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Over 40% of sales representatives consider prospecting as the hardest part of the sales process. Most new recruiters fall into the trap of prospecting only when running low on job orders, stopping as soon as they have a role to fill. However, once the current job order is completed, they don’t have any more clients to work with, forcing them to start prospecting all over again. This article outlines proven strategies to keep your recruiting sales pipeline full and help you escape the cycle of inconsistent growth.
Step 1: Creating a Strong Ideal Customer Profile (ICP)
When it comes to creating a recruiting sales pipeline, start by building an ideal customer profile. This step ensures your efforts are focused on securing deals with a high likelihood of success. Including wrong accounts in your pipeline can strain resources and lower your conversion rates.
Identify your top clients and look for patterns related to industry, company size, location, challenges, and commonly recruited positions. Note the common traits among these clients to create an outline of the ideal company that fits your recruiting niche. This profile will guide your messaging and help you develop a strategic approach to building your pipeline.
Step 2: Mapping Your Market
Using your ICP as a guide, compile a list of target accounts and prospects that would benefit from your services. Market mapping empowers you to make data-driven, informed decisions in prospecting new businesses.
It’s a continuous process involving ongoing database maintenance and expansion. By regularly refining your market map, you can maintain an accurate and effective approach to reaching potential clients.
Step 3: Start Prospecting
Once you have a list of target accounts start reaching out to potential prospects. A common mistake recruiters make at this step is prioritizing only the prospects who are closer to closing a deal, which is understandable as they are easier to deal with and seem more valuable.
However, it’s important not to neglect new prospects at the top of your funnel who seem less urgent and less valuable because you haven’t built a relationship with them yet.
Also Read: 8 Reasons Why You Have A Slow Recruitment Process
To break this cycle:
- Set aside time each week for finding and contacting new businesses that fit your profile. This keeps your pipeline full and healthy.
- Use these methods to reach out to new prospects, even when you’re busy with current job orders.
- Regular prospecting means you have more options and can choose to walk away from clients who aren’t a good fit.
“Only 2% of sales occur on the first contact.”
Step 4: Keeping Your Pipeline Clear
Consistently reviewing your pipeline is essential for maintaining an accurate recruiting sales pipeline. Dedicate time each week to tidy up your pipeline by:
- Assessing prospects who haven’t responded in over a quarter
- Deals stuck in one stage for too long
- Stagnant opportunities
Be prepared to remove them to keep your pipeline clutter-free.
It can be tough to let go due to the fear of losing and the reluctance to give up. However, knowing when to move on is crucial for staying on track and maintaining a clean pipeline.
Maximizing Returns
When faced with a choice between following up with a cold prospect or reaching out to a new one, prioritize the action that offers the highest returns in terms of time and effort. Recognize that holding onto prospects “just in case” can hinder progress.
Clearing the Path
Clearing out long unresponsive prospects ensures accurate data and pipeline clarity. It also enables you to focus your efforts on opportunities with the highest likelihood of closure. Before giving up entirely, consider reaching out thrice through a different email sequence initiated once in each quarter. If there’s no response, it’s time to move on.
Step 5: Turning Prospects Into Clients
Identify opportunities to enhance your prospects’ businesses. Whether it’s through cold calls, emails, LinkedIn, video messaging, or using social media, use each chance to make meaningful connections. Ensure to demonstrate how your services can address their needs.
This will help move prospects further along your sales pipeline, inching closer to closing deals and securing job orders. Prepare a compelling sales pitch and conclude with clear next steps to guide the conversation forward.
“Customers typically reject offers 4 times before deciding to make a purchase.”
Step 6: Cultivating Relationships
Investing time in building trust with your prospects is crucial for lasting partnerships. Nurturing these relationships over time is one of the most effective sales strategies. However, this step is challenging as it spans various stages of the recruiting sales pipeline, and demands dedication, consistency, and a thorough understanding of your prospect’s business needs.
Nevertheless, the payoff is immense and results in converting prospects into loyal clients who trust you and are eager to work with you.
“86% of loyal customers are likely to recommend the brand to their friends and family.” ~(Hubspot)
Building a Recruiting Sales Pipeline – Takeaway
By following each step of the recruiting sales pipeline, recruiters can maintain a full pipeline, keep deals progressing smoothly, and guarantee a consistent flow of potential clients and opportunities.
Partner with BPO Wizard to benefit from our scalable candidate sourcing, sales development, and back-office support service. Save up to 60% on operating costs by hiring remote Sales Development Representatives (SDRs) and Sources. Reach out to us today, and let’s build a strategy designed exclusively for your recruitment agency’s success