Are your clients aware of all your agency has to offer? Seems like a very simple question, but you’d be surprised by some of the answers once you start “going there” with your clients. I’ve had numerous experiences with agencies that I’ve work with over the years that rarely or ever bring up the fact that they handle many other services besides the ones they presently manage for me. To put it in a word “Yagottaletemknowaboutit” , (my New York humor for “You’ve got to let them know about it”).

Look at the areas where you currently provide service for your clients. Has it been awhile since you’ve held a discussion or presented materials showing what else the agency might be able to do for them? You might find that there are ways you can expand your service to them just by bringing it up.

I had a classic experience in this regard with an agency that I was referred to during a search to fill a permanent position. We did successfully placed a perm candidate together and the agency rep continued to check in with me every quarter or so for years. Our conversations usually began the same way about whether or not I had any new openings she could help with. I would generally reply “Nothing new going on”, so we would chat a bit and built a nice rapport. One day, she happened to follow up my “Nothing new going on” with a ‘You are aware that we do temps placements in addition to perms, right?” What?! We never “went there” and I was amazed to learn this so far down the road from where we started. Many opportunities were missed to do more business with that agency up until that point. We had fallen into a routine.

Making sure your clients know all about what you have to offer is the agency’s responsibility. Don’t wait for your clients to ask about a service. They may never bring it up and another piece of business could have been yours for the asking. So often, a client will get a complete list of services with an initial brochure or presentation and focus on exactly what they need at the time. The agency then fills that need and the dial gets set to that one channel.

Periodically clients need to hear about other services an agency can offer them, so it rouses them to take another look. This is important for several reasons:

1) Companies change! They evolve and grow along with their needs.

2) Agencies change! They evolve and grow along with their services.

3) This is an effective way to communicate with your clients. Instead of calling them solely to inquire about possible job assignments or openings, provide information to them about additional ways you can service them. When you “go there” you can’t help but learn more about your clients and keep on top of their needs.  They may be evolving.  This will also help build the relationship and start you on a path of partnerhsip.

If things have fallen into a set pattern with some or most of your clients, might that be an indication that it’s time to freshen things up and consider where else you can help them?   The very fact that things have been going along smoothly and you’re filling a need shows you’ve been effective with a client in one regard.  You’re now perfectly positioned to discuss how else you can expand your service to them.  The important point is to make sure you are appropriately telling them over time about all your services.

So, “Yagottaletemknowaboutit” and when you do “Yagonnabegladyadid”.