more hiring managers than a sector specific conference or event? Networking like this can get you in front of people who would never take your call and will mark you out as someone who is knowledgeable about the industry and that will differentiate you from most of your rivals.

Out and about

This one might surprise you. Its old school and seems to be working better than ever. Next time you’re out on a client visit, take a couple of extra information packs with you. In fact, keep several in your car. Maximise your time out of the office by calling in at any other nearby potential clients. What’s the worst that could happen? You may not get many people coming down to see you, but you will get a decent response to leaving a hand delivered information pack. Include things like:

– An introductory letter

– Candidate profiles that are particularly suitable for their business

– Testimonials

– Case studies

– Business card

A hand delivered pack such as this has a much better chance of landing on your targets desk. Follow-up a couple of days later and you may be surprised!

What other methods do you use to get clients? We’d love to hear from you.

Until next time,

Cheryl