Hello sir, My name is Nowfeer doing my MBA at ICFAI National College. We have 4 months of AIP (Autumn Internship Program) and I have been placed in a recruitment consultancy. And my target is to get at least one client to our company, so plz kindly suggest me few tips on how to approach the clients.
From Qatar, Doha
1From Qatar, Doha
Hi nowfeer,
I have worked in a placement firm.
According to my experience, try this step by step-
1. target some local companies.
2. if your company has database for the companies , then find out the numbers of Hrd of those companies, if you could get the names of the concerned person, then it adds..
3. if you don't have their numbers, search for them from internet and yellow pages.
4. as you get the things , call the companies and try to talk to somebody in hrd, if you get the person , ask for sometime to tell them about your company, generally in the first instance they dont take you seriously, so just ask for their mail id, so that you can send your company's profile, if you get it, send the profile on the same day.
5. Follow up the second day. and remind them
6. you may have to do this whole process for 10 companies and out of those you may get 2 or 3 hits.
7. continue following up, and if any of them show interest, ask for a face to face meeting and work out for the requirements..
In this way I am sure , you'll find one...
All d best...
dips
From India, Delhi
I have worked in a placement firm.
According to my experience, try this step by step-
1. target some local companies.
2. if your company has database for the companies , then find out the numbers of Hrd of those companies, if you could get the names of the concerned person, then it adds..
3. if you don't have their numbers, search for them from internet and yellow pages.
4. as you get the things , call the companies and try to talk to somebody in hrd, if you get the person , ask for sometime to tell them about your company, generally in the first instance they dont take you seriously, so just ask for their mail id, so that you can send your company's profile, if you get it, send the profile on the same day.
5. Follow up the second day. and remind them
6. you may have to do this whole process for 10 companies and out of those you may get 2 or 3 hits.
7. continue following up, and if any of them show interest, ask for a face to face meeting and work out for the requirements..
In this way I am sure , you'll find one...
All d best...
dips
From India, Delhi
PLACEMENT SERVICE SELLING
This involves 3 stages of consultative selling.
STAGE ONE. planning / preparing.
1.Develop a profile of your organization.
-structure
-services you are offering
-strengths of your service
-competitive standing of your services
-unique selling strengths of your services.
-why should clients choose your services against others.
-package your services
-testimonials [ clients list]
etc etc.
2.Develop a database of prospects.
-identify the market segments, where your services
are much wanted.
-determine the potential prospects from these
market segments.
-use yellow pages/ internet/ any other sources
-develop a list of potential prospects.
-for each prospects, list the contact person
by using all methods of contacts.
-using direct marketing / telephone contacts
eatablish contacts / make appointments.
3.Develop a presentation material
-one for handing over to the prospects
-one for your presentation
========================================
STAGE TWO
NOW YOU ARE IN FRONT OF THE CLIENTS
AND MAKING A SALES PRESENTATION.
USE THIS SIMPLE SALES INTERVIEW PLAN.
1.INTRODUCTION
2.ESTABLISH RAPPORT
3.CLARIFY THE CURRENT PRACTICES.
4.DETERMINE THE POTENTIAL NEEDS.
5.ASK QUESTIONS ON CURRENT/ POTENTIAL NEEDS.
6.PROBE MORE FOR BETTER UNDERSTANDING OF NEEDS.
7.ESTABLISH NEEDS.
8.CLARIFY THE CLIENTS' UNDERSTANDING OF NEEDS.
9.OFFER SOLUTIONS TO MEET CLIENTS NEEDS.
10.NOW RECOMMEND YOUR COS. SERVICES
AS A SOLUTION.
11.SELL THE BENEFITS OF YOUR COS. SERVICE.
12. SELL WHY YOUR COMPANY IS UNIQUELY
POSITIONED TO PROVIDE SOLUTIONS.
13. MOTIVATE YOUR CLIENT.
14. HANDLE ANY RESISTANCE
15.HANDLE OBJECTIONS [ PRICE/DELIVERY etc.]
16.SEEK COMMITMENT
17.CLOSE THE SALE
18.ASK FOR THE ORDER.
======================================
You should take your package and practice these simple
steps.
=======================================
STAGE THREE
FOLLOW UP AND NEVER GIVE UP, after the
sales presentation.
hope this is useful to you
regards
LEO LINGHAM
From India, Mumbai
This involves 3 stages of consultative selling.
STAGE ONE. planning / preparing.
1.Develop a profile of your organization.
-structure
-services you are offering
-strengths of your service
-competitive standing of your services
-unique selling strengths of your services.
-why should clients choose your services against others.
-package your services
-testimonials [ clients list]
etc etc.
2.Develop a database of prospects.
-identify the market segments, where your services
are much wanted.
-determine the potential prospects from these
market segments.
-use yellow pages/ internet/ any other sources
-develop a list of potential prospects.
-for each prospects, list the contact person
by using all methods of contacts.
-using direct marketing / telephone contacts
eatablish contacts / make appointments.
3.Develop a presentation material
-one for handing over to the prospects
-one for your presentation
========================================
STAGE TWO
NOW YOU ARE IN FRONT OF THE CLIENTS
AND MAKING A SALES PRESENTATION.
USE THIS SIMPLE SALES INTERVIEW PLAN.
1.INTRODUCTION
2.ESTABLISH RAPPORT
3.CLARIFY THE CURRENT PRACTICES.
4.DETERMINE THE POTENTIAL NEEDS.
5.ASK QUESTIONS ON CURRENT/ POTENTIAL NEEDS.
6.PROBE MORE FOR BETTER UNDERSTANDING OF NEEDS.
7.ESTABLISH NEEDS.
8.CLARIFY THE CLIENTS' UNDERSTANDING OF NEEDS.
