These Are the BEST Type of Leads for Recruiters
(Editor’s note: the following article is by industry trainer and speaker Barb Bruno, CPC/CTS of Good as Gold Training. Barb has served as a keynote speaker at recruiter networking events like the Top Echelon National Convention and Fall Conference multiple times. She has also presented webinars for the Top Echelon Recruiter Coaching Series. Barb is a trusted voice in the recruiting and staffing industry, as well as a valuable contributor to the resources that Top Echelon provides.)
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It is important for you to conduct revenue modeling before you address the topic of generating client leads. Review where you have made placements during the past two years, which will help you to identify your best business. You then want to generate leads targeting this best business.
The best client leads should be generated from your current clients and candidates. Referred business is always the best business because of the inferred level of trust. Most recruiters don’t recognize leads because they are too busy working their desk. This is “gold in your database” in the form of endless leads.
If you’re doing a great job for your current clients, they will be willing to refer other clients to you as long as they don’t feel this new client will be their competitor for access to the best talent you represent. You need to assure them that they will always have first access to top talent.
Client referral program = more leads
You will also obtain increased client referrals when you develop and promote a client referral program. It was no coincidence that client referrals increased by over 100% when we formalized the approach to client referrals and offered to donate to our clients’ favorite charity if they referred someone to us who hired from us.
The charity could be personal, like their church or children’s little league team or it could be a major charity. Have a plaque created and have the charity go to the company to present the plaque. Often, a picture is taken and is included in the company newsletter and the plaque is hung in the front office.
Candidates can also provide client leads by sharing where they have interviewed. In addition, they could provide you with inside information on past employers, which allows you to make informed marketing presentations. They can identify the best companies to target, as well as companies they would never consider. They will share why they like or dislike certain companies, providing you with inside information.
A list that includes leads from clients and candidates is more valuable than any other type of lead generated!