You are the real USP

You are the real USP

Recruitment is a highly competitive marketplace and as a result it can be very difficult to identify genuinely unique sales points around our process or organisation.

Don’t feature dump

Don’t feature dump

FAB selling is not complex! It’s traditional and well known – however, it’s often badly done and perhaps the single biggest mistake made by recruiters is ‘feature dumping’. 

Be nosy!

Be nosy!

Great recruiters are nosy because they want to understand how to best help their candidates and clients.

Product-esteem drives self-esteem

Product-esteem drives self-esteem

Great recruiters have high self-esteem and high self-worth. Much of this derives from their successes – the deals they have done and the fees that they have generated.

Ultimately, it’s YOUR process!

Ultimately, it’s YOUR process!

Every interaction with a candidate or client through the recruitment process presents with it an opportunity for you to enhance your control.

Identify points of leverage

Identify points of leverage

If you build a strong relationship with candidates and clients, they are much more likely to share information with you which will enable you to manage processes more effectively.

Getting the right relationships is key

Getting the right relationships is key

At its crudest, any attempt to control, influence or manage a candidate or client through a recruitment or sales process is likely to be seen as manipulative and self-serving.

Work in groups

Work in groups

Where possible, try and make cold calls at the same time as colleagues of yours.  If there are three of four of you on the phone at the same time it drives competition, development and motivation.

Reward yourself for ‘activity’

Reward yourself for ‘activity’

In the spirit of controlling the controllables, you can’t dictate the amount of success you get from cold calls.  So focus on activity – commit to running a certain number of calls.

Control the controllables

Control the controllables

There are relatively few elements of the cold call that you can control yourself.  Things like the number of calls you make, the timing of those calls and the planning that goes into them are all your responsibility. 

Plan an outcome

Plan an outcome

Clear objectives (or successes!) help to give you more structure and flow to the call.

You have nothing to lose!

You have nothing to lose!

Cold calls give you a clean slate – you can start the relationship from scratch and even if the call goes incredibly badly, you haven’t lost anything.

Plan account development – in writing!

Plan account development – in writing!

Most recruiters will have some idea of how they want to grow relationships within an account – sadly, in many cases these remain ideas rather than a reality.

Find ‘excuses’ to call

Find ‘excuses’ to call

Contacting clients to build trust and rapport sounds great, but in reality it can be difficult to find reasons to do this.

Build trust and rapport

Build trust and rapport

The general perception of recruiters is often that they are overly ‘salesy’, transactional and only in it for themselves.  Sadly, many recruiters fulfil this unkind stereotype by only calling clients to try and pick up more vacancies.

Be selective

Be selective

You will have to make considered and careful decisions as to which accounts have scope to be developed and nurtured successfully.

Be confident

Be confident

Remember that we are trying to create a position where we have one product (the candidate) and many potential buyers (the clients).