How to Generate More Recruitment Agency Clients Using Rapport Building

Generating more clients for a recruitment agency is very tough for some people. In fact, every single day I am bombarded with agencies, owners, and consultants all over the world from Australia, the UK, Malaysia, Hong Kong, South Africa, the USA, India, the Middle East, and many others seeking help on how to effectively generate clients.

Today, I would like to share some valuable tips on rapport building to generate more recruitment agency clients.

Rapport building is a process where you create similarities with the other party you are talking to or meeting with in order to gain trust and confidence, and that could lead to many positive events happening. One possible outcome is that the potential prospect will become your long term client. Some people use this rapport-building technique so well that they are able to convert almost anyone to a being good friend without the other party figuring out why or how it happened.

Rapport building is, in fact, extremely powerful. Using it effectively, at the right time and in the right environment, will create many wonderful things for you.

Let me give you an example of how to generate clients using the skill of rapport building.

When I reached a client’s office and introduced myself as the representative of company “ABC,” I gave him a firm handshake to showcase my extreme confidence.

I noticed the manager was holding a mobile phone—a Samsung Tab 2. I recalled how I also had the same model, and I started to talk about the highlights of his Samsung Tab 2, as well as the DISADVANTAGES. I intentionally did not discuss more about the advantages because usually people lean more towards gossiping about the negative side rather than the positive side.

As we were discussing the negative aspects of the tablet, I noticed he was very keen on the topic, and I continued to gossip further about the tablet. Within a few minutes I had aligned him in the “direction” I was looking for, which was to be in “TUNED” in with me…after talking about the tablet, I began to switch to another topic about how neat and comfy his office was, and I could see that this actually boosted his ego about the company. That is what I wanted.

Although it is not a must to polish the boots of the other person, it is always good to give sincere compliments to them or things related to them. Some nice and sincere words will usually help.

After I aligned his thinking, gaining his trust and boosting his ego a little bit, I started to discuss the main topic, and he explained to me how difficult it is for him to find good staff for the company. With that, I also started to relate real stories about other companies in his industry that are also having this problem, and from there, I showcased how I managed to solve the client problem within a short time. This is called “Stealth Selling,” where you are selling your product and services without actually going through the hard selling process.

With a real example of the how I solved a previous client’s problem, I was able to build a strong confidence and let him know that I have the ability to help him and solve his problem, and within the next 30 minutes, he showed me the positions he needed filled, and the job order was given to me exclusively.

Then, after the order was fulfilled within a short span of time, it built further confidence and trust. With that, the client became a loyal client for a very long period of time.

Rapport building is actually a skill and cannot be learned through reading; you will need to be on the ground to test, evaluate, and see how it will help you. You will need to go through plenty of rounds of failure before you actually start to see some lights and answers. It takes time, and sometimes it can seem quite long. However, you need to be persistent and learn from every mistake or error that you make. Never stop learning, and use rapport building extensively because it will help you in almost anything that you do.

Cheers and good luck!