Chat with us, powered by LiveChat What Recruiters Can Do About 'Deal Hibernation'

How Recruiters Can Cope with ‘Deal Hibernation’

by | Jul 22, 2020 | Recruiter Training, Top Echelon Blog

Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation (“deal hibernation,” if you will).  At first, the buyer seems ready to buy, creating hope for the recruiter.  Then, a shift in priorities puts the sale on hold for weeks, months, or even years.  Even the very best, most experienced recruiters can’t avert this from happening at least some of the time.

Managing the process once a deal goes into hibernation is one of those advanced sales skills whose mastery eludes many people during their careers.  To become the equivalent of Spring sunshine that awakens a sleeping bear (without pissing the bear off!), recruiters must master the seven skills of Deal Arousal.  Two of the simplest include the following:

1.) Consistent Persistence

I’ve heard it said that showing up is half the battle.  For many people, this alone is the biggest battle.  Remembering to keep showing up or pushing past doubt and discouragement are habits most recruiters can improve in some way.  In addition, buyers have built in forgetters and will easily develop amnesia the longer the deal remains in slumber. If you need to, use your recruiting software to figure out when the last contact was attempted, and give it a shot again.

Last week, Ernie, a recruiter at a company I advise, awakened a polar bear-sized deal after a year of hibernation.  His recruitment campaign strategy of Consistent Persistence cost him an hour in total time during those twelve months and netted him and his company an initial million in revenue.  Best of all, the deal closed quickly because of his persistence, the hunger of the client, and the Evolved Value he delivered.

2.) Create and Deliver Evolving Value

Continuing to sell what you offered before the deal went into hibernation won’t bring many deals out of deep sleep.  As you engage in Consistent Persistence, you must evolve value in three ways: based upon how the customer’s business and industry have changed, in a manner that further accentuates your offering, and by adding value that makes ROI even more attractive to both parties.

Ernie got the customer to buy quickly because the Evolved Value made it too attractive for the buyer to pass up.  Best of all, the profitability of the deal a year later increased by more than 10%.

Some buyers can be a real bear to deal with over time.  Still others are ready for an awakening from a savvy recruiter who can create a Spring-like experience that causes the deal to rise and shine.

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Scott Wintrip, president of the Wintrip Consulting Group (WCG) and guest writer for the Top Echelon Recruiter Training Blog, has helped thousands of companies across the globe increase revenue, improve profitability, expand market share, boost employee retention, and decrease labor intensity.  He has consulted for, coached, and educated more than 40,000 professionals, creating more than $1.2 billion in positive economic impact for his clients.  Click here to visit Wintrip’s website and learn more about his consulting services for recruiters.

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