Are you spending most of your time with cold calling and the same old networking approach that is just barely growing business? Do you even have a plan that you execute daily that you know grows your business?
I know that the recruiters that I work with were tired of burning countless hours trying to find new reqs and candidates and they were using maximum time for minimal growth.
What would your business be like if you could increase the amount of job reqs that you are working without doing these traditional time draining activities.
Now there is a tool that I guarantee you probably use every single day but not you are not leveraging it to is’t full potential.
What is it?
LinkedIn of course.
While most recruiters know the power of LinkedIn for sourcing candidates they still have not figured out how to use to develop new business. And the reality of it is if you don’t have the right strategy you are not going to go anywhere with it.
While most people are aware that LinkedIn is a useful platform to distribute content and publish articles, most are not so familiar with the highly targeted marketing and lead generation capabilities.
Below is one of the exact strategies i use for my clients.
Profile and Positioning – Everyone loves an authority or specialist and your linkedin profile is the best place to show it. The majority of people don’t leverage their linkedin real estate to show their unique authority in their space. Without good positioning you fail to stand out from the sea of recruiters out there.
Target Market – Do you know your market? Do you know who the decision makers. From company to company this can change but if you really know your stuff you know the top positions to go after that are going to get you the most opportunities. LinkedIn has excellent advanced filtering that allows to really focus in our top prospects. You can target people based on industry, position title, company size and even more.
Invite – Just like when meeting face to face first impressions are crucial in the digital world. When you are reaching out to connect on LinkedIn you need to keep this in mind and really put yourself in their shoes “why should I connect?” . Whatever you do ….. Never use linkedin’s default connection message. You are better than that
Connect – Tic Toc Tic Toc – After you have created that compelling invitation to connect it can take hours or weeks for people to accept your invitation and become a connection. Invitations sent to existing LinkedIn members expire after 6 months. Before the invitation expires, LinkedIn sends 2 reminders to your recipient letting them know they haven’t yet responded. The intention behind sending reminders is to jog the receiver’s memory in case they overlooked the original message.
You should be shooting for 20%+ acceptance (many of our clients see 30%+ acceptance rates.)
Deliver Value – Don’t you just hate when someone goes for the sale right away… so do I. This is a balance because I also believe people wait to long or never ask for an appointment or sale. But in this case it is always safe and well received to deliver value right away. Show your expertise and don’t be the next recruiter asking if they have any hiring needs.
After you have been connected for a week then research their profile further and delivered your value then don’t be afraid to explain the benefits of working with you .
Follow Up – The saying the future is in the follow up doesn’t ring more true in the recruiting industry and developing more job reqs to work on. How many times have you heard “ I don’t have any job reqs now but please reach out to me in the next few months” or “I don’t have anything right now but i will follow up with you when i do” …. You know they never follow up so you have to.
We have found that over 50% of our engagements for appointments happen after the 4th communication. The deals don’t happen overnight and that is why the follow up with nurturing and education is so crucial.
No doubt this is all a ton of work but their is no better way to target, nurture and engage with hiring decision makers.
And if you ever need help from an expert that does this every single day please don’t hesitate to reach out and schedule a strategy session. I’d Love to help you!
