When it comes to recruiting, the ties you make with clients can be all important. Rather than viewing them as a way to make a quick buck, you need to earn their trust if you want to keep them around for the long haul. It’s simple - if you don’t build a genuine connection with your clients, then you can’t expect them to commit exclusively to your company. Employers don’t want to spend their time hopping from one recruitment agency to the next, but are more obliged to do so if they aren’t convinced by your philosophies and workrate. In order to become the go-to guys in your industry, you need to start thinking long term.
Don’t Dive Straight In
It can be easy to go on the charm offence from the outset, but overdoing the flattery can actually do more harm than good. Clients know when you’re being fake and although they might appear to be schmoozed by your tactics, underneath they will be questioning your motives. Instead, you need to prove your intentions through your work and this takes time to perfect. However, once your client sees the effort you are putting into finding them new talent, they will begin to get on board with your methods.
Get To Know How They Operate
Keeping track of your client’s affairs is a great way to workout their recruitment needs. Specialising in their industry can be a huge bonus, as you will already be up to date with the latest trends. You needn’t be an expert in their particular niche, but it can help to know a little more than just what’s in their file. Staying in the know can be as simple as checking their company website every now and again to get an idea of what is happening in their workplace. If you feel there’s an opportunity for your services, then be sure to offer them rather than waiting around for a call.
Make Them Feel Like Your Favourite
Your client is bound to know that you have other companies on your books, but this shouldn’t stop you treating them like they are the only one that matters. Regardless of a client’s size, you should make them feel as if you are putting 100% of your effort into finding them a quality workforce. Whilst small companies may not afford you as many opportunities as more established businesses, they should be considered as equals when it comes to customer service. For one, you don’t know where these connections will lead. Hiring managers are more likely to refer you to friends or colleagues if you offer them unrivalled service and will take your name with them if they ever switch jobs.
Always Respond Quickly
Even if you don’t know the answer to their question or are busy working on another project, letting your client know you are thinking of them goes a long way. If they send an email asking for your help, then acknowledge that you’ve received it. If you miss their call because you’re in a meeting, then send them a message letting them know you’ll call back at the earliest convenience. Some recruiters get so caught up trying to solve their clients’ problems that they forget to respond at all, which only leads to uncertainty on the client’s part.
Be More Than Just A Contact
For many clients, the only contact they have with recruiters is via email or over the phone. Whilst this may be more efficient, it is certainly not the best way to get to know one another. If you only contact your client when the need arises, then you end up in a very tentative business relationship. During stressful moments, where you need to talk with each other one on one, this can become a problem, as neither of you will feel particularly comfortable around the other. Be sure to meet your clients face to face every now and again to find out how they feel about your methods.
Author Bio: Ron Stewart is a recruitment specialist, with over 30 years of industry experience. Having previously owned companies in the IT, Construction and Medical sectors, Ron is now running the job board site, Jobs4Medical.
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