Recruiting Business Development
The Ultimate Guide to Business Development Strategies for Recruiters
When you launch a new recruitment agency (or the pipeline dries up), you have to work twice as hard to win new business. Fortunately, we’ve been through it all and today, we’re here to share the top 5+ business development strategies for recruitment.
Here’s how to get from point A to point B(usiness)!
1. How to Compete with Your Recruiting Competitors Using Business Development Strategies
Prospective clients keep getting calls and emails from your recruiting competitors, but are you the one agency that can give them results?
You can’t promise results, but you can go the extra mile to differentiate yourself from the competition.
Use an account-based business development strategy for recruitment. Create a list of prospects who have:
For example, you wouldn’t target an early-stage startup that hasn’t yet received funding. But you would target a Series B startup that’s rapidly expanding and needs help from expert recruiters.
Similarly, hirings & firings in a mid-market company could be a call for recruitment help.
Then, network with the key stakeholders in the target companies. You won’t be able to scale this approach as your agency grows, but in the beginning, be prepared to deeply understand the prospect’s challenges and devise ways to resolve them.
Take it one step further by selecting the ideal candidates from your own pipeline. When you understand the client’s challenges, whip out the right resume with the help of Allsorter.
2. Essential Business Development Tip for New Recruiters: Build a Brand
Every new business struggles with asserting legitimacy, which is where recruitment branding helps.
When a prospect receives your email, you want them to feel like they’re in the hands of an expert. They’ll judge you by more than just the cold email content:
3. Go into Action During Your Warm Call
Don’t say you’ll follow up with an email. If a prospect is qualified and interested, make the next step right in the call:
Everyone needs to shorten their time to hire. Prove you’re uniquely qualified to find the ideal candidate fast by gathering the necessary information and offering expert suggestions for moving forward with the process.
Expert Business Development Tip for New Recruiters
Wow your ideal prospect; come to the call prepared and brand the ideal candidates’ resumes.
Try to gather information about the prospect’s recruitment blockers and address them in the call. Highly-valuable prospect? Give them a few candidate examples from your ATS.
Hit the ground faster with Allsorter – instead of scrambling to get the right resumes, you’ll have them ready for the client.
4. Business Development for Recruiters Is (Still) a Numbers Game
Remember the golden rule: keep your pipeline full.
The more targeted prospects you have, the easier it will be to expand your book of business. And once you start hopping on calls or firing off those emails, keep an eye on the metrics.
How to Use Vital Recruitment Business Development Metrics
These metrics will show you where to speed things up and where to give them more time.
For example, a 5+ stage sales lifecycle may be too long and result in leads dropping off.
Similarly, if you generate leads quickly, but your conversion rate is nothing to write home about, you might want to improve your prospecting.
5. Keep an Eye on Industry News to Win New Recruitment Business
You don’t have to become a journalist to launch a successful recruiting business development strategy. However, it’s much easier to specialise in one industry and stay tuned to the news to find new leads.
For example, was there a recent acquisition in your target industry? Did a company receive funding?
All of these are good signals that the company requires a recruitment specialist.
Similarly, staying updated on your target industry’s events will make you better prepared for the call.
Prospects find it refreshing when someone understands their industry – or shows the willingness to accommodate its little quirks in the recruitment process.
If you can’t specialise, understand the critical recruitment challenges in the prospect’s industry. For example, if you’re targeting a SaaS company, empathise with the challenge of finding high-quality software developers and prepare a mitigation plan.
6. Personalise Your Cold Outreach
If you can pick a list of highly-targeted prospects and pre-select (and anonymise) a few candidates from your ATS as a taste of what’s to come, you’ll get higher open rates.
But if that’s not an option and you need to focus on quantity, personalise. Your competitors don’t have the time for it.
It’s Time to Land New Recruitment Clients!
Don’t get intimidated by business development! As a recruiter, you’ll drive plenty of value to your clients.
Recruitment tips for recruiters:
To enhance the recruitment process, you can implement a set of guidelines including comprehending job specifications, developing a strong job description, utilizing social media and job platforms, efficiently screening candidates, carrying out comprehensive interviews, and maintaining candidate interest throughout the hiring process. Recruiters should also regularly assess and enhance their recruitment strategies to draw top talent.
However, remember to pick the right prospects, personalise your communication, and establish your brand early on. Your competitors already have a network – you have yet to build it. Do it properly and soon enough, you’ll have clients calling you.
Did you enjoy this post? Here are some more recruitment topics you might be interested in:
Speed up Resume formatting, Reduce bias, Supercharge your agency’s brand and maintain the security of the Resume data within your organisation.
Franck is CRO (Chief Revenue Officer) of Allsorter.com and have over 15 years of experience in Digital Transformation, both in Ireland and internationally. I oversee commercial activities for our AI-powered solutions for the human resources industry. My passion for leadership through delivering inspirational culture, maintaining, driving high performance, and helping my team members get the best out of themselves to overachieve on their goals has led me to be the CRO of Allsorter.com.