Join Barbara Bruno for an in-depth discussion in this video How to build a profitable client base, part of Strategies for External Recruiters.
- As an external recruiter, it's going to be…really important that you take time…to position yourself with the clients…that are going to really make your future.…Truthfully who you pick as clients…can either make your future very successful,…or they can sabotage your success,…and so it's really important to understand…how to select the clients that you're going to…represent throughout your career.…First of all, understand, you want to position yourself…as a trusted advisor.…The truth of the matter is if clients only…hear from you when you're making money from them,…they consider themselves a revenue generator for you.…
I love when I'm in front of audiences…of corporate executives or talent acquisition professionals,…and I say we want to be a trusted advisor,…and they go, "But the only time you ever hear from us,…"or that we hear from you, is when you're…"making money on us."…So you need to call them on a consistent basis…and position yourself as that workforce, workplace expert.…Now if you want to have a territory, a client territory…
As a recruiter, having a great relationship with your clients is critical for your financial success. Barbara explains how to build a profitable client base, differentiate yourself from your competition, and how to effectively market candidates to your clients.
To be successful with any client, you also need to build your talent network—and know where to find talent, how to screen and interview candidates, and how to overcome objections from candidates or clients. Lastly, Barbara outlines best practices for a lifetime of success in recruiting.
- Finding career opportunities in recruiting
- Dealing with clients, candidates, and competitors
- Building a profitable client base
- Differentiating yourself from other recruiters
- Attracting candidates through referrals and networking
- Overcoming objections from clients and candidates
- Recruiting temporary and contract workers