HR consultancy plays a significant role in how businesses operate across the country. While we may know how impactful your business model is, do you know how to effectively promote your HR consultancy to generate more business leads and secure more sales? Well, that’s where HR lead generation comes into play.
If you want to get new clients for your HR consultancy, it’s vital that you:
Build and Maintain an Outbound Sales Pipeline
One of the strongest anchors for your HR lead generation strategy should be building and maintaining an outbound sales pipeline. Outbound sales development is all about reaching out to new people to let them know about your HR consultancy and encouraging them to partner with your business. Here are some of the core ways that your sales reps can connect with potential clients and pitch your human resource services:
Cold Calling
While cold calling is often seen as an old school outbound lead generation method, it’s extraordinarily useful if you build your prospect list properly. Unfortunately, many people won’t pick up the phone for a number they don’t recognize, and those that do pick up the phone may hang up when they realize you’re trying to sell them something. However, if you’re professionally persistent and consistently nurture qualified prospects, this can be an incredibly effective HR lead generation strategy.
Email Marketing
Email marketing is another common outreach strategy that HR consultancies use to find clients and nurture relationships with them. Email marketing is often most effective when paired with cold calling because it gives you a variety of platforms to connect with potential candidates and pitch your product or service offerings.
Social Media Outreach
Social media is often identified as an inbound marketing method, but using professional social media channels like LinkedIn is another great way to get clients for your consultancy business. After qualifying as a lead, sales reps can reach out to decision-makers and business leaders in your target market and discover what they value in an HR consultancy.
Networking
It’s important to not forget about networking when it comes to finding consulting clients. Attending loal networking events is a great way to connect with potential buyers in your market and implement them into your outbound sales pipeline. During networking events, you can chat with them, learn about what they seek in an outsourced HR consultancy, and gather their contact information to send them additional sales and marketing assets.
Maximize Your Online Presence
On the other end of the lead generation spectrum, we have inbound marketing. This business growth strategy focuses on building your online presence and bringing interested buyers to your business versus actively reaching out to them.
Here are some important things to consider when maximizing your online presence:
Content Marketing
Content marketing involves creating engaging, informative, valuable assets that prospects and clients genuinely want to look at and gain more insight from. Many content marketing assets include talent acquisition guides, HR industry reports, and other types of marketing materials that serve to capture the attention of the prospects that matter most to you and your business growth efforts.
Search Engine Optimization (SEO)
With the help of content, site optimization, and link building, your HR consultancy can make its website rank higher for target keywords and phrases in popular search engines. In other words, people searching for your HR consultancy services will find you rather than your competitors. However, that can only work with the right SEO approach and your ability to fully understand what potential clients are looking for when searching your services.
Pay-Per-Click (PPC) Advertising
PPC advertising in search engines and social media is another inbound marketing approach to generate a steady stream of leads. When an interested user sees your ads and feels like it has value to what they’re looking for, they can click on the ad and submit their contact information to speak with one of your sales reps or get additional sales and marketing materials.
Social Media Marketing
Remember when we talked about social media being both an outbound and inbound lead generation strategy? While social media outreach may be considered outbound, social media marketing is an inbound method to get your HR consultancy in front of the eyes of potential buyers and boost top-of-mind awareness. Additionally, you can also post content from your website through social media, driving users to check out your website and see what benefits your HR consultancy has to offer their business.
Ask for Referrals From Satisfied Clients
Another way to generate leads for your HR consultancy is to ask for referrals from your satisfied clients. If you’ve done great work for your clients, ask those business owners and decision makers if they could recommend you to other people they know. If you get these referrals, you’ll have a warm introduction and a highly qualified lead ready to go at your fingertips.
While asking for referrals is a great way to generate new qualified leads, it’s important to remember that it isn’t consistent or reliable; there’s no guarantee that your existing clients are going to provide you with referrals. It’s best used as a supplementary HR consultancy lead generation strategy, and shouldn’t be relied on whole heartedly.
Key Takeaways
Outbound sales development and inbound marketing are necessary if you want to generate a steady stream of new leads for your HR consulting business. With a combination of outbound sales, inbound marketing, networking, and active pursuit of client referrals, you should be able to build a strong foundation that can help you generate more leads and prospects.
If you’re new to the world of HR lead generation, or if your existing approach simply isn’t working, don’t worry—we’re here for you. At Abstrakt Marketing Group, we help businesses like yours master the art of sales and marketing so they can focus on what they do best.
Interested in learning more? Contact us today to learn how we can help you get clients for your HR consultancy!
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