By Barb Bruno
In the recruiting profession, there's a side of our business
that's always challenging.
We've had times when job orders
are difficult to find and other times when candidates are
difficult to surface. Regardless of the economy, one thing remains
the same: It is absolutely vital that you are representing the
companies that candidates want to work for, companies with good
reputations. Regardless of geographic area, there are always
corporations that are “hot” in the marketplace.
There are a variety of possible
reasons why these companies are desirable. It could be their
reputation for being employee-oriented, their benefit package,
their technology or their positive work environment. Whatever the
reason, these are the corporations you want to represent, in any
type of economy.
When the economy is strong, it
seems as though it is enough to provide results for our clients.
When the economy is suffering, results simply are not enough to
maintain these top clients.
Clients will stay loyal to
search firms where there is a strong relationship with their
recruiter! They will continue to work with recruiters they view as
their partner, their Trusted Advisor!
This type of relationship is
built on three principles:
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• |
Earn, establish and
maintain client trust; |
|
• |
Customize your services
to meet the needs of your clients; and |
|
• |
Partner with your
clients. |
Earning, establishing, and
maintaining client trust develops throughout the entire
relationship. Ask yourself the following questions:
|
• |
Did you involve the
person you just contacted? |
|
• |
Were you prepared prior
to your call? |
|
• |
Did the person understand
the clear purpose of your call? |
|
• |
Did you differentiate
yourself? |
|
• |
Did you really listen to
the person you contacted? |
|
• |
If you just received your
call, what impression did you make? |
Always tell the truth …
always! Your goal should be to solve their problems. You should
also provide continual feedback, positive and negative if
necessary. Clients need to know that they can trust you. You must
maintain a high standard of ethics at all times. If a problem does
arise, handle it immediately.
Customizing your service to
meet the needs of your clients is critical. If you want to know
what your clients expect from you, just ask them! Often we call
prospective clients with a list of services we offer. The first
rule in sales is to determine a prospect’s needs. Too often we get
busy selling and forget to listen. Also, if we are in fact
listening, are we actually hearing what they are saying? Your
clients are similar to your candidates in one main
area. Throughout the entire time they are speaking with you they
are wondering WIIFM (What’s In It For Me). If they feel you are
going to make them look good, you have a new client!
Partner with your client and
become their Trusted Advisor. Clients are looking for a partner
when they trust you with their hiring needs. Each individual
account will bring unique expectations, problems and needs. It is
up to you to identify those and then find a way to work in a way
that is most comfortable for your clients. They expect you to
personally care about them and their professional needs. Clients
will work with the recruiter they like! You must make them feel
that they are your number one priority, at all times. Once they
have given you an order, they expect to see a quick ROI (Return on
Investment). They expect you to solve their hiring problems.
Finally, it is difficult to identify, establish and maintain a
solid account. Therefore, once you have established a client,
never take advantage of the mutual trusting relationship that has
been established! Once you are referred to as a client’s Trusted
Advisor, you are not as affected as others by negative economic
conditions. With this title, you are also well on your way to
higher production!
