Tag Archives | Consultative selling

When your client says “send me the résumé”....you say this!

When your client says “send me the résumé”….you say this!

The fact is you make a placement only if your candidate gets an interview. So your job as a recruiter is so much more than sourcing the talent and making the match. As important as they are, it’s all a waste of time if you don’t get your candidate sitting opposite your client. And so […]

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Great recruiters always ask these two questions. Always

Great recruiters always ask these two questions. Always

If you have plans to be a great recruiter, please, remember this and never forget it. Filling a job does not start with finding good candidates for a particular job order. It starts with the quality with which you take the job order in the first place. It does not matter if you take the […]

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Recruitment - it's NOT speed-dating

Recruitment – it’s NOT speed-dating

This is one of my favourite topics. I believe this is what will differentiate the winners from the losers in recruitment. In the end, a recruiter is as good as the number of candidates that she or he can close. That is it. So what recruiters are going to need in the next 3 years, […]

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What to say when your client drops the "C" word in a fee negotiation.

What to say when your client drops the “C” word in a fee negotiation.

Last week I blogged about how you need to move the focus away from dollars and percentages when clients negotiate fees, and on to your value and your differentiators. One of the comments on my blog from Matthew Lancey raised the point that sometimes clients keep pushing, and they say something like “but your competitors […]

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Don't give up on exclusive job orders! This is how

Don’t give up on exclusive job orders! This is how

A great recruiter will be totally articulate in positioning why a client is doing themselves tremendous harm by getting recruiters to compete. By all means, let recruiters compete for a client. No problems there. That’s capitalism at its finest. But we should not compete on the same job. That is just dumb business by all […]

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Recruiters, use your ‘necktop’ when engaging with clients (video)

Recruiters, use your ‘necktop’ when engaging with clients (video)

The savage truth is that most recruiters have no idea how to build relationships with their clients, nor how to develop business opportunities through their day-to-day interaction with customers. It’s an ironic tragedy, but the more technology we have available, the less recruiters actually use that technology to connect with clients and candidates in a […]

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