Being a Recruitment Consultant can be hard, but here is my personal strategy on how I gained new business. Cold calling seems to be the approach that many companies apply but I would not just rely on that option. In today’s competitive recruitment market you need to be creative, quick and professional. These are my ideas:

  • Try public speaking and get in touch with organisers of Career/Job Fairs. Offer them public speeches on contemporary topics, such as “How to use Social Media for Recruitment” and“Job search via Social Media”. This would mean that I would achieve double exposure of my professional services by targeting jobseekers as well as companies.
  • I would do some cold calls (using the phone directories) on a daily basis. I would set myself targets which would help me to achieve my goals quicker.
  • Read the paper (print or online) in order to stay informed about what is going on in my city and county. The moment I would come across an article in which I find out that a new business is soon going to be opened in my area, I would approach the team and find out if there are still any vacancies that they are trying to fill.
  • On the other hand, if a recruitment agency is going to close down their business soon, I would ask them if my company could acquire their database and clients’ list. You never know to what it can lead.
  • In the past I found that reading magazines and newspapers has the advantage that you get to know interesting names of executives being mentioned in various articles. This provides me with insider names of the company straight away and would help me to easily start a conversation by referring to the article I came across. If I find out that currently they don’t need my services, I know that maybe in the future their circumstances might be different. At least I have already started to establish a relationship with that company.
  • I would use every opportunity to network with people. No matter whether I’m waiting somewhere, dining out, attending a conference or a party.
  • I would pay attention to other companies’ job ads in different types of media. Take note of the person to be contacted (if disclosed) or their email address and offer them my services.  Try to maximise my chances by looking at my database as to what suitable candidates would make a perfect match for their needs. If an ad explicitly says they do not want to be approached by recruitment agencies I would respect their wishes.
  • LinkedIn is another tool which I would not ignore. It allows me to get in touch with other professionals quickly, effectively and professionally.
  • I would create videos with relevant content and publish them on several video sharing websites. Youtube and Vimeo are just two of many which one can choose from. Topics could be for example “How my Recruitment company can help to save time and money” when it comes to hiring decisions.
  • If I network with other people I would not hand out just one of my business cards but two of them every time. This would give me the benefit that the person who receives my card might want to forward the other card to someone else who is also hiring someone or who might be looking for the next great opportunity. You never know.
  • I would try to make the most of my time by meeting more than one client a day. I would prepare some corporate material (corporate literature, testimonials, business card, etc.) and hand it over personally to the companies. In order to make sure that the right person will receive it, I would first ask the receptionist for the name of the decision maker and write it on the envelope.
  • I would also make effective use of Twitter. Following interesting executives, checking out their website, tweeting about them, retweeting their tweets and favouring some of their content.
  • I would also give it a try by doing a Google search. I would enter “growing businesses in (my location)” and see what pops up. I would get in touch with the decision makers and try to turn it into business opportunities.
  • Contact lapsed clients. Sometimes you start working with a client, but the relationship doesn’t work out. Perhaps the client no longer wanted to fill the job opening. Whatever the reason for the lapsed relationship, old clients can be a great source of lead generation for recruiters in the future. Contact your previous clients that didn’t work out. Find out what their businesses are doing. If the businesses are growing or have open positions, they might be able to use your services now.
  • Talk to your current clients for recruitment lead generation, too. Your clients might have more recruitment needs than what you are currently working on. Ask them how else you can help them. You can also ask your current clients if they know of any other businesses that might need recruiting services. For example, a client might be able to refer a company that they work closely with.
  • Backfill candidates, If you place a candidate who had a job, there is now an opening at the candidate’s previous company. You can pitch your services to the prior employer. Sell yourself as a good fit to fill the position because you are familiar with what the position requires. You did just fill a similar position with their employee, after all.
  • Online ads can put your recruiting business in front of more people. You can create ads on LinkedIn, Facebook and Twitter. Many businesses and hiring decision makers are on these platforms, making the social network an ideal place to advertise.
  • Both individuals and businesses are on social media. Your recruiting business should be on social media, too. Social media for recruiting can work as an inbound and outbound lead generation tool. Social media allows you to make your name and brand more visible. People can search for you specifically or find you while searching for recruiters. They can like or follow you, and your posts will regularly show up in their feeds. You should publish regular posts on social media to stay in front of potential clients. Mention your services so people know what you can do for them. Make sure your profile is up to date so people know how to contact you.
  • Use existing recruitment network that you work with to make your placements. You can do a split placement where one recruiter has a job order to fill and the other recruiter has a candidate that matches the position. You can check the network to see if other recruiters are working with a client that could use one of your candidates.
  • Email marketing is a great tool to build up your contacts and send out regular updates on what is going on in the business etc. by reaching the maximum number of potential clients. The trouble with email marketing is that you will always get unsubscribes however that is very natural so don’t feel disheartened! Make sure that you are not sending an email every day as people will just get annoyed and unsubscribe.

The 20 ideas above are a great way to communicate with clients and candidates, however we have embraced content marketing and started to implement this into our recruitment strategy as this is the best method to get your information out there. Content marketing is HUGE these days and it is important we communicate in the best way to our clients and candidates. We are doing blogs, videos I am bored with cold calling. Repeat business is great business, and as we all know, it is cheaper to take care of existing clients rather than chasing constantly new clients.