Today we’re looking at how to get more recruitment clients and I have kindly been joined by GetMoreHRclients reader, Carolina Maristany, who runs a highly successful recruitment consultancy and training company in beautiful Buenos Aires.
Buenos Aires, Argentina
With an MBA in Organizational and Labor Psychology, Carolina has been working in recruitment since 2008, specialising in the tech sector since 2009.
Carolina launched CONEXIONHR in July 2009 and continues to lead the team of recruitment consultants and trainers and she continues to recruit candidates to this day.
How To Get More Recruitment Clients – Q&A With Carolina Maristany
Here’s what I asked Carolina:
- What does your business do and who does it help?
- Do you focus on a niche within the market or do you serve all businesses (if so, how do you try to stand-out from competitors)?
- What are some effective ways you have acquired new clients/customers? What makes them effective?
- Any ineffective ways? Why didn’t they work so well?
- Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?
Let’s get into it . . .
1. What does your business do and who does it help?
Basically, we help companies to find the best candidates for their positions and to move forward with their projects.
In addition, we help candidates to improve their current employment situation by finding a different project or role and, by extension, find better working conditions.
In fact, I really have two customers groups: companies which are requesting staff, and then the candidates themselves.
2. Do you focus on a niche within the market or do you serve all businesses (if so, how do you try to stand-out from competitors)?
95% of the time, we work in the IT market.
However, sometimes, those customers may need staff from areas which are not in IT.
Within IT personnel selection, there is huge demand and also expertise, but we are different from our competitors since we work differently, we understand the market and how to carry out specific projects for this market.
In practical terms, this means not sending mass emails to candidates, knowing their profile before contacting them, telling the truth about companies and vacancies, listening and understanding what they think and need, making the candidates know who we are, and how we work, so we create a positive relationship with the candidate and in our own unique way.
In view of being good at IT selection, it is necessary to have a different understanding from traditional recruiting.
3. What are some effective ways you have acquired new clients/customers? What makes them effective?
The best way to get good customers is definitely by recommendation. Good work within this area unintentionally leads to customers contacting us.
We always ask for feedback after a recruitment process. We ask for feedback from clients, candidates, from our own group of staff, from everyone.
We publish their feedback (obviously we ask first if we can publish it) in our social networks. Nowadays, just showing in our social networks what we do, how we do it, what we are working on, and current events we’re involved in, will bring in more potential clients to us.
Currently, due to our huge demand, we do not need to take on any other marketing activities.
4. Any ineffective ways? Why didn’t they work so well?
I believe that trying to sell this type of service is strange. Well-known IT recruiting agencies do not need to sell themselves; customers contact them by their own.
Selling creates a kind of suspicion – people might think that selling is trying to compensate for poor service.
5. Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?
I strongly recommend reading and listening to candidates in general, what and how they think, visiting their blogs, sites, twitter feeds. This is the best way to understand our customers to and avoid traditional or clichéd resources and responses.
Carolina and her team have done an amazing job growing the business from startup to a hugely successful recruitment business in the crowded sector. They’ve achieved this growth through a focus on outstanding service which feeds into the client funnel via proactive client referrals.
To find out more about this successful business, visit CONEXIONHR.
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