I recently was able to attend the NAPS (National Association of Personnel Services) conference that was held in Houston, Texas. Each day held many sessions with many topics that were pertinent to independent and agency recruiters. One session in particular was extremely interesting and titled, “Recruit Stock,” as a pun on the old Woodstock festival. Next Level Exchange filled the hour with amazing tips to stand out as a top of the line recruiter, and I want to share some of this information.
First and foremost, here is a good list that highlights how to handle client demands.
- The client states that they only pay a flat fee—they only pay ___ rate. To this demand, do not simply accept it, but counteroffer by asking for exclusivity on the search. If there is push back on this, then request that the exclusivity is only for a limited time.
- “We won’t pay a conversion fee.” Counter demand and ask for a faster payment cycle to this client demand.
- The client states that you must go through human resources. Counter demand by asking for additional business.
- The client tells you that you have to follow their process for hiring the candidate. Counter demand that they provide you a testimonial letter or referral in exchange for following their processes.
- The final and most common client demand will be that they must see multiple candidates prior to making a decision. For this, counter demand a meeting with the owner/VP/executive to be able to place yourself as high as you can while being able to collect more information. Otherwise, ask for a retainer depending on how many candidates they wish to see.
Another good tip in regards to securing clients by Mike Gionta is to secure permission to educate them on the problem or frustration, instead of blurting out to the hiring manager what they need to do. “Mr. Hiring Manager, are you open to hearing about what probably happened in that situation?” By asking, you are respecting the relationship.
Finally, to build clients, use the Super Seven secret by Scott Love. Write down seven existing clients or prospects that you want to move forward, then write specific action steps to move that relationship forward. These could include scheduling a lunch, having a conference call, submitting a candidate, etc. Be very specific in your actions and abide by them to create stronger relationships.