Human resource consulting has evolved from management consulting to become an integral part of human resource management, ensuring that a company’s human capital serves the best interests of the business.
HR consulting deals with all aspects of human resource management as an external provider, including client development, contracts, and client management. Outsourcing your HR functions to an HR consultancy is not only a great way to handle your employee relations but also improve employee performance and development. Many businesses today hire HR consultants, especially small businesses and startups that need specialized support and knowledge from the experts.
Before you branch out into the world of HR consulting, you need to think about the best way to generate leads for your consulting business. As an HR consulting business, are you available when people need you? Obviously, you are available, but are you visible to them? Can your clients easily reach you?
Keep reading to learn about ways you can expand your outsourced HR lead generation efforts.
Referrals from existing clients are one of the main sources of business for most consultants, so reputation is key. As part of marketing, you might want to publish articles, give speeches, attend local and regional business functions, serve on boards or committees, and make calls to contact prospective customers.
Here are some ways to help you discover new outsourced HR leads:
- Have a strong social media presence. Facebook, LinkedIn, Twitter, and Instagram are a few of the most common social media platforms. Consultants can easily market their businesses with new and existing clients online.
- Network with other local businesses. Developing and maintaining relationships with useful contacts in the market is vital for success.
- Gain referrals from current clients. Partners in non-competing businesses can refer new clients to HR consultants through their own networks.
- Promote customizability of your HR services. Most clients today are seeking tailored solutions rather than the one-size-fits-all approach, so an HR consultancy that offers bespoke solutions can stand out from the pack.
Even in the digital age of emails, videos, and social media, cold calling is still a powerful outbound lead generation method. Cold calling is extraordinarily effective when it is executed correctly and at the right time. It allows you to reach your audience while adding humanization that other communication tools cannot match. Cold calling has built some of the world’s most successful B2B sales teams, and many of them still use this approach today.
To be successful in prospecting, you need to compile a list of potential prospects. For effective lead qualification, well-organized lists are essential. Let’s take a look at cold call prospects lists, what they are, why they are needed, and how to build them in your HR consulting lead generation efforts.
The goal of prospecting is to spread information and generate interest. An outbound prospecting approach is when you reach out to other businesses that may be interested in your services. On the other hand, an inbound prospecting approach is when the leads come directly to you through your website or social media platforms.
Describing the specific traits of potential clients is called prospect profiling. The compilation of data and notification of needs and trends goes into the creation of a profile. You can understand your prospective customers better by developing multiple profiles. This also helps in building strong relationships with clients and tailoring your consultancy services according to their needs.
- Review the database of your customers
- Categorize the profiles of clients based on the HR services they need
- Use the profile data of clients to develop a prospect’s profile
- Give your prospect call list a review
- Identify the prospective clients who are a fit according to your created profiles
You have a wide variety of clients, each with different needs. After creating prospect profiles and analyzing those profiles, you may observe some trends. This information can help you customize your consulting approach according to the needs of your clients. This could include a particular product or service they’re interested in.
By personalizing an email, you acknowledge the sender, making them feel important and valued. Making a connection with a prospective client by using their name or company name helps build a relationship and encourages them to open the email.
A strong social media presence indicates how likely a lead is to see your social media profiles on their platform. Social media allows you to reach a wide audience and build a network of professional contacts for your HR consulting business.
Reaching out to prospects after they initially tell you “no” involves following up with them by phone call or email. Following up with potential customers builds trust and allows you to learn more about their pain points and what they’re looking for in a B2B relationship.
Cold calling typically gets a bad reputation because many companies don’t know how to do it effectively. Check out our blog to learn how to develop a successful cold calling strategy.
To generate leads for your HR consultancy similar to how professional lead generation service providers do, you need to learn the basics of how to qualify leads. Taking on cold calling sales requires making the necessary effort and using strategic sales tactics.
As a first step, consider how your service benefits the prospect. During this process, remember that these points are just one part of the deal, but the other important factor is building a rapport with the other person to keep them engaged and interested throughout each conversation.
Pay attention to your prospects’ pain points. There is an opposite pain point that your service eliminates with every benefit you provide. As a result, if you create a good list of value points, you should also be able to create a list of pain points you help alleviate with your service.
Start the conversation by introducing yourself and allowing them to ask you questions. This will demonstrate to them that you care about their needs, understand their pain points, and are willing to listen and provide relief for them.
Establishing a web presence is one of the primary steps in gaining new clients and boosting business. In addition to attracting new business, websites are a valuable resource for HR consultants to offer services to clients and prospects. Here are a few digital marketing strategies that your HR consultancy business could benefit from:
Websites designed for HR consultancies and hiring agencies serve as sources of information for potential job candidates–both experienced professionals and fresh graduates just entering the workforce. In addition to displaying job posts and your clients’ company news, websites must reflect current employment trends and industry developments. Websites and blog postings must be kept up-to-date and relevant to current events for human resource agencies. These include growth reports, job listings, and articles on a wide range of topics. More importantly, websites can help your business by generating potential leads.
A great way to generate buzz is to engage prospective candidates with email campaigns that offer them valuable information. Furthermore, you can reinforce your email by linking them to articles on your company blog to offer fresh, captivating, and industry-specific content designed to address the concerns and needs of your readers.
In addition to Facebook and Twitter, HR firms must harness the potential of professional social media platforms like LinkedIn to attract and engage new clients from the industry. LinkedIn is probably the best social media platform for HR consultancies. By using this network, clients, businesses, and professionals can connect in real-time. Anyone seeking leads considers it the core element of their lead generation strategy.
Taking advantage of these social media channels, HR consultants will be able to reach a broader audience, find more leads, and effectively market their services to the right audience.
The ability to blend multiple mediums for message conveyance is one of the strongest benefits of digital marketing. Adding a video about your HR consultancy will make it more attractive to prospective candidates. Incorporate photos of the workspace if the culture of your consultancy is strengthened by it.
Even in today’s well-connected world of business, lead generation remains a difficult challenge not only for HR consultancy businesses but for any organization that considers it a top priority. Lead generation isn’t just about getting more and more but about getting the right ones.
To achieve a solid lead generation plan that takes into account not only lead quantity but also lead quality requires multiple sources, including content, a diverse marketing channel approach, a tech stack, marketing/sales data, manpower, budget, and expertise.
At Abstrakt Marketing Group, we help outsourced HR consultants find leads through various lead generation efforts including appointment setting and digital marketing. Contact one of our sales reps today to learn how he can help you generate new business opportunities!