Be prepared to walk

Walk away For any recruitment consultant the most critical mental attitude to posses in regards to your relationship with clients is the willingness to walk away if the vacancy or contact is not going to be profitable.

Most recruiters are too scared to walk away. They are like sad little puppies when it comes to clients. They are not willing to walk away from low fees, multiple briefed agencies or client processes that are transactional.

In short, they are too scared of missing the “potential fee” that they waste time, money and effort on clients that just do not deserve it. If you do learn how to walk away under the right circumstances you find that: You feel a greater sense of self-worth and power about the client and more control over your desk and research time. Clients generally do not respect the “whorish” nature of most recruiters.

So walking away can become a great personal USP. You will save yourself a tremendous amount of time that can be spent on finding clients that do meet your standards. Now walking way does not mean being a jerk, just politely let the client know why and how they can get in touch if things change.  

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Who is the MAN

Before we talk, I am not talking about gender. So many keyboard warriors who might have been “triggered” please sit back down. Thank you. I will now continue. 

Knowing who the MAN is or is not, is a vital part of new recruitment. However, many recruiters forget who the MAN is.

So who is THE MAN and why is it important? The MAN stands for Money, Authority and Need. These are the three vital parts of the perfect prospect.

Money – they have the budget to write the cheque for your services.

Authority – they have the say-so to write this cheque.

Need – they have a problem that needs solving. So why is this important? When you know, a client has the money, the ability to spend that money and a problem that needs fixing you know that half the sales battle is done.

Understanding and identifying the MAN will allow you to focus your time, efforts and energy on those prospects that really matter.   

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Thank you for reading this Recruitment Hack. You can get a daily Recruitment Hack sent to your inbox by visiting Recruitment Hacks.

The Book: Recruitment Hacks is now available on Amazon.   

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Always have two questions for prospects

 Whenever you are on a business development call, you need to have two questions for every single prospect. Having two questions will triple the number of chances you get to build a relationship with a client. Now, these two questions, they can be on anything recruitment or industry related.

The first one should be the recruitment-focused outcome you are looking for. For example, you want to get the job on with the client who been advertising for that role you have seen. So you do the whole lead chasing bog standard recruitment question. And like the Chumba-Wumba song, you get knocked down. However, you can get right back up again because you have a second question.

The second question can be more creative. If you are looking to play it safe something that is industry-related that you can use to help market to them in the future. Below we have outlined a mini-script to demonstrate what we mean.

YOU: “Hello, Mr. Client. Can I help you with this job?”

CLIENT: “No.”

YOU: “One more question before I go. What are your thoughts on the latest acquisition of X?”

CLIENT: “That is really interesting you asked…..”

You ask the set out the second question and you get their feedback, thoughts and input. You can use this information to market to them in the future or to create a small report which you can use to market.

Having the second question will increase the time that you are able to spend in the phone and will enhance your chances of building that relationship with the client.   

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Thank you for reading this Recruitment Hack. You can get a daily Recruitment Hack sent to your inbox by visiting Recruitment Hacks.

The Book: Recruitment Hacks is now available on Amazon.   

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