10 things you can do to grow your client base today
1. Go to industry events.
Finding niche events that your key clients and candidates go to is a great way to get face time in a setting that isn’t forced.
Sometimes, client meetings can happen prematurely – so instead of wasting a client’s time, go to an event instead where you can meet them in a “softer” way – slightly more casual, and also allow them to put a face to a name.
2. Join industry-relevant social media groups.
Whether it’s WhatsApp, Slack, Discord, or LinkedIn – there are a ton of social media groups out there that are relevant to you.
Make sure you’re present and offering your input and advice. It’s all about offering long-term value beyond just recruitment.
3. Prioritise catch-up calls (and book them in)
I know I bang on about the power of a catch-up call, but how often are you checking in with clients with who you haven’t signed terms yet? Make it a priority!
4. Start a newsletter for your niche.
If I’m not solid proof that a newsletter works – I don’t know what else to tell you! It creates community, it allows you to have a regular touchpoint with a large group of people, and it allows you to showcase your value.
5. Simply just….ask (for more clients)
A good old-fashioned cold call, email, or LinkedIn message never hurt.
Some clients love a direct approach, so make sure that you’re mixing it up.
6. Start your very own podcast.
You will be surprised how effective this can be to generate clients & recruiters are perfectly positioned to start one.
Sometimes recruiters just need another reason to speak with people beyond the typical stuff – jobs, candidates etc.
A podcast is a great reason & a brilliant door opener.
I guarantee you that you will get way more “yesses” from potential clients if you reach out with “how interested would you be in being a guest on our podcast where we interview senior leaders in our space to educate & inspire future talent in our industry?”
7. Invest in your personal brand.
LinkedIn is every recruiter’s bread and butter, so if you’re still using it to just post jobs – you’re doing it all wrong.
Even if you post twice a month, it’s better than nothing.
Having a presence in the market enables you to build a name for yourself, thus making it easier to win clients.
8. Ask for an introduction a week.
Utilise your current network, ask for introductions, and make it a weekly habit to cultivate new client relationships.
9. Host your own events or roundtables.
If attending events becomes successful for you, start hosting your own.
They can be budget-friendly (often completely free if done virtually) and create a relaxed setting based on education and adding free value.
Networking is key.
10. Use your successful projects & partnerships to win new business.
If you haven’t put together some of your best-case studies then you’re missing a trick.
Clearly demonstrating how you have saved X business time & money can become some of your most valuable sales collateral.
Ensure you focus on demonstrating the problems you solved, the outcomes you achieved & start using these stats in your client outreach – it works.