This blog post is part of an eBook on Finding More Recruiting Clients Than You Can Handle. You can download it for free here.
Sourcing qualified leads for recruiting is rarely a cakewalk — and that’s often because most tried-and-true B2B lead generation strategies involve a lot of manual labor. While everyone needs to roll up their sleeves to bring in new clients, emerging technologies have introduced more effective ways to increase qualified leads in far less time.
Recruiting companies can take advantage of these new tools and strategies to find highly qualified leads, freeing up time to focus on other important growth initiatives.
The tips below will help save time and money — and create a pool of clients you may even need to expand to keep up with.
Word-of-mouth referrals are great – they come to you as a reward for your quality work and end results. Unfortunately, those referrals aren't in your control, and you can't decide when they come in. This makes new client sourcing shaky at best.
That's why it's important to set up diverse B2B lead generation strategies that keep qualified leads streaming in, turning word-of-mouth referrals into a bonus but not a crutch. Instead, set up new work streams that will bear fruit in the future. That could include:
Creating an incentivized referral program
Building your online presence through social media
Revamping your website to look more comprehensive and professional
Writing and promoting thought leadership articles that brand you as an industry expert
Conducting outbound sales calls or customized emails towards target clients
Building relationships at industry events
Diversifying how you bring in your leads will both expand your business and safeguard it for the future, so you can reduce reliance on a small handful of methods that have worked for you in the past.
Have you taken stock of who your most successful clients are?
Many recruiting agencies believe that they can't expand their business because the pool of potential clients isn't large enough. That's only true if your company depends on word-of-mouth referrals and the occasional LinkedIn lead.
Make sure you have well-outlined demographics around your ideal clients, including:
Common pain points
Once you have this down, you can expand your client search to fit your most successful profile and create a more ideal one – such as a larger industry size.
Manually searching for clients is how most recruiting agencies find new business outside of word-of-mouth referrals. It also takes a lot more energy away from what you could be doing — such as community building, sending newsletters, nurturing existing leads, conducting candidate interviews, or simply taking care of your clients.
Many recruiting agencies have already begun to automate parts of the hiring process, such as resume screening, interview scheduling, applicant tracking, and offer letters. Doing the same for your business development will help you focus more on your business and on sourcing better quality leads.
Look for a business or software solution that can pull together relevant and up-to-date leads for you, so you can focus on the higher value tasks of reaching out and closing.
Traditional lead sourcing lists usually consist of either data collected from events like conferences or through a team of people manually searching and aggregating information.
While this works for a limited amount of time, manually collected data doesn’t take long to go stale. Company sizes change, employees move to different positions, and funding fluctuates. This can create frustration for your team if you’ve spent money on lead lists and time on contacting leads whose information is out of date.
Instead, look for B2B lead generation data that’s collected through advanced automation tools. This means your team will get the latest and most up-to-date information, so you’re not wasting time chasing down the wrong leads.
Business search engines like Grata can surface specific data such as contact information for businesses that match the same profile as your most successful clients. By simply deciding your interest in geographic location, industry vertical, or business size, you can easily narrow down a list of highly qualified leads in a matter of minutes.
Sourcing new clients is never a cakewalk. By taking the time to diversify your strategy, use new tools, and reach out to ideal clients, you can transform your business in new ways you hadn’t even imagined were possible.
Grata is a modern company search engine for proprietary deal sourcing and targeted B2B campaigns. Grata’s search engine enables you to find private companies by strategic fit: what they do, how they’re positioned, and the markets they target.
Break free from legacy databases and Google search and leverage NLP-driven search to find companies that are right for you. You can learn more about Grata by speaking with a member of our team. Get started here.