How To Idenfify Sales Opportunities

Question 1

Recruitment sales cycle?

Answer 1

1) Identify sales opportunities
2) questioning to identify needs
3) showing capability
4) managing objections
5) asking for commitment
6) creating loyalty

Question 2

Factors to identify target marketplace?

Answer 2

• demographics
• location
• industry
• market
• size
• budget

Question 3

Where can sales opportunities be found?

Answer 3

• social media / online networks
• company / organisation websites
• job boards - setting up alerts - who is advertising? Which jobs are regularly posted?
• local networking
• lapsed clients - potential for service testimonials and referrals
• candidates - can provide info on current or past employers and companies
• trade associations and business directories - B2B (business to business) organisations found here. Trade associations and government bodies may also provide lists of organisations trading
• local and national newspapers
• niche market magazines
• referrals from existing clients
• marketing databases - most effective source of business info should be your own internal database and should include client requirements, buying history, the current situation and future plans, recruitment issues and trends
• new sales channels e.g. increased use of online options or adjusting services to make these more niche