9.OFFER SOLUTIONS TO MEET CLIENTS NEEDS.
10.NOW RECOMMEND YOUR COS. SERVICES
AS A SOLUTION.
11.SELL THE BENEFITS OF YOUR COS. SERVICE.
12. SELL WHY YOUR COMPANY IS UNIQUELY
POSITIONED TO PROVIDE SOLUTIONS.
13. MOTIVATE YOUR CLIENT.
14. HANDLE ANY RESISTANCE
15.HANDLE OBJECTIONS [ PRICE/DELIVERY etc.]
16.SEEK COMMITMENT
17.CLOSE THE SALE
18.ASK FOR THE ORDER.
======================================
You should take your package and practice these simple
steps.
=======================================
STAGE THREE
FOLLOW UP AND NEVER GIVE UP, after the
sales presentation.
hope this is useful to you
regards
LEO LINGHAM
From India, Mumbai
To add to what Deepali and Leo Lingham have already stated so lucidly, do your homework well about the client you are targeting--understand their business and their positioning in the industry. Any client will be impressed when they realize that you have taken the effort to know about them. They will appreciate it betterwhen you are able to suggest specific solutions based on their requirements, which you would have inferred through your homework.
And, don't give up! Be persistent and you will reap dividends.
All the best!
Sanath
From India, Mumbai
And, don't give up! Be persistent and you will reap dividends.
All the best!
Sanath
From India, Mumbai
Hi
Further to great solutions/ideas by Deepali, Leo & Sanath...
Have been a placement consultant on my own for while..hence one thing i have learnt is that getting clients works on three processes..
1. Discover your niche & strong areas..
2. Network & establish contacts with potential clients in forums like HR meets, associations, training programs etc..
3. Establish your credibility in terms of your indepth knowledge about the market trends & talented professionals ...
Cheers,
Rajat
From India, Pune
Further to great solutions/ideas by Deepali, Leo & Sanath...
Have been a placement consultant on my own for while..hence one thing i have learnt is that getting clients works on three processes..
1. Discover your niche & strong areas..
2. Network & establish contacts with potential clients in forums like HR meets, associations, training programs etc..
3. Establish your credibility in terms of your indepth knowledge about the market trends & talented professionals ...
Cheers,
Rajat
From India, Pune
Hi Nowfeer,
( do you pronounce your name as Now fear or No fear? The latter is better! )
You have been given some great suggestions. Try them.
The first thing to keep in mind is that you have only four months for this ( Remember, you are on your project, not a job yet. )
Since there is a time-frame, one way to go about it is :
A) Study the existing client base of your Consultancy. What industry are they generally from? Who are the most well-known/ regular clients?
B) Speak to them & find out why they chose your consultancy. this gives you your company's strenghts AS THE CLIENT SEES IT.
C) Ask each of them to give you references- names of companies they know & people they know in those companies. Find out from your existing client if you can quote them when contacting the references.
D) Aproach these references ! ( Simple )
And if anyone tells you that you are taking the easy way out , let me tell you that reference selling is a very well used method by top sales people. ( I should know, I was in Direct sales for over ten years.)
This also shows you if the consultancy you are doing your project with is a reputed one. If the existing clients dont give references, then your company does not have a good relationship with its clients.
If you get lots of references, then they are doing good. ( 80% of my business comes from references.)
All the best,
From India, Mumbai
( do you pronounce your name as Now fear or No fear? The latter is better! )
You have been given some great suggestions. Try them.
The first thing to keep in mind is that you have only four months for this ( Remember, you are on your project, not a job yet. )
Since there is a time-frame, one way to go about it is :
A) Study the existing client base of your Consultancy. What industry are they generally from? Who are the most well-known/ regular clients?
B) Speak to them & find out why they chose your consultancy. this gives you your company's strenghts AS THE CLIENT SEES IT.
C) Ask each of them to give you references- names of companies they know & people they know in those companies. Find out from your existing client if you can quote them when contacting the references.
D) Aproach these references ! ( Simple )
And if anyone tells you that you are taking the easy way out , let me tell you that reference selling is a very well used method by top sales people. ( I should know, I was in Direct sales for over ten years.)
This also shows you if the consultancy you are doing your project with is a reputed one. If the existing clients dont give references, then your company does not have a good relationship with its clients.
If you get lots of references, then they are doing good. ( 80% of my business comes from references.)
All the best,
From India, Mumbai
Hello Everybody Thanks a lot for your valuable suggestions. And i am glad to be a part of your group. It is undoubtedly remarkable job from all of you. Keep going. sincerely nowfeer
From Qatar, Doha
From Qatar, Doha
Hello Deepali,
Thanks a lot for your valuable suggestions and guidelines. I am
really glad to be a part of this gorup. It is undoubtedly a remarkable from
all of you. So Keep Going.
Thanks and Regards
Nowfeer (Nofe)
From Qatar, Doha
Thanks a lot for your valuable suggestions and guidelines. I am
really glad to be a part of this gorup. It is undoubtedly a remarkable from
all of you. So Keep Going.
Thanks and Regards
Nowfeer (Nofe)
From Qatar, Doha
Hello Amruth,
Thanks a lot for your valuable suggestion and guidelibes. I am
really glad to be a part of your group. It is undoubtedly remarkable job
from all of u. So keep Going. And one more thing i will be happy if you
call me nofear the latter part .
Thanks and Regards
Nowfeer (Nofe)
From Qatar, Doha
Thanks a lot for your valuable suggestion and guidelibes. I am
really glad to be a part of your group. It is undoubtedly remarkable job
from all of u. So keep Going. And one more thing i will be happy if you
call me nofear the latter part .
Thanks and Regards
Nowfeer (Nofe)
From Qatar, Doha
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