Creating A Successful Prospecting Strategy
Recruiters are basically matchmakers who set up great talent with their dream employer. But you have targets to meet, and this is why you also need to assess how compatible you and the clients you’re hoping to bring on are. You then need to reach out to as many people as you can, but you don't want to lose the human element. We can help you achieve personalisation at scale, which is key to creating a successful prospecting strategy.
We're going to walk you through how to create an effective prospecting strategy. We’ll cover the most important points in the process and provide our best tips and examples that’ll help you elevate your strategy and win more clients!
Step 1: Defining Your ICP
Before embarking on your prospecting journey, it’s crucial to clearly define who your ideal customer is. Start by examining your existing client base and identifying which ones are bringing you the most wins. You should be able to find this data from your CRM or any other tools you have at your disposal. Be sure to pay attention to any notable patterns or trends.
What kind of clients have you had success with? What kind of candidates have you easily placed? Who could these candidates be a good fit for? Bear in mind that niches can be a gold mine. If you see that you have a great success rate hiring for zoos, even though your prospect list might be small, it could well be worth honing in on that.
Another (more likely) example could be that your most successful accounts operate in the medical industry, and generate an annual revenue of £3 million+. So find others that are similar to them and use your relevant successes as part of your pitch 💡
Things you should consider when defining your ICP are:
- Stage of business
- Levels of role
Step 2: Research, research, research.
Don’t make the mistake of reaching out unprepared. You need to understand their position and pain points to relate to them. Lucky for you, LinkedIn is an incredible platform to get to know everything you need. Even if the data isn’t completely current, it shows you’re interested and have done your homework.
Step 3: Is it worth it?
Here, you want to look at your research and ask yourself some questions.
- Do they match your ICP?
- Is it worth your time?
- Do they have the budget for your service?
- Are you speaking with a decision-maker?
If the answer is yes, prioritise them. This saves you from wasting time chasing leads that won’t work out.
Step 4: Personalisation at scale
Let’s face it, you’re not pitching to companies. You’re pitching to people. This is where we can help. All of our products have been designed to help put you (yes you, dear reader) at the heart of the process. We can help you humanise your outreach, followed by the entire hiring experience, from start to finish. Gong found that 65% of sellers say they put buyers first, but just 23% of buyers agreed. So there’s clearly more to be done.
Get in touch and we’ll share our secret sauce! It’s a tried and tested methodology that enables you to achieve personalisation at scale, and that helping thousands of recruiters to win more clients, place more candidates and earn more money.