Before we get into getting great leads, let’s define what a lead is. A lead is the basic contact information for a company who may use your services. Typically the information you want on your lead is:Hiring Authority Name
E-mail if possible
Location – City should be enough at this point
General skill sets the company looks forOnce you have this information, what do you do with it? Many recruiters enter the information into a database, an excel spreadsheet or write it down on a pad of paper. While this works, it is time consuming to enter this information into a system, and then track and manipulate the information as you make calls. Using a pad of paper is great until you’ve crossed out half of the leads or turned into an artist’s canvas, and in the end you just end up re-writing you list over and over again.I have found, over the past few decades, that index cards have been the most productive tool for gathering and marketing to leads. Every lead should be on an individual index card. As you’re collecting them get a stack of index cards, and for every lead you uncover, write down the contact information with skill set the company desires.After you’ve accumulated your leads, you can now group them together by skill set. For example if you’re working the Accounting market, you may want a Controller group of leads. Rubber band the index cards together, and viola, you have a fast effective group of leads that you can market your best Controller candidates to, today, and in the future.Advantages of Index cardsbull; You can group skills together.
You can quickly jot notes on the cards.
You can just throw them out if the contact is bad, instead of deleting from a system or scratching off a list.
You can trade leads like baseball cards with co-workers.
You can organize your leads using colored index cards – different colors for different leads.
They are easy to pick up and just start calling from. You can just call through the stack over and over until you have reached every contact.
You can notate the number of “no’s” you’ve received and discard them when you hit the law of diminishing returns, typically around 6-8 “no’s”.
You can get an index card box with a tickler file system for follow-up calls, which is much easier than keeping track of an elaborate calendar.While using index cards may not be sexy or technology based, the use of this method has proven to out perform databases and list for most recruiters.Where are good places to get leads? I get this question amongst all new recruiter I train. To keep it simple I have provided a list of sources that have proven to work well, but the simplest answer is everywhere, all companies eventually hire employees.List of common sources for client leadsJob board advertising – Companies advertising on job boards are obviously looking (monster.com, careerbuilder.com, alleyfish.com, indeed.com, craigslist.org, etc.). There are many out there, get creative.LinkedIn – LinkedIn has many, many resources to get client leads. Search for decision makers in your field. Look at people who have just updated their job status and create a lead to call their previous employer, because they are most likely looking for a replacement, and their current employer, because they are currently hiring. Look at who is advertising in job section. The list of ways to find new leads on LinkedIn goes on and on.Your candidate interviews – Write down all of the places your candidate’s have worked at in the past and all of the places they’re currently interviewing at.The newspaper or trade publications – Look up companies in the news. There are success stories everyday in local and national papers about up-and-coming companies.Venture capitalist websites – There are many websites out there that provide information on companies who recently received VC funding. Call them, they will be hiring.Billboard and other advertising – Companies who have budgets to advertise on billboards, have the budget to pay you.Business or industrial park directories – When entering any office building or industrial business park there will almost always be a business directory. Take a second and use your smart phone to take a picture.Other resources – Business directories such as Manta, Jigsaw, ReferenceUSA, and many trade directories are usually free and online.SummaryMake it your goal to get at least 5 new client leads everyday. Put them on separate index cards. Group them by skill sets. Call all of them frequently until you have been told no at least 6 times, then discard the index card and move on. Yes, this is a highly effective and efficient way to keep a nice flowing stream of new clients and fresh job orders.Copyright (c) 2013 HeadhunterDaily.com