How to Find Clients Using Targeted Lead Generation (For Staffing & Recruiting Agencies)

So, in my recruiting agency, I do a lot of lead generation. Actually it's pretty much all I do. Without new clients, there isn't a whole bunch to do right? How though, did I become successful enough to make it a six figure business and not just a "side hustle".

TARGETED LEAD GENERATION.

That's how.

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What does this mean? It's simple, very simple. Instead of spraying emails and praying for responses, I take a critical approach to WHOM I'm contacting and where I'm spending my time reaching out.

1. Think about the company you are targeting. (there's an art to this)
I realize this doesn't come overnight, it's almost a sixth sense, you just can feel when a company's ripe for the picking or not, besides the obvious (national chains, large nation wide organizations, mom and pop shops etc).

Really understand who this company is inside and out, what do they produce? How many employees do they have, is the job difficult, how many different departments do they have, how long have they been in business, try to estimate their revenue etc (This, surprisingly is something I do in a matter of a minute or so and sometimes a quick 30 second google search on them). Mind you, I'm not doing this, EVERY SINGLE TIME I send an email out..I'm just saying, it's a very important element to targeting your lead generation.

2. Know WHO your contacting. I've said this before, but I'll say it again. NO H.R AND NO RECRUITERS. You need to reach out to senior level managers, C-Suite executives (CEO, CTO, CFO) etc, THESE PEOPLE MAKE DECISIONS, you need decision makers!

3. I'm going to let you in on a little tiny secret about my own person strategy. My coveted "two category targeting technique". So, basically when I generate leads, I'm looking at two different pools of companies.

- Boutique professional businesses with money
- Large volume level organizations

Let me break that down.

So I've been around the block a few times, lots of emails sent, lots of rejections taken, tons of research done, you know the drill. So what when you do what I've done, having started my agency about 2 years ago, you pick up on patterns.

The patterns go as follows:

Boutique professional businesses that have money are HIGHLY likely to work with you because 1. They have cash money on deck and 2. They usually don't care to do staffing themselves. Very easy to spot. These are dental offices, dermatology, doctors, accounting and law firms, think high level, smaller but high ticket, you get me right?

Now on to the second one, "large volume level organizations", these I talk about a lot. Your standard production facility with assembly line folk, transportation companies, manufacturing, warehousing, logistics, any of those. Why? They have a billion employees, they produce a ton of product and they probably have a bit of turn over and need people frequently. Yes, I'm speak all from direct experience as I work with these companies. These large organizations have 500+ employees and you better bet, they're churning out millions in product. A $4,000 fee to fill a spot is a drop in the ocean.

Targeting companies that fall into those two categories alone could increase your response/success ratio by up to 50% if you've just been emailing any old brick and mortar with a name on the internet.

Put some thought into it. The purpose here is to guide you to the BEST possible chance of success in breaking down the door, getting a conversation started, signing an agreement, making placements, collecting checks and doing residual / repeat business.

Target your lead generation