Hishem AzzouzHost Of Recruitment Mentors Podcast

Consistent Ways to Land Clients

Name: Consistent Ways to Land Clients
Uploaded: 2024-01-24T17:00:16+00:00
Duration: 53 s
Channel: Hishem Azzouz
Description: Map your target company's decision-makers from entry-level to budget authority. Build relationships by offering value first, like market insights or job…

24 Jan 2024 · 1 min

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Map your target company's decision-makers from entry-level to budget authority. Build relationships by offering value first, like market insights or job leads, then ask for introductions or meetings. Get contacts to sketch their org chart so you know who actually controls the money.

Chapters

What's been the most consistent way for you in terms of landing clients? Ultimately, it's about persistence, and it's about approaching a client from several different angles. When you're going into a client, you want to make sure that you understand the organizational structure. You know who your— I guess you could say that your low-level decision makers are, and ultimately who's the guy that's signing off their budget. That might be a manager, a development manager, a test manager, and then who's above that. And what you want to do is you obviously just want to network around them. You don't want to be salesy with your approach, but you've got to remember that they are not related to that client forever. They at some point will be searching for a job, and they might want to know about rates in the market or who's hiring. So have a chat with them about that. And then once you've given them something, ask them a bit about, hey, look, I actually got a lead, says it was using this tech, can you help me out? Or, you know, how about let's meet? And when you meet them, can you ask them to draw you out an org structure?