Many years ago, I was flying to Cabo, Mexico to speak and I sat next to two high-level female sales executives. It was interesting listening to their conversation. Their greatest frustration was the red tape and hoops they had to jump through to get things done.
They were also frustrated with the caliber of talent they had been interviewing. They both worked for Fortune 500 companies and had worked their way up the corporate ladder by their own personal sales achievements.
We started to discuss the “Sales Profession.” They had both utilized search firms to help them find top talent and yet didn’t think of Recruiting as a Sales Profession. They felt a sales person should be a “trusted advisor” who builds a strong relationship based on trust and value added services. Neither of them felt recruiters came even “close” to this definition.
Ultimate recruiter goals: good news and bad news
The good news: we don’t have tons of red tape to cut through in our profession. We do have clients who have hiring processes that sometimes take too long, but your own environment is entrepreneurial which allows you to “Just Sell!”
I don’t think we often appreciate that our future is truly in our hands and we can create any life we want as a Recruiter!
The bad news: many recruiters are not viewed as a “trusted advisor.” Top producers in our profession have and build strong client relationships, which is why they are so successful.
- How would your clients describe you?
- How would your candidates describe you?
- Would the words “trusted advisor” be used?
These two top executives were impressed by the process we use to identify top talent for them.
They were also surprised to find out that many recruiters are Workforce/Workplace experts who strive to develop a consultative relationship with their clients.
When you are talking to your clients and candidates remember your ultimate recruiter goals:
Be more consultative to your clients and be a lifetime agent for your candidates!
Share this goal with the people you represent and watch your “sales increase” . . . without red tape!
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog. You can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.