YOUR WALL OF MONEY
Published on 10 Dec 2005 at 8:55 pm.
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It won’t be long until we will be celebrating the arrival of 2006. If you want to enjoy the highest level of success possible…you need to start planning now. I’m going to share a “secret” my office has used for years - The Wall of Money! Take time in the coming week to evaluate every client you did business with in 2005. Talk to your clients to determine the level of hiring they have budgeted in 2006. You then determine how many additional clients you need to attract, in order to hit the goals you have set for next year. These names are listed on your Wall of Money!
Most top producers in our profession have a client base of thirty clients. Ten of these clients are Key Accounts, hiring more than 5 people annually from an outside source. The other twenty accounts hire a minimum of 2-3 people annually from an outside source. (If you are doing office support, or lower level placements - these numbers would double). Many recruiters in our profession fail when they represent only a handful of clients. Your candidates want “choices” when making their career decisions.
The first names on the wall of money are your current established clients who plan to utilize your services in 2006. The other names on the list are the companies you will TARGET in 2006 as your future clients. Many of these companies should be identified for you by your candidates, when you asked them to list the five best companies in their profession. Another great source of new clients are referrals from your current satisfied clients. There is nothing stronger than buying on the “approval of others.”
The job market is currently “candidate driven” which is why it is vitally important that you represent the companies with the best reputations. You should contact these targets “6″ times in the first “9″ weeks, to accomplish name recognition. These contacts will be a combination of telephone contacts, emails, marketing materials mailed, articles on trends, testimonials and other creative contacts to achieve name recognition.
If you add in your personality, creativity and express your strong desire to represent their company, you should average a 25% success rate. Using that percentage, you need to target four times more new clients than you need to achieve your production goals for 2006. Don’t leave your success up to “chance”!
The clients you select will make or break your future! Develop a wall of money and they will not only “make your future”, they will help you attain levels of success you never thought possible.
Administrator on 11 Dec 2005 at 2:59 am: 1
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