RelPro is sponsoring the NYHRPS (NY HR People & Strategy) seminar on ‘Disruptive Technologies in the HR Industry’ on June 14th, and it got me thinking about how recruiting firms execute business development to target corporate decision-makers at prospective clients, and build relationships with them.
A survey by 360 Leads of more than 300 sales and marketing executives found that, among the 79% of companies carrying out lead generation programs in the previous 12 months, only 17% had reached their lead gen targets. I’d venture to say that these statistics aren’t far off when it comes to identifying, prospecting and closing deals with corporate HR groups business hiring managers.
There are many ways to develop business on the corporate client side, including email marketing and good old cold calling. Experts in the field will tell you that these are two of the foundations of any recruiter’s marketing strategy.
But how to get to the right people and how to differentiate yourself from the hundreds of other recruiters calling and emailing HR and hiring managers? The answer is prospect research and alerts.
Having more information on your prospects and knowing when critical events that lead to hiring opportunities are occurring can change a cold call to a warm call and ensures that you reach out to new prospects and existing clients at exactly the right time.
Many recruiters use Google Alerts and are stuck sorting through a deluge of information, potentially on a daily basis. A better way to handle this is to incorporate research and alerts into your Business Development/Sales Intelligence efforts. The right Sales Intelligence tool can make it easy for you to combine research and alerts with accurate contact information to make your business development efforts easy and impactful.
A user of our Sales Intelligence tool, Julie Bilinkas, had the following to say:
“I am responsible for Business Development for a 25 year old Staffing and Recruiting firm. I have found that the most difficult part of prospecting for new clients is getting access to key decision makers and department leaders. RelPro makes that easy! In the blink of an eye, RelPro gives me all of the information I need. In addition to providing all the necessary contact details, it gives me important “context” about the company and its leadership; allowing me to understand their business, their challenges and successes. RelPro is a huge time saver AND it allows me to do my job more effectively.”
If you work at a Recruiting & Staffing firm, have you tried RelPro for prospecting yet?
Relationship Capital Partners (founded in 2009) launched RelPro with a mission – to help businesses establish and develop executive-level relationships efficiently and systematically – by leveraging data aggregation and analytics. Like you, we know that business runs on relationships – and that success relies on the ability to establish, deepen, and defend these relationships over time.
RelPro is a trusted partner to leading global firms in financial services, technology, telecommunications and healthcare. We partner with premium providers of relationship data to deliver a unique combination of intelligence and expertise to our customers.
To learn more about RelPro, visit our website – relpro.com, give us a call – (888) 561 7890 or send us an email – firstname.lastname@example.org, or sign up for a demo. To learn what the market is saying about RelPro, read the reviews on G2 Crowd.