Tips for Engaging with your client

We ran an article in the newsletter a couple of weeks ago suggesting ways recruiters can overcome objections, from potential clients, to their fees.

Jo Webb (Senior Resourcing Advisor at Scott Wilson) got in touch commenting that perhaps in the current climate these techniques would serve no purpose other than to alienate a client.  Here are her tips for a recruiter dealing with a corporate client....

In light of the economic climate/many redundancies/more candidates than jobs scenario, the relationship between clients and agents is changing and the need to know your audience is a must – here are some tips for engaging with your client.

1) A lot of companies are still recruiting but they are recruiting specifics.  Although these are unlikely to be easy fills stay interested and engaged with your client, they will remember your focus in the future and will know that you have been trying rather than forgetting about them and focussing on easier to fill roles.

2) Have a point – don’t just ring clients for an update particularly if you haven’t spoken to them in a while. Try different techniques rather than your usual weekly calls, know your client, do your homework and ensure when you pick that phone up you know where their business is at the moment, ask them about the next three months, what does the next financial year look like, what areas are they struggling with, can we do something to help….?  Calls from agents to clients are increasing; they can’t remember everyone so make sure you stand out. 

3) Don’t push it, if something isn’t of interest to a client don’t try to ram it down their throats, know your audience and judge when to stop, this again will be remembered and you will get a more positive response when you can read your audience better.

 

Comments

[C_McDowall]

I couldn't have said it better myself!

I firmly believe that this is the approach we should all be taking, rather than "23 ways to have the phone slammed down on you".....

Excellent advice, thanks

[Mark Whitby]

Dear Jo,

Your tips on client engagement are excellent, I agree completely.

On the subject of fee negotiation, which is what my article was about, I gather you didn't like any of my suggestions!

I'm very open to hearing different opinions and approaches. How do you suggest we should handle price objections?

The reason I wrote the article is that every week recruiters ask me how to avoid discounting in a difficult market. What advice would you give them?

- Mark Whitby
www.FreeRecruiterTraining.com