Recruiters consistently commit the same mistakes when they make their marketing presentations to prospective clients.
Specifically, they sell the wrong things. Those things are as follows:
- How long they’ve been in the business
- What their area of specialty is
- Their geographic proximity to the company
- A “Most Place-able Candidate” (MPC)
Note that there’s nothing wrong with selling a MPC . . . but if the company doesn’t have a need for that type of person at the moment, your call is pretty much dead in the water.
Bottom line: Prospective clients don’t care about these things, and ultimately, they won’t compel a hiring manager to choose your firm (i.e., give you job orders).
Instead, below are six things that companies REALLY want from recruiters:
#1—Your process
You’ll need to explain the steps you take for delivering quality candidates and take them all the way through the recruiting and hiring cycle.
#2—Speed
How quickly can you put quality candidates in front of them?
#3—Accuracy
Speed is important, but clients also want to see only quality candidates who accurately match the required skills.
#4—Accepted offers/show ups
Companies don’t care how many quality candidates you present if none of those people accept the offers when they’re extended or they don’t show up for the first day of work.
#5—Longevity
Once a direct candidate is hired, companies don’t want to re-fill that position for at least three years. On the contract side, they want people who will stay the entire length of the contract.
#6—Finding new talent
This is one of the most important features that you can sell. You have access to people that companies do not through their usual recruiting efforts.
These are the things that companies REALLY want from recruiters. Sell these six things to prospective clients—and your ability to deliver on them—and you’ll open up opportunities for new business.
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Greg Doersching is managing partner and founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. Recognized as one of the most cutting-edge voices in recruiting, Doersching has presented training sessions for the National Association of Personnel Services (NAPS); the American Staffing Association (ASA); and the Association of Canadian Search, Employment, and Staffing Services.