In this short advisory clip, the speaker explains how agents and recruiters should approach potential clients with a value‑added mindset rather than a transactional one. He argues that cold calling should not be about begging for jobs, but about offering something useful—specifically, a published salary guide for structural engineers in London. By proposing to drop off the guide and request a business discovery meeting, the caller demonstrates genuine interest in understanding the client’s business and building a longer‑term relationship. The speaker emphasizes that this approach has helped him grow his client base and encourages listeners to adopt the same strategy.
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