Attracting
prospective clients is just the first step in creating long-lasting
client/recruiter relationships that can support your business. Successful recruiters know that their
continued success requires the ability to convert tire kickers into paying
clients. Let’s take a look at how
recruiters can do just that:
Step 1: Assess the prospective client’s ability
to do business. Do they have the
cash and the authority to do business with you? Many times recruiters make the mistake of wasting time on
prospective clients who can’t do business with them even if they wanted to,
either because they don’t have the funding or they are not the decision maker
in the company.
Step 2: Assess
the needs and wants of the prospective client. Are you able to provide the services they are looking
for? Or would they be better off
looking elsewhere? If you can
prove to the prospective client that you can provide the services they need and
want, then you will be one step closer to converting them into a paying
customer.
Step 3: Keep in
contact with prospective clients.
Every prospective client does not buy right away. You may need to make up to 20 different
connections with them over time before they will be willing to buy. Setup a system where you can
automatically touch base with them every so often. Consider asking them to sign-up for your monthly newsletter,
blog or connect with them via your online social network.