With each passing year we set ourselves targets, yet we don’t need to wait for an arbitrary date like New Year’s Eve to begin. Why waste time? You can choose to reset your year at any moment with a strategy for success.
Perhaps you’ve had a decent year but want to become the firm’s top biller, or you’ve had a bit of a poor run and want to revitalise your recruitment career with a string of successes.
Either way, it all starts with a plan, and some effective tactics for growing your client list.
a. Make sure that after you place a candidate you remain a presence in the client’s mind. Even if they don’t have more placements for you right now, they may know of others that do. You certainly don’t want them forgetting you after the deal has been done, so ensure you follow up and stay in contact.
b. Go to networking events- but don’t limit yourself to networking events in your particular industry. More general events, such as ‘young professional’ or ‘women in business’ groups in your area can be a great boost for expanding your client list in new and exciting directions. Not to mention that you’re sending an extremely positive image to anyone from your industry who does attend such events.
c. Research a potential key client’s company thoroughly, and then find out what their specific recruitment goals are. What does their ideal workforce look like? Are they young and innovative, or is the organisation more traditional in structure? The more you find out, the more information you have to deliver on your promises and impress the client. Not only that, but the client sees that you are invested in listening to exactly what they want, and this keen interest will pay dividends.
d. Start your own talent map so that you don’t lose track of your candidates and potential new talent. Clients will be extremely impressed when you have a talent pipeline feeding constantly into their business.
e. Keep abreast of HR trends and stay well-informed about the challenges of the industry. Attend events, subscribe to industry blogs, and get involved. This will raise your profile and stand you in good stead when you have new information and strategies to share with new clients.
f. Surround yourself with achievers. When you’re trying to reach goals, it’s vital to surround yourself with people that make success seem eminently possible. These don’t have to be high-flying billers in recruiting, as long as they’re people who are dynamic and confident, for this sense of ‘can-do’ will rub off on you.
g. Don’t be held back by doubters or jealous people. Even if your billing manager doesn’t believe in you fully, that’s none of your concern. Set your goals higher than everyone around you, and then chase like mad. People will change their perception soon enough.
h. Don’t view setbacks as failures, reframe your perspective and see them what they really are: learning opportunities. In the same vein, when something goes wrong, train your mind to view it as an opportunity to rise to rather than a problem.
i. Constantly be learning. If you a regular visitor here we now have over 120 blog posts to help you develop your skill set and career-start reading!
Above all, don’t forget about the clients who have turned your services down in the past. Recruiters, like all salespeople, should view these customers as people to return to, as the job’s of winning them over is already half-done.
Until next time