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Offered and Accepted: A Recruiter's Guide to Sales von Brooks, Natasha (eBook)

  • Erscheinungsdatum: 02.09.2013
  • Verlag: BookBaby
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Offered and Accepted: A Recruiter's Guide to Sales

Practical and easy-to-read, Offered and Accepted: A Recruiter's Guide to Sales is the book that should be on every recruiter's desk. From generating candidates and clients, to negotiating rates and closing offers, Offered and Accepted covers every aspect of the recruitment process and provides you with the know-how needed to achieve outstanding results in a competitive market.

Produktinformationen

    Format: ePUB
    Kopierschutz: AdobeDRM
    Seitenzahl: 120
    Erscheinungsdatum: 02.09.2013
    Sprache: Englisch
    ISBN: 9781483503936
    Verlag: BookBaby
    Größe: 219kBytes
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Offered and Accepted: A Recruiter's Guide to Sales

Chapter Two: Business Development

A crucial part of our job is to actively engage in activities that are going to generate positions for our candidates. A steady supply of vacancies is essential for us to maximise the number of placements we make.

Where are you now?

Unless your market is highly specialised, you may have hundreds of companies that are potential customers. Knowing where to focus your efforts can be difficult, but assessing your current and known-potential client base is a useful place to start.

It can be helpful to categorise each client by which definition most closely describes your relationship with them. If you are new to a desk, consider the relationship they have with others in your company.
Category Definition A list
Strong ongoing relationship.

Definite need for your services.

Plenty of prior engagement - placements, interviews, meetings, etc.

High levels of commitment.

Confident that the client would contact you if they had a need.
B list
Good relationship.

Definite need for your services.

Some prior engagement - placements (maybe), interviews, meetings, etc.

Some commitment.

Not definite that the client would contact you if they had a need.
C list
Tenuous relationship.

Definite need for your services.

Little prior engagement - occasional interview, speculative submissions, etc.

Little or no commitment.

Doubt that the client would contact you if they had a need.
D list
No relationship.

Unknown need for services.

No prior engagement.

No commitment.

No reason to think the client would contact you if they had a need.

Where do you want to be?

Consistent top performers often have a core group of clients that provide them with a steady stream of jobs. These 'A' list clients usually account for the majority of their billings. New recruiters often look at top performers with envy and think ' I want clients like that' and no wonder: there is no doubt that repeat business is easier than new business.

Repeat clients are more likely to call us with roles, and terms of business are agreed. We get to know these clients and their requirements, making it easier to recognise suitable candidates and present the roles. Repeat clients grow to trust our service and our judgement, making them less likely to engage with our competitors and more likely to listen to our advice. We spend less time knocking on cold doors and more time sourcing candidates and filling jobs.

We want to be where the top billers are: plenty of 'A' clients, other clients heading towards that status, and little time wasted on those that offer little or no potential.

How do you get there?

Focus on a specific market
Focusing on a specific market makes it easier for you to learn who your prospective clients are, what your candidates actually do, and the key issues concerning both. The knowledge that you gain enables you to give good advice and show credibility. Focusing on a specific market makes you more likely to have multiple opportunities for candidates and multiple prospective candidates for clients. Focusing helps you to build relationships and become known in your market.

Be proactive
Recruitment is a competitive industry and it is a mistake to think you can sit back and wait for your market to come to you.

The phone is the most effective way to engage with customers on a one-to-one basis, but time constraints mean that we need to employ additional methods to be proactive across all of our potential market. Speculative CV mailers

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