Doing business development to gain more recruiting clients

Jonathan Kidder

2 years ago

As a freelance recruiter, finding new clients can be a challenging and time-consuming task. While sourcing candidates may come easy, attracting new clients requires effort and effective outreach. In this article, I will share some tips to help improve your business development strategies, so you can connect with the right hiring leaders and secure more clients within your niche recruiting space.

How to improve your business development outreaches:

Business development involves more than just sending emails. It’s about building relationships, and it’s often the most challenging, yet crucial, aspect of a full-desk recruiter’s job. Imagine your desk as a manufacturing plant, with placements as the end product and candidates and job orders as the raw materials.

While emails can help start conversations, ultimately, building rapport, overcoming objections, and gathering information require phone calls. When I first started in the industry, we made 50 phone calls a day to hiring managers, promoting our most outstanding candidates and scheduling interviews. Despite sending out many candidates, it took me two months to make my first placement.

To improve your chances of success, focus on contacting decision-makers, such as owners, managers, VPs, and directors, who interview candidates and make hiring decisions. Avoid HR or TA, as they can only say no, not yes.

Depending on your niche, consider marketing your most promising candidates or using an assumptive opening pitch. Assume the hiring manager has an opening and offer your services. For instance, “Hi Joe, I’m TJA2, a headhunter in basket weaving. We recently finished a search for a sales rep in Chicago for Baskets R Us and heard that you’re also looking for a sales rep. Can we help you, like we did with Baskets R Us?”

Establishing credibility by mentioning your past work with their competitors and showing your industry knowledge can help create a sense of urgency for potential clients. While email is an option, it lacks the personal touch of a phone call.

Remember, success in business development takes time, consistency, and perseverance.

Pitching leads:

I came across a suggestion for finding new clients in your niche as a recruiter. The idea is to start by sourcing potential candidates for a particular role, then approach clients who are currently hiring for that position. When pitching your candidate, it’s best not to reveal their name until you have agreed upon a fee.

While I’m not experienced in business development myself, I find this approach intriguing and worth exploring. The suggestion was shared by a recruiter who went on to start their own business, so there may be some value in giving it a try.

Email template example:

Dear [Hiring Manager],

I hope this email finds you well. I am writing to introduce you to one of my top candidates who I believe would be a great fit for the [Insert Position] role you’re currently seeking to fill.

[Insert Candidate’s Name] has [Insert number of years] years of experience in [Insert relevant industry or job function] and has demonstrated a track record of success in [Insert key achievements or accomplishments]. They possess strong [Insert relevant skills or qualifications], and I believe their expertise aligns perfectly with what you’re looking for in a candidate.

In our discussions, [Insert Candidate’s Name] has expressed a keen interest in working for a company like yours, and they are excited about the opportunity to contribute to your team’s success. I am confident that their [Insert positive qualities or traits] would make them an excellent addition to your organization.

I understand that hiring decisions require a lot of consideration, and I’m happy to answer any questions you may have about [Insert Candidate’s Name] or my recruitment process. Please let me know if you’re interested in learning more about this outstanding candidate.

Thank you for considering my recommendation, and I look forward to hearing from you soon.

Best regards,
(Name)

Cold calling still works:

The reason agencies or independent recruiters earn bigger paychecks is because the risk is greater. Unlike salaried positions, recruiters only earn money when they make placements. This requires them to be skilled hunters, capable of sourcing candidates and getting them interested in a position without revealing the company’s identity.

Despite claims that phone calls are unnecessary, I believe they are still crucial to successful business development.

Other tips to find new recruiting clients:

Here are some tips for finding new recruiting clients. Remember, building relationships and establishing trust is key when it comes to finding new clients. Make sure to follow up regularly and provide excellent service to your existing clients to keep them coming back and referring you to others

Networking: Networking is one of the most effective ways to find new clients. Attend networking events, join professional associations, and connect with people in your industry on social media platforms like LinkedIn.

Referrals: Reach out to your existing clients and ask for referrals. If they are happy with your work, they will be more than willing to refer you to their contacts.

Cold Calling/Emailing: Reach out to potential clients via email or phone to introduce yourself and your services. Make sure to do your research and tailor your message to their specific needs.

Social Media: Use social media to build your brand and reach out to potential clients. Share relevant content and engage with your followers to build relationships.

Job Fairs: Attend job fairs and career expos to connect with potential clients who are looking for talent.

Partnering with other businesses: Consider partnering with other businesses that complement your services. For example, if you specialize in executive recruiting, consider partnering with a company that specializes in resume writing.

Online Advertising: Consider investing in online advertising to reach potential clients who are searching for recruiting services online.

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