We’ve all been there. You start working in recruitment, networking and getting to know hiring managers and business owners. Recruitment is a fast-paced, competitive world, so talking to a few people and getting your name out there doesn’t magically translate into landing new clients with open vacancies, just waiting for a recruiter like you.

It’s perfectly normal to feel insecure about how to win clients in recruitment when you are just starting. Most of us did when we were in your position. After all, most people fall into recruitment by accident and build their careers by working with senior recruitment professionals.

Recruitment is a Tough Old Game

Let’s not beat around the bush. Winning clients in recruitment isn’t a walk in the park. Recruitment is a competitive industry, as everyone is after the same prize.

Before you start networking, you should identify and map your target client base. For instance, which sector, role, and location will you focus on? Then, tailor your offerings accordingly to address their pain points. How will clients agree to work with you if they cannot understand its benefits?

Even if you get your marketing offer right, approach the right people with the right message, and know you can help them fill their roles, you must prepare yourself to expect setbacks. Remember, resilience in recruitment is critical!
David Berwick, Agency Owner and Senior IT Recruitment Specialist

Where Do Clients In Recruitment Come From?

Don’t cast your net wide short. Client leads can appear from many sources. Some might find you through LinkedIn, and others might stumble across your website or spot you at an industry site.

A woman updates her social media status in a laptop, getting likes, friend requests and making connections on social media — Social media, especially LinkedIn, is a great tool for generating word-of-mouth, networking, and reaching out to potential clients.

Nowadays, clients can come from places you least expect: social media, job boards, online databases, or even a casual chat in a coffee shop. After working in recruitment for 20+ years, we’re lucky to have many new clients who come from professional recommendations.

Here at Adria, we treat all our candidates as future clients. Every positive candidate experience might lead to that candidate reaching out when they need to grow their team and, if they have since then moved jobs, recommending us to their hiring manager in their new company, too.
Nick Derham, Agency Owner and Senior Executive Search Specialist

Understanding the Client Lifecycle

You must understand that not everyone’s ready to jump in with both feet from the get-go. Without going into too much detail about client lifecycle stages, what you need to understand is that prospects can be at different stages of the decision-making process. A client journey from becoming aware that they need a recruitment solution and showing an interest in your brand and services to considering their options and finally deciding to work with you or not.

New client lifecycle mapping, from Awareness, to Interest, to Consideration to client Decision — This graphic illustrates the new client lifecycle, but bear in mind that the entire client lifecycle actually includes post-service evaluation, retention and client advocacy.

As you gain experience, you’ll soon realise that every client’s decision process is different, so a one-size-fits-all approach just won’t work. Consequently, you must adapt your message to resonate with your prospects’ current needs and gently nudge them down the funnel.

How New Recruitment Agencies Find Clients

Technology is your best mate when you’re breaking your recruitment game. From applicant tracking systems (ATS) to CRM software, tech can help streamline the process and keep you organised. And, of course, to generate new leads.

When Adria’s directors, Nick and Dave, started in recruitment, cold-calling was the primary source of clients. Things have changed a lot in recruitment since then, although cold-calling is still, with email marketing, a popular tool for new business development.

While many AI automation can be used in recruitment, nothing beats the personal touch. That’s why in-person events, such as networking events, job fairs, or industry conferences, are excellent opportunities to meet with potential clients.

Don’t Underestimate the Importance of Nurturing and Retaining Your Prospects

You’ve hooked a potential client, so what now? Keep the lines of communication open with regular check-ins, updates, or industry insights. Nurture your prospects and your clients. Show them you’re not just after their business; you’re here to make their life easier.

Keep your Recruitment Tools Sharp to Win New Clients

Learning how to win clients in recruitment might seem a daunting task, but with the right approach, you’ll soon start building relationships and getting results. Keep your tools sharp, your ears open, and your communications clear.

Be the recruiter who stands out by showing genuine interest in your client’s success, and you’ll find that what goes around comes around. At the end of the day, the relationships you build today are the pipelines of tomorrow. Treat every candidate and client like they could be your next big client. To learn more about how we do it and for behind-the-scenes tips, follow us on Social Media and connect with our team.