Business acquisition is a vital area of 365-degree recruitment. In the competitive world of IT Recruitment, only a strong B2B message that connects with your clients will manage to attract and retain them. This is especially true for 360º recruitment consultants, which rely on their ability to connect with businesses seeking top talent.
Here are some dos and don’ts of B2B messaging for business acquisition, tested by our team of expert recruitment consultants:
How an Effective B2B Message Strategy Can Elevate Your Recruiting Game
When we first looked into business-to-business messaging strategies to elevate our recruiting game, our sales team worked with our marketing experts. Marketing is a transversal area in our company, so our social media and digital marketing team always have good insights from B2B Marketing we have been able to incorporate into our cold calls, direct emails and LinkedIn in-mails.
Here are some recommendations for using email, phone, and LinkedIn messages to bring in clients to a recruitment business:
Focus on your target audience’s pain points
What are the specific challenges that your target businesses are facing? Tailor your messaging to address these pain points and demonstrate how your services can help them achieve their goals.
Highlight your Unique Value Proposition.
What makes your recruitment consultancy different from the competition? Highlight your Unique Value Proposition (UVP) and clearly articulate your strengths and expertise to stand out from the crowd.
Use strong Calls to Action
Tell your target audience what you want them to do next, whether visiting your website, scheduling a consultation, or downloading a whitepaper… and maintain your promises.
“It’s always a good idea to plan the client journey before you contact the client: the reasons to call or email, what to do after the first point of contact, and follow on what you agree. If you tell a client you will send information or call them in two months, do it. Do follow through on your word.”David Berwick, Senior Consultant
Personalise your messages whenever possible
Avoid generic, mass-produced marketing messages that no longer resonate with your target audience. Take the time to personalise your brand messages to show that you care about their individual and specific needs.
Use a variety of communication channels
You should not rely on just one channel to reach your target audience. Use a combination of channels, such as email, social media, and content marketing, to reach your audience where they are.
Top Mistakes B2B recruiters make when talking to a client
When it comes to B2B sales calls, one of the top mistakes that recruitment consultants often make is not conducting thorough research about the prospect or company they are reaching out to.
If you are currently approaching companies, here are some don’ts of business development in recruitment:
Don’t make it all about you
Your messaging should focus on the value you can provide your clients rather than on how great you are, how great the product or service you represent is, or how many clients and candidates you have placed.
Don’t overuse jargon and buzzwords
“Use plain English that your target audience can easily understand. It is okay to use buzzwords to display your knowledge of your chosen sector; however, make sure you have done comprehensive research on your sector so you know the buzzwords/jargon are relevant”.Luke Boyle, New Business Team Leader at Adria Solutions
Don’t make unrealistic promises
“Do not guarantee results you cannot deliver, or you will soon lose the client’s trust. As a trusted provider of talent solutions, we pride ourselves in developing long-term business relationships from the initial contact to nurture repeated business with our clients”.Nick Derham, Director and Senior Recruitment Consultant at Adria Solutions
Don’t neglect your existing clients
While focusing on acquiring new clients is important, do not neglect your existing relationships. Continue providing excellent service to your current clients to keep them happy and returning for more.
Don’t be afraid to text and experiment
There is no one-size-fits-all approach to B2B messaging. Try different things to see what works best for your target audience.
Here are a few additional Tips for Recruitment Consultants on B2B messaging
B2B salespeople can significantly improve their sales message preparation and execution, increasing their chances of success by thoroughly researching their clients’ pain points and delivering a coherent message. Here are some additional tips for those inexperienced recruiters wanting to upscale their business:
- Build relationships with key decision-makers. Target your messaging to the people with the authority to make hiring decisions and build long-term relationships.
- Share case studies and testimonials. Showcase your success stories to demonstrate your ability to deliver results.
- Offer free consultations or assessments. Give potential clients a chance to experience your expertise firsthand.
- Stay up-to-date on industry trends. Keep your messaging relevant by being aware of the latest trends in your industry.
Recruitment consultancies can improve their B2B messages and calls by following these dos and don’ts to attract more clients. Strong messaging strategies are essential for success in business acquisition and business development, and it is vital for recruitment consultancies that rely on their ability to connect businesses with top talent.
If you want to contact our sales teams, you can use our contact form or call us on 01625 874399. We can discuss partnership opportunities and how we target our B2B messages, and recruitment strategies to target clients and candidates effectively.