Business Development
Topics discussed include overcoming the fear of rejection using the "law of averages" and market mapping strategies to efficiently build recruitment desks. Emily highlights the importance of knowing your numbers: understanding conversion rates and the expected number of interactions needed to achieve recruitment goals, which can help remove emotional barriers associated with rejection. Market mapping is critical for identifying key decision-makers and target industries, streamlining the approach towards potential clients.
The session also covers various techniques for approaching prospective clients, emphasizing the need for persistence, with six to eight touch points on average required to convert a lead. Discussion extends to strategic uses of candidates' resumes and reverse marketing to generate leads, alongside leveraging existing databases for reactivating older client relationships. LinkedIn and other digital platforms are emphasized as vital tools in connecting with decision-makers and executing well-structured sales calls.
Emily advises maintaining a simple, clear, and person-centered approach in all communications, ensuring engagement and clarity in value propositions. These strategies aim to not just connect but also convert interactions with potential clients into productive recruitment partnerships.
Emily advises maintaining a simple, clear, and person-centered approach in all communications, ensuring engagement and clarity in value propositions. These strategies aim to not just connect but also convert interactions with potential clients into productive recruitment partnerships.