The Lead Rich Recruiting Firm

A common belief is that recruiting industry success starts with the number of job orders you bring in. This is not true.

Success actually starts with the number of quality job orders (QJOs) you bring in! So, the question isn’t just how to get job orders, the question is how to get quality job orders.

The most successful recruiting firms know this. 
The others don't .

The first step in generating a consistent flow of QJOs is to have a healthy inflow of quality prospects. You’re better positioned to succeed with new prospects when they approach you because they see you as a trusted advisor.

You forfeit this position when you try “chase and convince” prospects to work with you. Generating a healthy flow of quality prospects that see you as a notch above your competitors is what lead generation for recruiting firms is all about! 

Recruitment firms have three potential sources of quality job orders:

  1. Repeat business with current and past recruiting clients
  2. Referrals of  prospects from clients, candidates, and other sources
  3. New client prospects who come from your marketing and sales efforts

Repeat business and referrals are great and are a sign that you are delivering quality results. However, you don’t want to rely on repeat business and referrals alone for the following reasons:

  • Existing clients don’t continue hiring indefinitely, and your relationships with them can suddenly change.
  • There are two problems with an over-reliance on referrals:
  • You don’t control the quality of referrals and can fall into the trap of saying YES when you should say NO.
  • If you reject prospects who are referred to you, you risk harming your standing with those who referred them.

The above recruiting industry business development pitfalls result from excessive reliance on repeat business and referrals. The most successful recruiting firms understand that they must also include a well-designed and executed lead generation program to optimize their revenue and profitability. The advantages of this recruitment industry best practice are:

  • You protect yourself from a sudden drop in QJO’s that can offset your best months
  • You can be more selective about the clients you accept when you have plenty of new prospect leads coming to you.

A few words about cold calling.

Some recruiting firm owners and leaders still believe that cold-calling is the most effective recruitment industry business development method. Cold-calling refers to calling prospects via phone who either don’t know who you are or haven’t shown any sign of engaging with your marketing material.

In most situations, cold-calling is ineffective because:

  • Few people answer their phones when they don’t know who the caller is and rarely return voice mail messages.
  • Most prospects are tired of cold-callers, so If they answer your call, they’re rarely open to talking to you.
  • Even if you overcome the above cold-calling hurdles, you’re likely to be viewed as a commodity, making it very difficult to succeed with clients. 
  • People who cold-call get worn out and frustrated and usually lose their confidence and enthusiasm.

Because of these cold-calling limitations, most recruiting firms utilize some form of electronic lead generation for new business development. Unfortunately, their efforts usually fall way short of their expectations.

Below are the common reasons that most recruiting firm lead generation efforts fail:

Problem: Lack of clarity on the ideal target audience/s (e.g., Industry, company size & titles). 

Outcome: You reach out to the wrong people and waste valuable time, money, and resources.

Problem: Low rate of acceptance from your LinkedIn connection requests.

Outcome: The effectiveness of your LinkedIn campaigns are minimal, and you have an increased risk of complaints that can harm your standing with LinkedIn.

Problem: Using a ”connect & pounce” approach after connecting with your prospects on LinkedIn, For example, “Thanks for connecting…, let’s set a time to talk about how we can help you.”

Outcome: You alienate prospects who could have been nurtured with more effective tactics. This results in a major loss of potential future revenue.

Problem: Poorly designed and executed email outreach program to engage new prospects.

Outcome: A  valuable business development resource is squandered. As a result, you fail to develop the inflow of qualified leads that are essential to your growth.

Problem: You use inefficient, manual processes to send messages to your audience.

Outcome: You can’t send out the volume and frequency of messages to generate your desired results and end up wasting time and money in the process.

 

How many of the above issues have you experienced? The Recruiter’s Coach has extensive experience helping recruiting firms design and execute successful lead generation programs.

 

Putting it all together.

The optimal results in new business development for your recruitment firm come from the synergistic effect of combining multiple lead generation tactics. Your credibility and name recognition accumulate when your target audience develops an affinity with your brand from the content delivered through various media over time. This is a key component of how to build a recruiting business!

This results in you being perceived as a trusted advisor whom they want to approach to solve their hiring problems.

The Recruiter’s Coach can help you design and execute a  lead generation program that:

  • Combines LinkedIn, email, and your website in a manner that magnifies your brand awareness and credibility.
  • Provides a proven step-by-step approach that you can successfully implement without overwhelm or excessive cost.
  • Is designed to be adaptable as the market changes.

Why The Recruiter’s Coach v.s. other lead generation resources?

Most companies that offer lead generation/marketing training do it via “group coaching calls.” You don’t receive one-on-one coaching and advice.

The Recruiter’s Coach provides the exclusive, one-on-one experience that most people require to quickly learn and implement new processes and technology. Most people who participate in online training with group support never complete or implement the training. The fact is that:

  • There’s no substitute for talking privately about challenges you’d rather not discuss in a group.
  • When you’re in a group meeting, you usually have very limited time to talk to the coach since multiple other people also need time.
  • There’s no substitute for having an instructor share their screen and record training specific to you for your review when helping you learn new processes and technology. 
  • There’s no substitute for having an expert to talk you through the fears, doubts, and procrastination that are the enemy of execution.

Having a successful lead generation program is not just about attracting new prospects. For optimal success, your efforts need to be integrated with:

  • A quality sales process to convert the right leads and reject the wrong ones.
  • A recruiting model that’s based on retainers or exclusives so that you are not “just another contingency commodity.”
  • A recruiting process that consistently delivers quality results and accommodates the increase in new job orders that arise from the lead generation efforts.

The Recruiters Coach built its business through lead generation. We teach clients the same niche recruiting strategies and tactics that have been successful for other clients and for us.

The Recruiter’s Coach truly understands recruiting firm owners. We are not a marketing company wearing recruiting firm branding. I worked as a recruiting professional and owner for 25 Years, and I understand the reality that you face by adding a new marketing project on top of your already busy job.

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