Download to read offline
Uploaded byARUN KUMAR S
How to Acquire New Clients in a Weak Economy
The document outlines strategies for acquiring new clients in a weak economy, emphasizing the importance of professionalism, relationship building, and effective communication in recruitment. It highlights that the Indian HR industry is expected to grow 20.5% this year, despite past contractions, and it provides various marketing tips, including grassroots efforts and digital engagement. Additionally, it discusses the role of business development managers and the significance of measuring service quality to enhance client satisfaction.
More Related Content
Similar to How to Acquire New Clients in a Weak Economy
How to Acquire New Clients in a Weak Economy
- 1. HOW TO ACQUIRENEW CLIENTS IN A WEAK ECONOMY By - Arun Kumar.S
- 2. AGENDA General Tips forSucceeding as a Recruiter BDM Roles in Recruitment Consultancy Getting new clients Tips for Recruitment Agency Heads Measuring your service Snapshot of Indian HR Industry Open Discussion
- 3. SNAPSHOT OF HRINDUSTRY īĸ The Size of Indian HR Industry is 2Billion INR īĸ The percentage of Indian companies recruiting at managerial and professional level has contracted by over a third and now stands at 40%. īĸ Lowest level in Asia, but the signs are positive, expected to raise 43% in the near future īĸ Percentage of businesses that are letting staff go has dropped slightly - from 23% to 20%, which suggests the beginning of a more settled job market. Source: Antal International Survey 2013 report
- 4. 2013, THE HONEYMOON PERIOD WILL BE SOON BACK īĸ 59% of top companies are hiring for senior positions, (19% more than previous FY) īĸ Expected to increase to 69% in next three months from June īĸ Size of Indian HR Industry is expected to grow 20.5% this year
- 5. WHERE DO IFIT MYSELF?
- 7. GENERAL TIPS FORSUCCEEDING AS A RECRUITER īĸ Remain Professional, Donât be friendly ( Talk but, donât talk too much) īĸ Focus on your attitude - Be ready to listen more - Focus on Motivating others īĸ Beginning of the Career! - Spend 40 Effective Hours per week īĸ Proper scheduling of meetings - Check for the candidates availability (Donât pressurize according to your availability)
- 8. īĸ Have MultipleAvenues to keep the candidate updated - SMS, Mail, Call īĸ Try to figure out the exact and a valid reason for him to leave his current job īĸ Most important, An honest JD ,Job Description ( selling seldom works) īĸ Availability & Responsiveness īĸ Be a TECH SAVVY īĸ Higher aspiration levels and set bench marks with best global practices
- 9. IMPORTANT TIP Improve yourcold calling skills Find your strengths and weakness If your key skills mismatch the job roles of a recruiter please look for altenatives A skill match is the common reasons people find unhappy with their jobs
- 10. ROLES OF ABDM īĸ Pre- sales activity īĸ Sales/marketing person īĸ Business Analyst īĸ Tech Savvy īĸ Negotiator īĸ Account Manager
- 11. ROLES OF ABDM/RECRUITER IN RECRUITMENT FIRM Client I n t e r m e d i a r y Candidate M e d i a t o r
- 12. ACQUIRING NEW CLIENTS CustomerDevelopment Process īĸ Potential īĸ Prospect īĸ First Time customer īĸ Repeat Customer īĸ Client īĸ Members īĸ Advocates īĸ Partner
- 13. Tips for gettingnew clients
- 14. GRASS ROOT MARKETING Startby joining industry associations, your local and state business bureaus, city clubs, rotary, and any other relevant groups. Volunteer to speak about your business and build your network
- 15. USE DIGITAL MARKETINGEFFECTIVELY īĸ Actively participate in HR Forums, Discussions īĸ Use Social Media īĸ Viral Marketing īĸ Write HR Blogs īĸ Social recruiting â use of effective messages to grab quick attention
- 16. STAY CONNECTED WITHYOUR CLIENT AND CANDIDATE Availability and responsiveness is applicable even at senior levels and top management Problem Handling and Crisis Management â Take responsibility Some of the most common ways include publishing an email newsletters and developing a CRM portal
- 17. COLLECTIVE RESPONSIBILITY īĸ MostImportant for Heads â Take collective responsibility for failures & success as team Managers claim success as their own and delegate failures to team members
- 18. BUILD A BRAND 1)Follow Integrated Marketing Communication īĸ IMC- An approach to achieve the objectives of marketing campaign through well coordinated promotional methods that are intended to reinforce each other. It can produce a stronger message consistency and it increases the brand equity which results in greater sales. It is the process of unifying the companyâs brand image through various marketing communications that are concurrent to each other.
- 19. SERVICESCAPE / PHYSICALEVIDENCE
- 20. 2) Set Upa Good Servicescape (The place in which the service transaction happens) 3) Use an effective feedback system from Client / Candidate 4) Internal Branding , Your organizational members must have good feel about your brand 5) CEOs must act as brand ambassadors of their company 6) Leave your brand even if the purpose of meeting is not achieved
- 21. CREATE A STRATEGYAND DEDICATED TEAM īĸ Establish a team dedicated to marketing and public relations (Internal or external agencies) īĸ Create a plan with realistic short and long-term marketing goals to attract new customers and grow your market share īĸ Looks for consolidations to compete with major players īĸ Team Meetings - Conductive effective meetings, else DONâT DO . ( Meetings kill productivity is not well planned â Donât conduct meetings to show your bossy nature, Communication should be two way)
- 22. īĸ âTake careâof these three people to get new business Gate keepers Influencers Deciders
- 24. COST CUTTING īĸ Reduceyour operational cost īĸ Reduce on Stationery, monitor your phone bills īĸ Sharing of portals
- 25. BE INNOVATIVE īĸ Outof box thinking to beat the competition īĸ Follow Green Strategies īĸ Be socially responsible īĸ Focus on points on difference īĸ Sit with your executives while they do cold calling / telephonic interview īĸ âAdhithi Devo Bavaâ â Treat your candidates like special guests , The guest is God. Candidate will treat you like a God for ever, as you show the right path or first step to his career
- 26.
- 27. Service Characteristics - Serviceis intangible, inseparable, perishable and heterogeneous.
- 28.
- 29. MEASURING THE GAPSIN YOUR SERVICE Gap 1: Customersâ expectations versus management perceptions: Gap 2: Management perceptions versus service specifications: Gap 3: Service specifications versus service delivery: Gap 4: Service delivery versus external communication: Gap 5: The discrepancy between customer expectations and their perceptions of the service delivered: Gap 6: The discrepancy between customer expectations and employeesâ perceptions: Gap 7: The discrepancy between employeeâs perceptions and management perceptions:
- 31. FIND WHERE DOYOUR SERVICES FIT Measure of Service Adequacy (MSA) = Perceived Service - Adequate Service Measure of Service Superiority (MSS) = Perceived Service - Desired Service
- 32. MY TIPS Donât doas long as you can, But do until you reach your final destiny, dreams, targets Never compromise Hard work & Smart work Important thing for business Need, Time, Money Marketing is not a one day activity, it is an continuous exercise
- 33. PREREQUISITE FOR ENTREPRENEURS GUTFEEL Start Survive Sustain Growwith the industry Establish yourself in the market Expand your market share
- 34.