Meetings can loosely be defined as conversations with an objective; and this is a fundamental point to remember when attempting to convert your client meetings into new business.
To help make your meetings as successful as possible, take a strategic approach and tick off your 'bases' by preparing in advance. The following guide examines each of the success factors in turn.
Making the right impression
Working in the world of recruitment means that you are subject to first impressions and you need to ensure that they are favourable. Observe the basics. Turn up a few minutes before the meeting begins, look your best, be energised and awake, practise good hygiene and be ready with a welcoming smile and a firm handshake. Practise open and responsive body language and let the client take the lead.
Demonstrating knowledge
This is essential in the fast-paced world of CRM and ERP. Do your research in advance. First, investigate the company in question and satisfy yourself that you know its business well. Think in advance about the challenges the company is likely to face in terms of recruiting good CRM and ERP staff. Try to find out what type of systems the firm has in place and whether it currently hires SAP, MSD, SFDC or Oracle specialists on a contract basis or operates a permanent in-house team. Second, research the person you are meeting. A Google and LinkedIn search will tell you a lot about his background, responsibilities, interests and subject area.
It is also vital to show that you really understand the field of CRM and ERP. This means keeping up to date with the latest releases and developments, learning about what's happening in the market. You should also acquire a conversational opinion on where the market is going and what your client's challenges and opportunities are in respect to recruiting staff members.
Be prepared to pitch your own credentials; keep it soft and factual, but it must represent a sales pitch, demonstrating your ability and skills to partner with the client and provide skilled CRM and ERP staff.
During the meeting
Always allow the client to take the lead. Ideally, attend with a suggested agenda, which you circulated beforehand (if possible or appropriate). If you wish to send papers and documents beforehand, this is preferable to handing them out during the meeting. Show that the meeting is important by bringing information and documentation that might be needed. Practise active listening and use leading questions to draw out information from your client; this is particularly important if he is new to the recruitment partner relationship.
Demonstrate your ideas and enthusiasm without being overbearing; you do not want to overwhelm the client. This is a fine line for many naturally extrovert recruiters, but the most successful ones will be able to flex their approach and style in line with the responses and non-verbal feedback that they pick up from their client as they engage with them.
Winning the business
Practise the long game. If the client has asked for something from you, deliver it before time and with extra value if possible. Negotiate and allow the client to benefit from initial goodwill, if only to strengthen and consolidate the new relationship. Show that you are not simply driven by short-term gains, but are more motivated by building a mutually-profitable long-term relationship. Practise your sales techniques, including the ability to close a sale, but be prepared to put the time in and do this over a series of meetings if necessary (and depending on your ultimate objective). Remember too that demonstrating knowledge, enthusiasm, personal accountability and a sense of trustworthiness is essential. The client should also be able to identify your excellent communication and relationship-building skills.
Learn how to secure meetings
The art of booking meetings is a recruitment fundamental and one that experience teaches well. Relationships and networks lie at the heart of the task. Work your networks, make the most of them, nurture them and spend time developing them. Read up on the science and psychology of networks to truly understand their potential. Do not do all of your networking online – take it offline and attend business lunches, drinks, socials, seminars and other opportunities to meet people within your field, or to target clients.
Research LinkedIn, Twitter and other online platforms and ask for introductions if necessary from mutual contacts. For this purpose, make sure that you always have a business card with you, whenever you are out and about. There is more than one recruiter who has met a potential client in the lunchtime sandwich queue at their local deli! Good conversations can lead anywhere.
