3 Ways To Secure A Client Meeting

The value of face to face meetings has been spoken about for decades, regardless of your industry or role.

Although a lot of us are still conducting virtual meetings, being able to see someone’s facial expressions and body language can allow you to get to know them better.

It’s also the perfect opportunity to showcase your personality and build trust.

Client meetings are the bread and butter of winning business as a recruitment consultant, however, it can be tricky securing a meeting (even when we’re all working from home)

Here are three ways to secure a client meeting!

Talk about long-term strategy instead of jobs

It’s easy to get caught up in the excitement of trying to pull a job from your first client meeting. However, unless you already have a strong existing relationship – it’s not likely to happen the first time. 

As a recruiter, you have so much more to offer than just filling roles – and your prospective client needs to know that before agreeing to a meeting with you.

Asking about the short, medium and long-term strategy on a call can allow you to assess how you can add value over time – as well as who else you may need help from along the way.

If they have pain points you can solve – that’s when you can suggest a meeting, whether that’s in person or over Zoom.

Their pain points could be around succession planning, re-vamping interview processes or even creating a new job description. These are all things we do as recruiters in our day-to-day life – so why can’t we offer this consultative service to our clients? 

It doesn’t always have to be about pulling a job.

Also, this method is a great way to assess whether a client meeting is necessary. It’s important to not get caught up in suggesting meetings with no agenda or outcome, as this can do more damage than good in the long-term. 

The best way of winning business is actually by giving more than taking. Are you giving, or just taking?

Leverage current work that you’re doing

If you’ve never heard the phrase “FOMO” – it stands for “fear of missing out”.

Securing a client meeting can be incredibly difficult if you haven’t got any substance or evidence to back up why it’s valuable.

However, there’s nothing more valuable than sharing information with a prospective client which will make them feel as though they are missing out on your expertise.

Now, it’s important to be honest – as deception isn’t how we roll here on this newsletter. 

However, sharing market information with a prospective client as well as letting them know about the work that you’ve done with similar companies in their space give you credible grounds for a meeting.

If they feel like they’re missing out on something valuable – they will see the purpose of the meeting. 

Some examples you could use are:

  • Roles you have recently placed with a competitor
  • Market information (non-confidential)
  • An event you attended or spoke at 
  • Other meetings you recently conducted and what the outcome was

Organise a roundtable event and invite them

Although the majority of events will need to be virtual for the foreseeable future, this shouldn’t deter you from using this as an opportunity to secure a meeting with them.

It’s a long-term strategy which can yield amazing results, and has been proven by many recruitment companies to be a great way to build long-lasting relationships with current and prospective clients.

So many CEOs, Founders, Hiring Managers and Talent teams are bombarded with calls about recruitment all day every day, so differentiating yourself is crucial. 

Whether it’s a roundtable intimate event, or a webinar with multiple speakers – hosting events that talk about more than just “jobs” will lay the foundations for client meetings in the future.

Don’t forget the power of word of mouth, especially among CEOs. If you can connect these individuals, it’s valuable for them and will only pay dividends in the future.

Once a prospective client sees the value you can add outside just filling a job, they will become much more receptive to meeting you and listening to your insight. 

The Ultimate Reading List For High Performing Recruiters

If you’re looking to improve as a recruiter, it’s going to take a lot more than building your personal brand on LinkedIn and booking extra client meetings.

The development opportunities for anyone in recruitment are limitless, you just have to tap into and hone the right resources that will work for you. 

We’ve taken the time to speak to the Recruitment Mentors community, as well as undergo our own research to compile the ultimate reading list for high performing recruiters!

You’ll see that we’ve broken down each book into categories, so you can easily find what will work best for you.

The Rich Recruiter - Andrew Leong

Great for: Junior Recruitment Consultants

Reading difficulty: Easy

Accessible on: Paperback, Kindle

What’s it about?

“Whether you’re new to recruitment, an experienced recruiter or a struggling recruiter, The Rich Recruiter is a step by step guide on how rich recruitment consultants achieve their success. The Rich Recruiter has been written specifically for recruitment consultants working for recruitment agencies. Therefore, it has remained completely true to the industry.”

The Rich Recruiter is a whistle-stop, ultimate guide to those who are in the earlier stages of their career. Although this book is marketed to those at all levels, it’s found to work particularly well for Junior Consultants as well as Mid-Level Consultants who have experienced a dip in billings/motivation and need some extra advice.

