This blog post is part of an eBook on Finding More Recruiting Clients Than You Can Handle. You can download it for free here.
Let's be honest — finding new clients can be an uphill battle.
If you work in business development for recruiting, you may have come to rely on word-of-mouth referrals or occasional inbound leads to drive your business, while the actual client work isn't quite enough to hire that extra help you need.
At some point, it's easy to hit a ceiling and realize the amount of clients you have coming in isn't close to what it could be.
One of the best ways to find more clients is to widen the net. Relying on only one or two approaches for finding new leads will inevitably make your client pool stagnant. The tips in this post will help broaden the way you find new clients, meaning new opportunities for expansion.
Track seed and series round fundings in the news to get ahead of other recruiters. This helps you know when a company has money to spend, and when they're scaling up with a larger team. Publications and newsletters such as TechCrunch, Y Combinator, and Built in NYC are a good place to start. While you won't be the only one reaching out, it's still worth a shot.
Set up alerts on job boards so that you know when a company is hiring first. While a company may not want to use a contingency recruiter, getting your feelers out first helps give you an edge on the competition.
Companies that have received a lot of funding are often growing their numbers at high rates. Check out job boards and LinkedIn when company ranks are exponentially increasing. This is a great way to fill positions at a large volume instead of one by one.
Leaders often staff up their new teams. Keep close tabs on postings for higher-ups, and see if you can help them follow up on building out their dream team.
According to the Aberdeen Group, 73% of millennials found their last position through social media. This is a powerful opportunity to connect with both new clients and potential candidates.
Following a target client’s social media presence is a great way to build a rapport with them before even reaching out to offer services. And because many companies promote open positions through social media, it’s a great way to stay aware of open positions.
Check out companies that are popular and that people want to work for. Publications and websites like Fortune, Glassdoor, Great Place to Work, Bloomberg, and Mogul list the most popular workplaces — often by industry size and other segments. If you're able to search by industry niche, location, or targeted verticals, all the better.
If you're not able to land an ideal candidate for your client, see if it's possible to place them at a competitor who requires a similar background and skill set. This will save you tons of time in the long run.
Alternatively, you could also take that candidate and find other companies they'd be a great fit for. This way, your interviews and relationship building are still paying off in the short run.
While regular in-person events aren't happening during COVID, events are still a great source for talent pools. Check out digital events that you could still attend or sponsor, or consider hosting your own remote event that caters to your target audience's needs. It's a great way to introduce yourself to people and build a list of new leads.
Are some clients reluctant to sign on due to upfront fees? Think about different ways you can accommodate their desire to sign up for your services, such as offering monthly payment installments instead. Showing flexibility will widen your net and potentially increase the type of new clients you can take in.
Whichever steps you decide to take, even implementing a few to start could make a big difference in your client pipeline.
Grata is a modern company search engine for proprietary deal sourcing and targeted B2B campaigns. Grata’s search engine enables you to find private companies by strategic fit: what they do, how they’re positioned, and the markets they target.
Break free from legacy databases and Google search and leverage NLP-driven search to find companies that are right for you. You can learn more about Grata by speaking with a member of our team. Get started here.