12 Tips for Client Development by Differentiating Your Firm

As a recruiter, you HAVE to differentiate yourself.

• Why should someone do business with you?
• What can you say that your competition can’t say?
• What can you say that your co-workers can’t say?
• Why have you targeted certain facilities as clients you want to represent?

Hiring authorities have shared the following with me about individuals in our profession, saying that we:

• Know nothing about their company before we call them.
• Don’t really represent candidates we can’t find on job boards.
• Don’t take time to understand their challenges.
• Become very defensive if they disagree with us.
• Disappear if problems occur.
• Charge as much as we can.
• Can’t be trusted to tell the truth.

You need to break out of the pack and truly differentiate yourself, your services, and your company.

12 Tips for Client Development:

1. Develop your personal brand.
2. Take time to write down 20 to 30 companies you want to develop as clients and tell everyone in your office.
3. Learn everything you can about this company and your contact. Search on the Internet for a company name and title to obtain names or call Accounts Payable.
4. Connect with past or current employees through social media.
5. Contact this prospect six times in nine weeks to earn name recognition.
6. Set yourself up as an expert.
7. Share your intentions and expectations.
8. Read articles written about this company. Provide this client with relevant articles.
9. Share testimonials.
10. Learn to effectively overcome all objections.
11. Display your level of persistence and tenacity.
12. Continue to identify the best facilities your candidates want to work for.

Follow this advice, and you will be more successful in your client development efforts, now and throughout next year, as well!

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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog, and 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.