Hello sir,
My name is Nowfeer, and I am currently pursuing my MBA at ICFAI National College. We have a 4-month Autumn Internship Program (AIP), and I have been placed in a recruitment consultancy. My goal is to secure at least one client for our company. Could you please suggest a few tips on how to approach clients effectively?
Thank you.
From Qatar, Doha
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1My name is Nowfeer, and I am currently pursuing my MBA at ICFAI National College. We have a 4-month Autumn Internship Program (AIP), and I have been placed in a recruitment consultancy. My goal is to secure at least one client for our company. Could you please suggest a few tips on how to approach clients effectively?
Thank you.
From Qatar, Doha
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Hi nowfeer,
I have worked in a placement firm.
According to my experience, try this step by step:
1. Target some local companies.
2. If your company has a database for the companies, then find out the numbers of HRD of those companies. If you could get the names of the concerned person, then it adds value.
3. If you don't have their numbers, search for them on the internet and yellow pages.
4. As you get the information, call the companies and try to talk to somebody in HRD. If you reach the person, ask for some time to tell them about your company. Generally, in the first instance, they don't take you seriously, so just ask for their email id so that you can send your company's profile. If you get it, send the profile on the same day.
5. Follow up the next day and remind them.
6. You may have to repeat this whole process for 10 companies, and out of those, you may get 2 or 3 positive responses.
7. Continue following up, and if any of them show interest, ask for a face-to-face meeting and work out the requirements.
In this way, I am sure you'll find success.
All the best,
Dips
From India, Delhi
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I have worked in a placement firm.
According to my experience, try this step by step:
1. Target some local companies.
2. If your company has a database for the companies, then find out the numbers of HRD of those companies. If you could get the names of the concerned person, then it adds value.
3. If you don't have their numbers, search for them on the internet and yellow pages.
4. As you get the information, call the companies and try to talk to somebody in HRD. If you reach the person, ask for some time to tell them about your company. Generally, in the first instance, they don't take you seriously, so just ask for their email id so that you can send your company's profile. If you get it, send the profile on the same day.
5. Follow up the next day and remind them.
6. You may have to repeat this whole process for 10 companies, and out of those, you may get 2 or 3 positive responses.
7. Continue following up, and if any of them show interest, ask for a face-to-face meeting and work out the requirements.
In this way, I am sure you'll find success.
All the best,
Dips
From India, Delhi
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Placement Service Selling
This involves 3 stages of consultative selling.
Stage One: Planning/Preparing
1. Develop a profile of your organization.
- Structure
- Services you are offering
- Strengths of your service
- Competitive standing of your services
- Unique selling strengths of your services
- Why should clients choose your services over others
- Package your services
- Testimonials (client list)
- etc.
2. Develop a database of prospects.
- Identify the market segments where your services are in demand.
- Determine potential prospects from these market segments.
- Use yellow pages, internet, or any other sources.
- Develop a list of potential prospects.
- For each prospect, list the contact person using all methods of contact.
- Use direct marketing/ telephone contacts to establish contacts/make appointments.
3. Develop a presentation material.
- One for handing over to the prospects
- One for your presentation
Stage Two
Now you are in front of the clients and making a sales presentation. Use this simple sales interview plan.
1. Introduction
2. Establish rapport
3. Clarify the current practices
4. Determine the potential needs
5. Ask questions on current/potential needs
6. Probe more for better understanding of needs
7. Establish needs
8. Clarify the client's understanding of needs
9. Offer solutions to meet client's needs
10. Recommend your company's services as a solution
11. Sell the benefits of your company's service
12. Sell why your company is uniquely positioned to provide solutions
13. Motivate your client
14. Handle any resistance
15. Handle objections (price/delivery, etc.)
16. Seek commitment
17. Close the sale
18. Ask for the order
You should take your package and practice these simple steps.
Stage Three
Follow up and never give up after the sales presentation.
Hope this is useful to you.
Regards,
Leo Lingham
From India, Mumbai
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This involves 3 stages of consultative selling.
Stage One: Planning/Preparing
1. Develop a profile of your organization.
- Structure
- Services you are offering
- Strengths of your service
- Competitive standing of your services
- Unique selling strengths of your services
- Why should clients choose your services over others
- Package your services
- Testimonials (client list)
- etc.
2. Develop a database of prospects.
- Identify the market segments where your services are in demand.
- Determine potential prospects from these market segments.
- Use yellow pages, internet, or any other sources.
- Develop a list of potential prospects.
- For each prospect, list the contact person using all methods of contact.
- Use direct marketing/ telephone contacts to establish contacts/make appointments.
3. Develop a presentation material.
- One for handing over to the prospects
- One for your presentation
Stage Two
Now you are in front of the clients and making a sales presentation. Use this simple sales interview plan.
1. Introduction
2. Establish rapport
3. Clarify the current practices
4. Determine the potential needs
5. Ask questions on current/potential needs
6. Probe more for better understanding of needs
7. Establish needs
8. Clarify the client's understanding of needs
9. Offer solutions to meet client's needs
10. Recommend your company's services as a solution
11. Sell the benefits of your company's service
12. Sell why your company is uniquely positioned to provide solutions
13. Motivate your client
14. Handle any resistance
15. Handle objections (price/delivery, etc.)
16. Seek commitment
17. Close the sale
18. Ask for the order
You should take your package and practice these simple steps.
