How can a start-up, a temporary recruitment agency, best establish a binding relationship with its prospective clients?
We have already identified our target market and we now want to establish contact with them. How can we approach them to successfully sell our services?
These are two different questions:
1.-How to approach:
Don´t go directly with your offer of services.Let them know like a newspaper news, or a newsletter referring to you and a sample situation, example:
Headline.TeReA helps hospitality industry, in summer time.
TeReA, has solved the personnel crucial situation of several hotels , in this summertime, when sudden increase of booking,...in third person verb.....
Make a try, wait and mesure result, then try again...
2.- Binding relationship:
ASK the clients directly : What, When, How...they want...and get ready to offer, with difference and value added from others.
A "start-up", a "temporary recruitment agency", best establish a "binding relationship" with its prospective clients? You identified your "target market" and NOW "want to establish contact" with them. HELP with the "approach them" to "successfully sell your services (""temporary recruitment agency services"")". I must admit,, you got good response to the "approach" and "successful sale of your services". Why is your agency temporary and for how long are you in the market? The power of persuasion, product-knowledge, providing the required candidate's job specs in-time; efficiency and effectiveness; understanding client's markets; . adds on.
If you have identified your target market and you have set up your operation than it means that you know the exclusive reason why you are in business for them. Call these potential customers and make sure that they understand that typical difference why you have decided to create this service for them.
One notion I picked up during my years of consulting is that a general question usually results in only a general response.
Assuming you have no "stealth" concerns, I think it would benefit you to identify his niche as the advice could be more targeted. A few examples of potential niches might help to illustrate this point:
1) (nearly) obsolete programming languages such as Mumps, Forte, Cobol, etc.
2) Platform-based such as SAP
3) Technology-based such as cloud, or big data
4) Vertical - such as pharmaceutical, insurance, non-profits, etc.
On a more practical note, the larger companies may have an authorized list of recruiters. This will require first getting on the list and then respond to job postings. In this scenario you can be assured of significant competition for openings as well as "a level playing field".
Do you mean "binding" like they're legally bound to you, or do you mean "binding" like long-lasting?
If it's the first, forget it - unless you develop a good relationship, no amount of legal binding will make everyone happy (and it will cost a lot of money)
If yu want you clients to keep coming back - you need to find out what is important to them about having a relationsip with you - then fulfill it.
I recommend a great book called "Selling with Integrity" by Sharon Drew Morgen which focuses on how to develop the kind of lasting relationship you want.
No relationship, no sale
the basic capital for the data of any recruitment agency is the data bank of Human Resources. Either you can compile it yourself or you can form a network of the agencies.
When you have good network of the agencies then you can approach the clients.
In recruitment business, human capital is the crucial assets
Befor you start one, pl see what are your aims and objectives behind starting one- and why the tag " temporary?".
Secondly what is your mode of operations and which are the areas/ sectors you wish to recruit in.
Thirdly do you intend to operate alone form home or you are renting/ purchasing an office space?
Fourthly , please be advised that recruitment is a full time hands on job.
What are your sources of funds?
Kindly consider these before you venture into the business
See the other discussion in this Mosaic space: http://www.mosaichub.com/open_forum/question/i-worked-for-it-staffing-firmsohow-should-i-create#27272
You will only successfully sell your service to someone who doesn't have a staffing partner and needs to staff up right now. Network to find those clients, find them some super people really fast, and you'll be their staffing partner.
Do not sell services at the point of first meeting. Understand your target market needs and show interest in them. Listen more before speak out the services you offer. After catching a point that they need something related to your services, intro and briefly explain that service. Do not go in details, let them ask you more, this will increase the curiosity of the prospect.
Now that you know your target market, you need to find out where they hang out and how you can reach them. What sort of advertising techniques should you use to reach your target audience? For this you will need more information about your target audience. Where do they hang out (online and in the real world), what sort of publications do they read, what are their aspirations, etc. Once you know that, you will be able to decide how to present your services to them, based on your budget. For example, if you know your target audience frequents particular websites or forums, you can use those venues to place advertisements geared towards them. If they read a particular magazine, you can place advertisements in that magazine.
First, look at your communication. In your question you say your a 'Temporary' recruitment agency looking to make 'binding' relationships ... By saying 'binding' it sounds like you're requiring something specific from them. What are you offering them? 'Temporary' doesn't sound very long term. Before you consider what you want or require, think of what you have to offer. What are you REALLY delivering. Without them, you have not business. Cater to your clients first. Deliver real value before you talk about 'binding' anyone to anything.
Remember that we live in a time when it's fairly easy for people to work independently. Why would they work with you? How are you meeting their needs. Always come from the other side of the table first. If you can deliver a service that's of value to your clients, they'll stick around. They have options.
Offer them your services in such a way that they can't refuse. For example, give them a free demonstration of your effectiveness in a win-win way. To win your most targeted clients, offer them a garantee of 100% satisfaction, otherwise you refund them or rectify the situation.
Bottomline, you need to be a top notch agency that distinguish yourself from others by your professionalism and effectiveness.
The temporary staffing industry is very fast paced, you need to be up and running before trying to sell your services or your reaction time will be too slow during the ramp up period. They will only give you one shot! Your clients need people when they need them and there is always urgency in temporary recruitment. Once you are set and ready to go then you can approach your potential customers to sell your service. Be prepared with a list of differentiators that set you about from your competition.
Perhaps you could hold a small presentation about something that is important in your focus industry or even a topic close to their hearts like workers compensation. Come out strong and look like industry leaders and not industry followers and they'll be coming to you for their recruiting needs.
Best of luck to you.
Hello Evans , As you have Identified your targeted market , Only you need to determine the way to approach them , I think the best way is to follow a particular procedure which reflects a certain level to serve the client , concentrating on quality not quantity of clients -It may take longer time but your clients will grow with stronger relations & more confident in your company , I have seen this practically with one of my friends .
I totally agree with Karen in needing to know what your goals are. Also it is huge to understand your market/industry that you are trying to reach. Get a plan together that fits your budget. My company can help you to understand the competition and help set up that blueprint that will work for you. Go to www.roiiq.com to see details on the program we offer.
First, I'm interested in your initial words "a start-up, a temporary recruitment agency". Are you only planning on being set up for a short period of time?
What is it that makes your offering different to others? In other words, what is your strategic advantage.
If you were to treat these prospective clients as if they were people you were going out on a date with, how would you then approach them? Knowing that dates are all about getting to know someone.
Do you understand how your target market interact with the market? i.e. do they use social media, are they paper based people who read the newspaper.
More questions for you than answers from me.
Make sure you have your strategic objectives in place, with goals and measurables. Ensure your team has a sound mission and vision in place, and above all, do a complete session to establish your value proposition that will allow your team to differentiate your agency over any other.
Next, begin to establish relationships. Never sale, always be buiding relationships. Show your potential clients that you are about their needs and the overall relationship over just about what your needs are (even though your needs are there). Show them that you are client centric in your efforts, and place this into your value proposition. Work hard to uncover your clients needs, and have your team ready to work as hard as needed to identify the talent that your clients will need and request. Your effort and results will have to speak for themselves over time as you build your reputation. Lastly, as you establish credentials, ALWAYS request your clients to professionally comment on your services, and to provide referrals. If I can assist more, please private message me.