Live Facebook Q&A (Oct 2020) by James offering practical advice on starting, growing, and scaling recruitment agencies. Covers market research (using LinkedIn, job boards), defining a niche, building client acquisition systems and sales funnels, software/CRM choices (mentions Vincere and JobAdder), and offers mentoring/program sign-ups.
Hello everybody, and welcome to today's live session. So I'm just going to be jamming with everyone here and basically asking any question you have around, either starting, growing or scaling up your recruitment agency. So I know we've got some viewers from around the world in different sectors. So Sam's question is, would you like to acquire clients prior to starting to find demand? Acquiring clients prior to starting demand, like that's probably one of the first things you want to do is once you've defined your niche, there's a few areas that you can do to research the market. So obviously you can use LinkedIn, Jobs, Google Jobs, and indeed jobs to actually see the job titles you want to recruit for, see what the demand is. So try and search on those job sites to see how many jobs were uploaded the last 7 days, last 14 days, last 30 days. So you can start to see a trend that way. And then you want to move that into what I call like a client acquisition system. So you want to have a method methodology that you can reach onto that market, one to many and start to get feedback in the market if who's hiring and who's not and what sort of demand that you get them, coupled with obviously speaking to candidates that are targeted in your market, that are maybe actively looking, starting to see who's hiring, where they're interviewing at, etc. So the key thing that you probably get started is just to see what live jobs are out there and then also use a client acquisition system to actually test the market. Simon Childs says getting clients is challenging at the moment. Sure it is. Like, like for a lot of people, like the industry at the moment, depending on what sector in it, is a lot more competitive because you've got recruitment agencies that have had to let a lot of people go. So the bigger agencies have maybe struggled and took a hit because their overheads and expenses have took a hit. So it's left the market with like stronger recruiters that are all fighting over the same type of jobs. So you need to have a way of having what I call an unfair advantage in the market, a key differentiator of what service offering you're offering clients in that market compared to other agencies. But also you need to have like, like I said, I always talk around in my program, the client acquisition system that you've got different touch points and different methodologies that's working for you in the background so you can reach out and generate leads and then you need a conversion tool to convert those leads, whether it's like a Signature service pitch deck of how you present your offering to the client, of why your services are different. So having those two pieces as well as mapping the market out effectively is very, very important, Simon. Otherwise you're going to be constantly on that hamster wheel chasing your tail all of the time, cold calling and doing things what I call the old way in recruitment. Welcome, Dan Hunter. Nice to hear from you. Hope all is well, Phil. Welcome, Phil. What software packages do you require when starting to use your recruitment systems? Interesting question. So you need to understand the systems first before we recommend the software packages because there's a range, like there's tons of software packages out there and there's no one size fits all. So really you'll have certain software that we use for the client acquisition system. Same for the candidate side as well. Hi, Neil, he asks what lead generation software would you recommend? I don't recommend software as such because to do things properly and effectively in your market, you need to use a framework and a tool of how, how I show you how to map your mark account effectively with the designated job titles and really pinning down on your micro niche. Then it's gathering that data. And there's a method that I teach to show you how to get the right type of quality of data for that target market. And then to generate leads you would use the system that I teach in terms of how you'd reach out to that market and how you would follow up to start to generate leads. So it's not really a software as such, like it's an actual system that piece together. Nigel reading James, what CRM do you recommend? Get asked this all the time. Internally we use an ATS system which is based in America and that's really to generate a lot of the candidate funnel and how we generate candidates and engage with them because that links really well with LinkedIn Recruiter when we use it together. And then we have a separate CRM system that does all of the backend, all of the clients the CV sent, the interviews, the stats, et cetera. That system's called Vincerry V I N C e R E IO tested, tons of CRMs and Cherry's quite good, but you'd need that at scale. So I think we pay for 10 users, which is the minimum they would allow. So I think it's like £5,000 if you were just starting out. The CRM I'd probably recommend will be Jobadder. Lucy said, I can't get a system in place and I'm struggling to find my niche market. I'm all over the place, including territories. I need a sales funnel and strategy, but know where to start. Love to help you, Lucy. We can have a chat. I can look at your niche market, I can give you a few, few key pointers. I can definitely help you with that. Like the program that we've developed, like helps you define your niche, build a sales funnel and I can give you the strategic advice over the top of that. So I can definitely help you. I don't know if I can help you just on this Facebook Live because there's some quite specifics there, but if you wanted a bit more of a deep dive, feel free to put in a call. Just drop me a message after this. I'll send you the link to my calendar and take from there. I've always invested in mentors ever since I've started to get to where I am today. I really believe in that, which is why I do the program myself as well, to help others. If you want to get to where you want to get to in life. We only get one life and one time. Why figure it out and try and swim on your own when you can follow in the footsteps of someone that's already been there? We've done that. That's the best advice I got from Tony Robbins. But again, just www.entrepreneur james.co.uk all right, everyone, I hope you found it useful and I will catch you soon.
