Just doing cold calling is not the important part. The important part is how are you trying to convince your client. I fully agree with you that most of your client must have told you that we already have many consultants with us. But now Deepti, here your work starts now.
First of all, you have to understand the company profile, their requirements, and what their consultants providing them. Then after that you have to make them understand how different are you people in your services, (you have to highlight some of your major clients for whom you have worked, or can also highlight something which you can do different from other consultants. Is there is anything unique in your services which other's don't have uptill now).
Then you can convince them to give you a chance to prove your services. If you have new consultancy you can give a discount on their first requirment. In this way, you can have a chance to prove your services, and the company will also know about your services.
Anything else you want to know, mail me at
Bhawna - HR
Thank u so much for your response.
Being a Business developer I do take care of all these things. I do take a deep knowledge about the company's profile before calling and check the requirements as well but the HR rarely share the work of their current Consultants or the services which they are getting.
We do have an ERP system which help us in the process and take us one step ahead of other consultants.
We are providing discounts as well but my major concern is how to do all these things on one call of 2 or 3 or 5 mins???
Waiting for your response.
I often tell HR consultants companies to make it easier for people to refer them new clients by becoming clear on who their business helps.
Iíve had quite a lot of people tell me that this is really hard to do Ė especially in an HR sales pitch.
The standard response looks a bit like this:
ďIsnít it enough to say that we help mid-large employers in the [XYZ] industry?ď
Well, thatís a start but itís still quite bland and generic.
I've put some ideas and solutions into an article you may find interesting here:
All the best with your business!
Ben - GetMoreHRclients.com