Recruiting has been, is and always will be a Relationship Building Business. Our Profession is no different than any other “sales” profession. People give their business to individuals they “like” as well as those who provide them with results.
It is not your job to agree or disagree with your Clients or Candidates. It is your job to accomplish the following:
1. Identify the priorities of your Clients so you present Top Talent they will hire
2. Identify the priorities of your Candidates so they will accept offers
Recruiters often attempt to develop candidate and client CONTROL. Think for a moment what you have done when someone has tried to control you? Normally, you would do the direct opposite.
It is more advantageous for you to develop rapport with your clients and candidates. Always emphasize the “what’s in it for them” if they utilize your services. This rapport must be based on trust and it’s important that they perceive you as an expert who can provide them with results. When you accomplish this level of rapport, you will now enjoy a profitable relationship that will consistently result in higher levels of production.
STEPS TO DEVELOP CANDIDATE RAPPPORT
1. It begins with how you present yourself, your company and your level of commitment to provide them with results.
2. How you schedule your interviews impacts your candidates. You must emphasize why it benefits them to schedule an interview with you.
3. Getting your paperwork completed up front, helps you focus on the candidates you will be able to assist. You do not want to waste time on candidates who do not have the experience, skills and stability mandated by your clients.
4. Conducting a “general interview” vs. one focused on a particular position helps you truly identify the hot buttons of each candidate. Candidates can sense when you are focused on one specific position – you slant your interview.
5. Never assume that your candidates want to do exactly what they have done in the past in their next position.
6. Utilize percentages to truly understand what your candidates have done and what they want to do next.
7. Refer back to your interviewing notes throughout the entire Placement Process.
8. Empower your candidates by saying “I take my direction from you.”
9. If you don’t like an answer, change your question.
10. Deliver excellence and show you truly “care” about your candidates.
11. The basic rule in any sales is under promise and over deliver.
STEPS TO DEVELOP CLIENT RAPPORT
Before you can achieve Client rapport they must understand that your job is to “make them look good.” They must sense your high level of commitment and always feel like a top priority.
1. Learn one personal fact with every third contact. Your clients would rather talk about themselves than listen to what you’re trying to sell.
2. Always treat your clients like a priority and maintain a concerned, helpful, positive attitude.
3. Provide a weekly update by phone every Friday on any open orders.
4. Strive to become the best listener in this client’s life, their sounding board.
5. Always emphasize the “what’s in it for me” of your client in every step of the Placement Process.
6. Provide information on trends and their competitors.
7. Survey your clients to receive their input and feedback.
8. Under-promise and over-deliver.
9. Inform your clients that it is your hope to become their Trusted Advisor.
10. Provide them with your cell phone, home phone and remain accessible 24/7.
If you begin to implement these steps you will develop profitable relationships with both your candidates and clients!
Attention Owners:
Join Barb Thursday, March 4th for a F.R.E.E Training Webinar titled “Achieve Remarkable Results By Helping Your Employees Fulfill Their Dreams” to help increase your profits.
Barb will share the following:
• The 12 rules for bringing out the best in your team
• How to determine what will motivate your team to higher levels of production, success and Income
• The 12 daily affirmations that will enhance your management skills
Click the following link to register for Barb’s free webinar:
Register For Barb’s FREE Webinar Here!
To your continued success,
Barbara J. Bruno, CPC, CTS
Good as Gold Training, Inc.
Recruiting Tools: Candidate Next Step and Top Producer Tutor
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