Stage Three
Follow up and never give up after the sales presentation.
Hope this is useful to you.
Regards,
Leo Lingham
From India, Mumbai
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To add to what Deepali and Leo Lingham have already stated so lucidly, do your homework well about the client you are targeting—understand their business and their positioning in the industry. Any client will be impressed when they realize that you have taken the effort to know about them. They will appreciate it better when you are able to suggest specific solutions based on their requirements, which you would have inferred through your homework. And, don't give up! Be persistent and you will reap dividends. All the best! Sanath
From India, Mumbai
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From India, Mumbai
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Hi,
Further to the great solutions/ideas by Deepali, Leo, and Sanath...
I have been a placement consultant on my own for a while. Hence, one thing I have learned is that getting clients works on three processes:
1. Discover your niche and strong areas.
2. Network and establish contacts with potential clients in forums like HR meets, associations, training programs, etc.
3. Establish your credibility in terms of your in-depth knowledge about the market trends and talented professionals.
Cheers,
Rajat
From India, Pune
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Further to the great solutions/ideas by Deepali, Leo, and Sanath...
I have been a placement consultant on my own for a while. Hence, one thing I have learned is that getting clients works on three processes:
1. Discover your niche and strong areas.
2. Network and establish contacts with potential clients in forums like HR meets, associations, training programs, etc.
3. Establish your credibility in terms of your in-depth knowledge about the market trends and talented professionals.
Cheers,
Rajat
From India, Pune
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Hi Nowfeer,
You have been given some great suggestions. Try them.
The first thing to keep in mind is that you have only four months for this (Remember, you are on your project, not a job yet.)
Since there is a time-frame, one way to go about it is:
A) Study the existing client base of your Consultancy. What industry are they generally from? Who are the most well-known/regular clients?
B) Speak to them and find out why they chose your consultancy. This gives you your company's strengths as the client sees it.
C) Ask each of them to give you references - names of companies they know and people they know in those companies. Find out from your existing client if you can quote them when contacting the references.
D) Approach these references! (Simple)
And if anyone tells you that you are taking the easy way out, let me tell you that reference selling is a very well-used method by top salespeople. (I should know, I was in Direct sales for over ten years.)
This also shows you if the consultancy you are doing your project with is a reputed one. If the existing clients don't give references, then your company does not have a good relationship with its clients.
If you get lots of references, then they are doing good. (80% of my business comes from references.)
All the best,
From India, Mumbai
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You have been given some great suggestions. Try them.
The first thing to keep in mind is that you have only four months for this (Remember, you are on your project, not a job yet.)
Since there is a time-frame, one way to go about it is:
A) Study the existing client base of your Consultancy. What industry are they generally from? Who are the most well-known/regular clients?
B) Speak to them and find out why they chose your consultancy. This gives you your company's strengths as the client sees it.
C) Ask each of them to give you references - names of companies they know and people they know in those companies. Find out from your existing client if you can quote them when contacting the references.
D) Approach these references! (Simple)
And if anyone tells you that you are taking the easy way out, let me tell you that reference selling is a very well-used method by top salespeople. (I should know, I was in Direct sales for over ten years.)
This also shows you if the consultancy you are doing your project with is a reputed one. If the existing clients don't give references, then your company does not have a good relationship with its clients.
If you get lots of references, then they are doing good. (80% of my business comes from references.)
All the best,
From India, Mumbai
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Hello Everybody Thanks a lot for your valuable suggestions. And i am glad to be a part of your group. It is undoubtedly remarkable job from all of you. Keep going. sincerely nowfeer
From Qatar, Doha
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From Qatar, Doha
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Hello Deepali,
Thank you so much for your valuable suggestions and guidelines. I am really glad to be a part of this group. It is undoubtedly remarkable coming from all of you. So keep going.
Thanks and Regards,
Nowfeer (Nofe)
Email: nofear_ash@yahoo.com
From Qatar, Doha
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Thank you so much for your valuable suggestions and guidelines. I am really glad to be a part of this group. It is undoubtedly remarkable coming from all of you. So keep going.
Thanks and Regards,
Nowfeer (Nofe)
Email: nofear_ash@yahoo.com
From Qatar, Doha
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Hello Amruth,
Thanks a lot for your valuable suggestion and guidelines. I am really glad to be a part of your group. It is undoubtedly a remarkable job from all of you. So keep going. And one more thing, I will be happy if you call me Nofear the latter part.
Thanks and Regards,
Nowfeer (Nofe)
Email: nofear_ash@yahoo.com
From Qatar, Doha
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Thanks a lot for your valuable suggestion and guidelines. I am really glad to be a part of your group. It is undoubtedly a remarkable job from all of you. So keep going. And one more thing, I will be happy if you call me Nofear the latter part.
Thanks and Regards,
Nowfeer (Nofe)
Email: nofear_ash@yahoo.com
From Qatar, Doha
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