I was amazed by the number of searches on Google that point the traffic to my website www.dougleschan.com where “Finding Clients” for Recruiter or “Recruitment Consultants” or “recruitment agency” are intensively being searched by many people.
It seems that there are thousands and thousands of people who are having this challenge. If you are looking for an answer, I might have the answer for you:
You see, as a recruiter or a recruitment consultant, having good clients is very important, isn’t it? If you have no clients, you will have no job order, and when you have no job order, you will not be able to hit the KPI or sales target. That would be terrible. Right?
Fear NOT. Help is on the way…read on…
My question is: if you are that bloody good in the recruitment industry, do you think you will have a problem getting clients? The answer is NO. You will NEVER need to search for clients; the clients will search for you.
How can you really do that? You will need to raise your level much higher than ALL the other thousands and thousands of consultants out there. Do not just be another one of them, because if you position and label yourself as one of them, you will end up like them – dying quietly in desperation.
Eventually, you will quit your job as a recruiter or consultant and move on to another industry….
The strategy is actually very simple – Make yourself in high demand.
Here’s what you need to do.
1) Positioned yourself as THE expert in a specific industry – Read a lot of books, magazines, newspapers, and trade e-zines. Attend industry networking, trade shows, major conferences. Interact with as many people of the SAME industry as possible. Get to know a lot of people. Do not focus on anything else, I repeat, DO NOT do any other industry. FOCUS on only ONE industry. Period.
2) Create your website under your own recruitment agency name. Do not use any free blog available in the public. The reason is simple: it’s all about branding. Every 1-2 days, write an article about anything related to your industry and put it on your blog. Make it something useful that has an impact. Let people know that you are REALLY GOOD at what you are doing.
3) Make your website easy to surf. Also, create a brand, a tagline, and a great logo.
4) Use SEO (Search Engine Optimization) to the maximum; optimize your website so that people can search for you or related keywords in your industry.
5) Give free talks and seminars on related topics. Let the public know you are an expert in your field; take a lot of pictures of the talks and seminars and put them in your blog. Use sites like Pinterest.com, Flickr.com, Facebook.com, etc. Let everyone see that you exist and are active in the market.
6) Expose yourself to major social media and add a lot of friends. Update them often.
7) NEVER ever negotiate the placement rates with a NEW client; it is about your positioning. Tell NEW clients your fees are fixed. If you are going to lose this client, so be it. It is perfectly fine. However, do take note that you can negotiate the price with OLD clients. The objective is to filter out clients that constantly bargaining for cheaper alternatives. This will not be the type of customers you are looking to focus on.
8) Don’t save money on cheap things. If you need to get your website up, get a top web designer; if you need a good business card, get a professional to do it for you. Never try to save a few dollars to sacrifice quality–you will lose a lot of clients when you engage in such activities. There are plenty of available resources available that are able to create good quality websites, logos, etc at a very good price. Google them and you should be able to find them.
9) Spend a lot of time on your professional image: personal grooming, public speaking, and soft skills. You will need all of these to attract the top clients.
When you reach that level, let me know. I will write a book about you and further brand you to another level. Cheers.