Spending years cold calling people trying to get them to share their recruitment needs or persuading them to interview a top candidate was not always fun…

Yet every meeting arranged was a new opportunity to make money and it still is.

It’s the same for you. If you or your people have more new client meetings then the chances are that you will make more money and grow your firm.

How do you get more new client meetings then?

Depends on your firm – what’s the stage immediately before the new client meeting? Do the new clients phone in? Do you phone them? Do they fill in a form? Do you hold a seminar? What is a new enquiry in your world?

Whatever the stage before a new client meeting is, you need to work out how to buy it in cheaper.

The answer lies in mastering your marketing so you can buy in the same opportunities for less money. That means that with the same cash outlay you are benefiting from more new business opportunities.

How do you buy in cheaper opportunities? You relentlessly try different methods (Twitter, Facebook, email, Google, mail, LinkedIn, affinity marketing etc…) and you watch what works.

You celebrate your 5% saving on you enquiry cost not as a 5% saving but as 21 new clients for the price of 20.

That 21st enquiry could end up being your best client. What would that be worth?

Yep, it’s not rocket science but are you actually doing it?

Sadly, none of us are clever enough to remember everything we know!