Two genius 'selling' questions
This Module discusses strategies for recruiters aiming to secure business with large companies, emphasizing the importance of targeted and strategic approaches rather than broad, numbers-based outreach. Key takeaways include the necessity of having a concise list (preferably five potential clients) that align with the recruiter's or agency's strengths and specialties. The strategy involves knowing the potential client thoroughly, understanding their business, narrowing focus to a specific division or geographic location, and tailoring value propositions to meet their specific needs. Utilizing tools like LinkedIn and social selling are recommended to secure initial meetings. From there, the focus should be on demonstrating value in the meeting, guiding the prospective client through a structured process to highlight their needs and closing the deal. The importance of consistency in pursuing these targeted clients and starting with small projects to gradually build a significant business relationship is underscored by a personal anecdote of turning a small initial project into long-term substantial revenue.