December is a bizarre time in recruitment. With most companies winding down for the yr, there are at all times fewer roles to fill. All people’s focus switches to Christmas events and having fun with the downtime, so it may be tempting to sit down again and loosen up till New Yr rolls in.
However the BD actions you do in December can have a big impact on the way you begin the brand new yr. Here is what to do to be sure you begin January with a bang…
1. Begin warming up your prospects for the brand new yr
December is a extremely completely different month in recruitment so going about your BD as normal, may be counterproductive. All people is entering into the Christmas spirit, making it the proper time to succeed in out to your purchasers and prospects with out attempting to promote to them. As a substitute, add some festive cheer into your messages to start out warming them up for the brand new yr.
It’s price remembering, purchasers and prospects get loads of generic Christmas messages so suppose outdoors of the field and discover methods to place your personal stamp on something you do ship out. You would ship out branded swag, or run an electronic mail marketing campaign linking again to your light-hearted Christmas weblog content material – no matter it’s ensure that it’s priceless and completely different.
I as soon as ran a Christmas-themed recruitment quiz that received a terrific response and it secured me some purchasers for the next months. You would even incentivise your pipeline to play alongside by providing a ten% low cost on January charges for the winner.
2. Share an finish of yr roundup
This yr, the job market went from candidate-rich to a candidate-short quick in a couple of quick months – it’s honest to say it has been one other rollercoaster for recruitment! All of this yr’s challenges and achievements have been tracked as data in your CRM – think about this your golden ticket for attracting leads for the brand new yr.
The info in your CRM can present priceless intel that your purchasers and prospects don’t have direct entry to. Pull collectively an finish of yr round-up that tells your purchasers a knowledge story of how the recruitment business fared in 2021 in addition to the milestones you reached. Sharing one thing of excessive worth like it will place you as a reputable supply of knowledge and remind prospects you are a professional at what you do. Do that, and you will be the primary particular person they consider when seeking to rent in rent in 2022.
3. E book conferences for January
Getting purchasers to comply with conferences in December is absolutely robust work. You’re extra more likely to hear “we aren’t seeking to rent till the brand new yr. We’ll be in contact after Christmas” than get an excellent response. As a substitute of losing time attempting to e book conferences for December, focus your efforts on securing conferences for January. That manner you’ll come again to your desk with a calendar stuffed with promising gross sales conferences in 2022.
Keep away from asking open-ended questions like “when are you free?” as a substitute, be particular and ask “are you able to make Monday 10th January at 11am or Tuesday 11th January at 2pm?”. It’s a terrific psychological trick that makes prospects extra seemingly you say sure. In the event you nonetheless get a response immediately, comply with up with a diary invite to offer them an additional nudge.
4. Use the time to replace your BD technique
When was the final time you assessed whether or not your BD practices are nonetheless working? Are your BD emails getting good returns? Do your heat calls get you outcomes? Is there any new expertise that would actually show you how to up your sport? These are all questions we hardly ever get time to ask ourselves however market circumstances are susceptible to vary. If you wish to hold upping your billings subsequent yr take time to replace any outdated recruitment gross sales ways in December.
In the event you’ve learn this weblog earlier than, you’ll additionally know we’re massive advocates of recruiters taking day trip for self-development too – it’s the important thing to turning into a greater recruiter! Maximize on the quieter weeks and give attention to doing a little self-development and upping your BD technique. The purpose is to eradicate any inefficient ways and unhealthy habits you’ve been holding onto this yr. That manner you’ll come again stronger within the new yr and get off to a flying begin.
Bonus: Catch your purchasers’ pressing fill roles
Once I labored in recruitment, I stored up my BD effectively into late-December, and it helped me safe a few of my purchasers’ last-minute pressing fill roles making it one in all my strongest months that yr. It simply goes to indicate, that regardless of how the market is wanting or what time of yr it’s, there’s no good cause to cease proactively reaching out to your purchasers and prospects (even should you’re not attempting to promote to them).
For tips about learn how to replace your gross sales technique obtain the eBook under.