Navigating the recruitment jargon for an easy sell?
Posted on Friday, June 23, 2017 by Venn Group — 2 comments
Much like the world’s top brands look to establish brand identity and loyalty, we at Venn Group look to do the same. This can only be achieved by being different and standing out amongst our competition. We live in a fast-paced society where organisations are looking to make business easier by reducing the supply chain, not extending it. Ultimately, it is up to us to ensure that we are providing a service that is both efficient and effective, to ensure confidence in our abilities.
Common feedback from hiring managers is that they receive several calls a day from different agencies with the same pitch. One can only imagine just how tedious that must get. But should relationship building be that tedious? One needs to make a concerted effort to tailor the way they work with individual clients and candidates. In order to tailor ones pitch or marketing strategy, they need to understand the individual they are dealing with, which involves developing a relationship. We make a point of understanding both our clients and our candidates; this allows us to find the ideal fit for all parties involved.
Sales, or the action of making a sale, is not and should not be difficult but people get into the habit of making it difficult. A fundamental error that many make when starting out in sales, is that they get overly technical about their area of expertise. Often the technical ‘jargon’ that is used in an effort to come across as an expert, merely frustrates the client. Keep things simple, establish the need and provide an effective solution. A lot of money and respect can be earned by solving peoples ‘problems’.
Ultimately it is our job to build a network of relationships. However it would appear that recruiters are more focussed on hitting KPIs in an effort to decorate a spreadsheet, rather than building and maintaining mutually beneficial relationships. We need to ensure that we are adding value to our calls. Many make the error of only showing interest when there is a need. By developing a vested or genuine interest in your client/candidates you will instil confidence in your ability to provide an efficient service when the need arises.
We work in a service industry - if we provide an efficient and effective service whilst maintaining and building the relationship then business should come easy. Shouldn’t it?