Do you build strong business relationships?
Business development is a big part of being a recruitment consultant. You regularly need to meet with clients, understand what their needs are, and develop new relationships.
Suffice it to say building strong relationships is essential in the life of a recruitment consultant. Here are some tips on how to cultivate solid relationships:
1. Meet your client in person.
Sometimes a business relationships starts with a phone call or an email. If they are located near you, set up a meeting so you can know the face behind the email address. You can visit their office or meet them over coffee. Very important when you are attempting to influence a candidate to take a job with them!
If your clients are located in another state, arrange for a video conference. But if you get the chance to travel to the same city, do drop by for a short meeting.
2. Remember them during important milestones.
The company may have received an industry award or your client has just been promoted. Take the time to send congratulatory messages or send a token. Use the chance to update each other.
You can set up specific keywords in Google Alert so that you are alerted for any media coverage. Make sure you also add clients in your LinkedIn account so that you can keep track of professional changes.
You may feel the need to impress clients and ramble on with what you can offer them. It’s never acceptable to do that. It’s important to listen to what they say in order to identify what they need and then provide an appropriate solution.
4. Be proactive.
Check up on your clients periodically. You can email them with links to resources that may interest them. These may range from industry news to professional leads to personal interests. You can do this once a week just to keep in touch.
Clients appreciate it when you get in touch with them without making any sales pitch. It gives them the impression that you are truly building a relationship and are not just after making money.
5. Encourage honest feedback.
Business development is not just developing new clients but also cultivating current relationships. Ask for feedback on how you are doing as a recruiter so that you can continuously improve yourself. Taking their pulse regularly allows you to make adjustments, if necessary.
6. Be honest.
It is also essential that you are honest and provide honest feedback, too. If a client asks you something and you don’t know the answer, be honest about it. If a client asks you for a service that you currently do not offer, tell him so.
But don’t stop at that. Be proactive and provide alternatives. You can do your research to answer your client’s question or customize your services to address your client’s needs.
It takes time and effort to build and cultivate relationships. It can be challenging but it is very rewarding.
What do you do to build solid relationships? Share it here.
Until next time, be the best you can be. Gaynor