As is true with the art of courtship, the art of winning over difficult to catch clients is a skill which every recruiter must cultivate.  Below are a few tips on how recruiters can win over the “hard to get” clients and opportunities which seem to evade them:

1. Understand the client’s desires and psychology.  When a recruiter calls a top-tier law firm, they employer already knows what they want – exactly what every other recruiter wants, the job order.  To distinguish themselves from the pack savvy recruiters need to make it clear that they understand the desires of the client right from the first call.
2. Nurture the relationship before going for the sale.  Recruiters who want to work with top-tier law firms know that they need to build those relationships over the long-term. Taking the time to attend industry events and meet and greet key decision makers at the law firms of your choice will go a long way in helping your win over difficult to catch clients. Recruiters who are known are more likely to receive job orders, so take the time to build a presence in the mind of the clients you want to work with.
3. Know your value and know your competition. What do you bring to the table that other recruiters don’t?  Is this added value something employers want, need and can benefit from?  If so, don’t be shy about letting potential clients know about your value.  If you appeal to the self-interest of difficult to catch clients, you’re more likely to get your foot in the door.