It’s important for you to conduct revenue modeling before you address the topic of generating business leads. Review where you’ve made placements and fills in the past two years. This will help you to identify your best business. You then want to generate leads targeting this best business.
Referral leads are the best business leads for recruiters. Referred business is always the best business because of the inferred level of trust. Most recruiters don’t recognize leads because they’re too busy working their desk. This is gold in your database in the form of “endless leads.”
If you’re doing a great job for your current clients, then they’ll be willing to refer other clients to you. However, they’ll be willing as long as they don’t feel this new client will be their competitor for access to the best talent you represent. You need to assure them that they will always have first access to top talent.
Business leads through a client referral program
You’ll also obtain increased client referrals when you develop and promote a client referral program. It was no coincidence that client referrals increased by over 100% when we:
- Formalized the approach to client referrals.
- Offered to donate to our clients’ favorite charity if they referred someone who hired from us.
The charity could be personal, like their church or children’s Little League team, or it could be a major charity. Have a plaque created and have the charity go to the company to present the plaque. Often, they take a picture and put it in the company newsletter. They even hang the plaque in the front office.
Candidates can also provide client leads by sharing where they have interviewed. In addition, they could provide you with inside information about past employers. This allows you to make informed marketing presentations.
They can also identify the best companies to target, as well as companies they would never consider. They will share why they like or dislike certain companies, providing you with inside information.
A list including leads from clients and candidates is more valuable than any other type of lead generated.
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog. You can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.