Most recruiters ignore the huge cash flow potential with follow-up.
The concept of following up gives most recruiters the impression of low-level tasks that can be delegated to a paper questionnaire. It’s perceived to have no cash value because it does not contribute to cash into the office.
Consider this: following up with candidates and clients not only gives you credibility and helps to build your brand, but it can also be a way to get easy business. Think in terms of low-hanging fruit. Make contact with those who you already know and with who you have relationships.
Following up gives you an excuse to do just that. Following up has a prime spot on the selling tool belt.
I once received an email from a recruiter who wanted to know what I’ve seen in the industry as far as standard follow-up forms and questionnaires are concerned. They wanted to use the information as a marketing tool and also as a way to gather real data on the success of their placements.
Brilliant, I thought, when I received the question. The concept of following up and using that information as a marketing tool makes not just good business sense, but can also help build a brand, as well.
By following up with candidates (and with clients) after the placement, you show your clients and prospective clients three things:
1.) That you actually care about the long-term success of the placement
2.) That you have a specific “system” integrated into your search process to preserve their fee investment
3.) That you client feels like they’re getting their money’s worth out of the deal: long-lasting value
What things are YOU doing on your recruiting desk to follow up with candidate and clients?
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Scott Love, guest writer for the Top Echelon Recruiter Training Blog and owner of The Attorney Search Group, trains, motivates, and inspires recruiters to achieve greatness in the profession. Visit his online recruiter training center for tips, downloads, videos, and articles that can help you increase your recruiter billings.