It’s Time to Go Out on a Limb!
In the Sales Profession, business that is the easiest to attract is often referred to as the “low hanging fruit.” Where can you make the quickest or easiest next fill or placement?
Recently, I talked to the Owner of a very successful Marketing Firm. His felt anybody and everybody can reach the “low hanging fruit.” But if you really want to attract the best business you need to go out on a limb. You need to find the largest, strongest limbs because those are filled with the “bounty” that no one else has the courage to go after!
What clients do you want to attract?
Where do your Top Talented Candidates want to work?
What level of Searches, Temp Assignments or Contracts do you want to work?
What fees or margins do you want to generate?
Some times you have to initially slow down so you can go faster! You need to take a step back and review your current client base as well as the clients you want to attract. Recruiting is a time intensive profession and often we take little or no time to strategize our marketing efforts.
Review where you have made placements in the past twelve months; which represents your best business. Now determine what clients would enhance your current best business. Conduct your research to identify the appropriate individuals to contact within your client targets. Review their websites, recent articles published, their employment pages, associations and organizations they support and other relevant information.
The Internet has given you the luxury of making informed warm calls vs. cold calls. Let the client know that you have targeted them and give reasons why they should utilize you vs. other resources to identify Top Talent. Always stress the benefits to THEM vs. making WWD (what we do) calls.
The market is changing – is it time for you to change the level of client you represent? Is it time for you to go out on a limb and attract better clients and candidates? Remember, when you represent a higher level of candidate and client, salaries increase and so do your fees and margins – which has a direct impact on your production and income.
The time to leave the “low hanging fruit” to your Competitors is NOW!
ANNOUNCEMENT: If you missed Barb’s Webinar on 4.20.10, click the following link to view the recorded CNS Webinar!
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To your continued success,
Barb Bruno
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