The three things you will learn:

  • How to win new clients, even in a competitive market
  • How to write, structure and target winning e-shots that pull in jobs
  • How to successfully negotiate and close deals that’ll maximise your fee rate while creating a win-win situation

Think And Grow Rich - Napoleon Hill

Great for: All career stages

Reading difficulty: Intermediate

Accessible on: Paperback, Kindle, Audible

What’s it about?

“Think and Grow Rich is the most important financial book ever written. Napoleon Hill researched more than forty millionaires to find out what made them the men that they were. In this book he imparts that knowledge to you.”

Think and Grow Rich is one of the most famous self-help/motivational non-fiction books ever made. There are thirteen rules in this book to follow, and the beauty of this book is it’s one you can refer back to no matter what stage of your career you’re at.

The three things you will learn:

  • The core 13 principles of financial success
  • How to implement specific strategies to earn more money
  • Traits and skills you can hone to make yourself a better salesperson

Money - Rob Moore

Great for: All stages

Reading difficulty: Difficult

Accessible on: Paperback, Kindle Audible

What’s it about?

“In a world which increasingly feels like it revolves around money, it’s easy to feel like the gap between the money you earn and the money you need to live the life you want is just too great. 

If you’re not where you want to be in your life with money and wealth, then it’s important to close the gap and get on track to creating the success that you want. Learn how to understand money, make more of it, and live the life you deserve”.

Money is a book that covers practically everything to do with money: how to invest it, how to respect it and how to not let it consume your life.

Money is a huge factor in every recruiters life, and this book highlights many theoretical and factual research on Money, as well as how mindset and how you value yourself and your time can impact how much money you make.

It’s a dense read, but one that any recruiter can take value from, especially if education around money is something that you lack. 

The three things you will learn:

  • How to have a healthy relationship with the money you earn
  • The importance of an abundance-based mindset
  • The slow and steady route to developing wealth

The Infinite Game - Simon Sinek

Great for: Anyone who is a manager or business owner

Reading difficulty: Intermediate

Accessible on: Paperback, Kindle, Audible

What’s it about?

In The Infinite Game, Sinek applies game theory to explore how great businesses achieve long-lasting success. He finds that building long-term value and healthy, enduring growth – that playing the infinite game – is the only thing that matters to your business.”

The Infinite Game is a book which is perfect for those who are in leadership roles, and want tangible insight and advice on leading teams, sustaining them and building trust. Sinek provides actionable takeaways throughout the book, and he’s known for his unique approach and stance to team building. 

The three things you will learn:

  • How to be emotionally available to your team without sharing too much personal information
  • How to build trust with teams over time
  • How to become a better leader

The Obstacle Is The Way - Ryan Holiday

Great for: Anyone who is a manager or business owner

Reading difficulty: Intermediate

Accessible on: Paperback, Kindle, Audible

What’s it about?

“With a simple change of attitude, what seem like insurmountable obstacles become once-in-a-lifetime opportunities. Ryan Holiday, who dropped out of college at nineteen to serve as an apprentice to bestselling ‘modern Machiavelli’ Robert Greene and is now a media consultant for billion-dollar brands, draws on the philosophy of the Stoics to guide you in every situation, showing that what blocks our path actually opens one that is new and better.”

The Obstacle Is The way is a motivational and inspiring book which focuses on mindset, attitude and how you approach business and life. Holiday draws on his own experiences to create a memorable and life-changing novel.

The three things you will learn:

  • Why the ego is truly the enemy
  • How to apply simple practices to your day to day life to become better
  • How to change your attitude to evoke positive change

How To Win Friends And Influence People - Dale Carnegie

Great for: All career stages

Reading difficulty: Intermediate

Accessible on: Paperback, Kindle, Audible

What’s it about?

Millions of people around the world have improved their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People, he offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.”

How To Win Friends And Influence People is another timeless book that can be read by pretty much anyone – not just recruiters. It’s one that offers a ton of insight, without feeling like you have to trawl through too much information to get to the point.

The three things you will learn:

  • How to increase your popularity, which can be applied to winning clients
  • How to become a better speaker both privately and publicly
  • How to influence to your advantage

What books do you think we’re missing that have had the biggest impact on your career as a recruiter? Leave a comment below!