CLIENT VISITS ARE IMPORTANT
Published on 14 Jul 2006 at 9:30 am.
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If you are working a “local” market it is important to meet with your clients in “their” environment.
The format of the meeting should be:
1. Initial small talk
2. Insure them this will help you BETTER represent their needs
3. Tell them you are there to find out what they expect from you and the Shut Up and Listen
4. Discuss the importance of communication, feedback and set up a process of how you will work
together stressing the BENEFITS to them.
5. Ask for any current opportunities you could assist them with
6. Explain what you have brought for them in your folder (see contents below)
7. Share testimonial letters
8. Answer any questions they may have
9. Thank them for their time.
CONTENTS OF THE FOLDER
Rather than bringing brochures or powerpoint presentations, I’ve found the most effective materials to bring is a file folder with your name and contact information on the tab. Rarely does someone throw away an entire folder.
The folder will contain the following:
1. Personalized letter
2. Company Brochure
3. Copy of your job order form
4. Copy of your reference check forms
5. Copy of your Profile/Application form
6. If you are certified - copies of your Certification
(For information on certification go to jsacerdote@recruitinglife.com)
ADVANTAGES OF A CLIENT VISIT
1. You have their undivided attention
2. You can get a first hand impression of their company
3. Their office will reveal “personal” things about your contact
4. You can give an accurate description of the location when you prep your candidates
5. It is better CUSTOMER SERVICE” to meet your clients
6. You can also identify and hopefully meet additional contacts, within the company
7. You have a chance to personally sell yourself
8. You can continue to develop client rapport and trust
This is one way you can differentiate the level of service you provide from our competition!
Here’s to a record month….
Barb Bruno, CPC
PS: If you are not certified - this is something you should strongly consider. I proudly display my CPC Certified Personnel Consultant on everything. There are certification programs sponsored by both NAPS and ASA!
