Recruitment Marketing Tips That Will INCREASE Your Billings!
Are you ready to take your recruitment marketing efforts to the next level?
What I will share with you is exactly how I’ve helped Katie Kelly, Renee Frey, Chelsea Kroes, Jen Doskow, Ben Bonnell and Darrell Rosenstein leverage their recruitment marketing to grow their recruitment businesses.
The first thing that you should do to increase your billings from recruitment marketing is having a niche. You got to know who you’re talking to, you can’t become great at recruitment marketing by trying to be a generalist. It’s not possible because you’re not going to make as much noise as you possibly need to and you’re going to start trying to talk to everybody which is going to connect with nobody.
The most important thing with your recruitment marketing efforts is getting crystal clear on your ideal target market so that you know exactly who you’re speaking to and then you also have the opportunity to really work on your positioning in the market so they don’t just view you as being another recruiter because when you’re viewed as another recruiter you’re just a commodity.
The first thing you want to be doing with your recruitment marketing is something that’s very easy to do, something you can start on today. Now that you know your target market, you’ve got to go target those individuals and find out who of your ideal hiring decision makers and candidates are creating content and posting on LinkedIn. Once you find out those individuals through searching LinkedIn, you need to start commenting and engaging.
This is the first place of marketing, you’re just putting yourself on their radar but you need to read the article and leave a thoughtful opinion and by doing that, you’re going to put yourself on the radar of your ideal market. It’s one of the most overlooked things, it’s the easiest way to get started with recruitment marketing in content.
The next thing you want to be doing is creating your own content. The easiest place to get started with is just share stories, what are you talking about on the phone with your clients or candidates, what are you emailing about and what are you adding value on. Share those stories like what are you doing at home with your family because people buy people, right? Don’t be afraid to get a little bit personal. Even on LinkedIn.
I don’t care what the expert experts say, I just posted about my daughter’s birthday a couple weeks ago and it hits home every single time because people buy people they like to see who you are.
You need to share stories of what’s going on in your business, in your life, how you’re helping people and how you’re impacting people.
Then, you also have the opportunity for some thought leadership. Thought leadership geared specifically towards your ideal market. You need to show up on your LinkedIn feed every single day, even potentially multiple times a day, if you want the algorithm to reward you and if you want your market to recognize you. So many people are so worried about perfect content.
Why do people work with me?.. because they see me consistently and often. So you want to air on the side of progress not perfection, put yourself out there more rather than waiting for the perfect content because there isn’t one piece of content that’s sold anybody’s business and made them a million bucks.
Consistency is the key here. Get yourself into the habit of constantly posting content on LinkedIn.
The other thing you want to do on LinkedIn is start dialogue with people in the messenger box but don’t sell to them, don’t start pitching them with your spammy messages. You need to have context and reach out. Do a little bit of research and start conversations with people. Add value to them and that will turn into actual leads, that’s how you’re going to be able to increase your billings.
If you look at this, one of the things you need to be doing is actually connecting with new people in your LinkedIn network every single day so that you can stock a pond to fish. Some of those people you’ll build a direct message and they’ll be responsive and some won’t but then they start to see you in the feed. So the bigger our network, the bigger our reach on LinkedIn.
You know a lot of us obviously know that playing a numbers game is going to help us and there’s an opportunity to automate certain parts of those processes.
What we want to start to do next is figure out where else is your market hanging out and you may not know this right now but your market hangs out other places than just LinkedIn. I know that’s like a mind-blowing thing to think that some of these executives and hiring decision makers have personal lives but Instagram, Facebook, YouTube and Pinterest could all be a part of your process depending on what your market is and what you’re going after. Then, we just start to go hang out on those platforms and start to share and create relevant content there.
If you’re doing video you may as well just go to the next step and take the effort and turn that into videos on YouTube as well because YouTube is one of the biggest search engines in the world owned by Google and you can be a part of the conversation by creating strategic YouTube videos because by doing this you can have a place where you can drive prospects.
What I’ve always found for myself and for my clients is the best clients and best ideal prospects that they have are people that have actually watched their content for a while. You actually want your prospects to consume your content and be in your world for a while before they get on the phone with you.
Next is email. What you see a lot in this industry is just gathering emails from discover.org or any of these scraping tools and then just ramming people through cold email campaigns. Everybody’s doing that so if I saw everybody else going right, I’d want to go left.
The opportunity here is to get people that will give you permission to email them and then actually send value their way on a regular basis so that they can see that you’re the most authoritative presence within your specific marketplace.
There is no easy way to get people onto your email list, you have to create a lead magnet and irresistible offer.
That’s how you can increase your billings by leveraging your recruitment marketing.
