How to Triple Your Clients Market Size in less than 60 Days.
An urgent call from a recruitment company who requiries my advises informed me that they are having difficulties in getting new clients for their company. I went to their office and noticed that it was a decent 500 square feet office that can house about 10 recruitment consultants.
After understanding the problem, I realised that they have made the following mistakes:
1) Using tele-marketer to solicits for new business.
Let’s face a cruel fact, the potential clients, which is the human resource personnel, will be bombarded with so many phone calls every single working day with some many thousands of agencies in the market, do you really think they might be interested in your business? FAT HOPE!!! :p
The salary you paid for the tele-marketer will be a running cost that will not yield any return, simple fact, the potential clients who outsource the job search to your company will outsource the same job to 10 or 20 recruitment agencies, making your chance of closing at a ratio of 1:10 or even 1:20, getting job assignments is already tough, closing it is even more tough.
Solution – Get rid of the telemarketing department, it serves no purpose. Period!
2) Getting recruitment consultants to solicits for new business.
Recruitment consultants are NOT tele-marketers, and if you want to ask someone who is NOT good in telemarketing, then it will NOT work. It is like I am DAMN good in SEO that creates over 4000 keywords for my own blog (www.dougleschan.com) within 6 months without using any effort and if my client is going to ask me to assist them in their accounts payable….OMG, I will raised my white flag…. In short, telemarketers who are PROFESSIONAL are already having problems getting new clients, how do you expect someone who is not an expert to get the job done?
Solution – Delegate the right job to the right person. Put the person at the wrong job and you will be out of business.
3) Non-exposure to internet and social media.
Realising that the company is not even using Search Engine Optimisation (SEO) for their websites, any potential clients who search are looking for a recruitment agency, they will miss a chance to let the public knows that THEY EXIST!
They also do not have any facebook fan page which can be create fairly easily. I managed to create a new page for one of my book Financial Freedom in Recruitment Industry and managed to create 1000 fans within 2 days, check it out here.
Ultimately, I created some keywords for their SEO, blend in email marketing and social media marketing and their client based of 50 have triple within 60 days and currently serving over 150-200 new job assignments every month!
Summary – To increase your market share, you will need to be:
i) Fast and furious, an hour waste can potential equal to client lost.
ii) Using technology as much as possible, telemarketer can call 100 clients every day, with technology I can reach over 100,000 every business day, which is better?
iii) Delete whatever you learn 2-3 years ago, most of it will not work anymore, you need to be updated to the core!
iv) Explore, innovate and dare to be different, they are no wrong ideas, they are only people who are afraid to fail.
Have fun and enjoy every minute of life!
Dougles Chan is an International Head-hunter, a guru in recruitment and retention, a trainer and a mentor. He uses the internet platform on email marketing, twitter marketing and creating new tools to maximise the efficiency in recruitment, sales and marketing. He trains and mentor individual, groups or companies on recruitment and internet technology. He is the creator of “Recruitment Apprentice”, C-Marketing, V-Marketing and T-Marketing which allows any business and sky-rocket their business traffic and sales in almost any sectors. To engage him as a mentor, trainer or consultant, please write to firstname.lastname@example.org . Visit his website at www.DouglesChan.com.