Differentiate Yourself
Barbara Bruno, President, Good as Gold Training, HRSearch Inc.
Most recruiters are under the false belief that because they think their candidates or services are better customers will perceive them as different, this belief isn’t necessarily true. The first key differentiator is them, the sales person.
The greatest assets of any company are the people on the front line! What is their thirty second pitch? Do they even have a thirty second pitch? The following is one example of a simple pitch:
“I help _____________ who ____________ so they can _________________.”
What is their personal brand? Too often branding includes statements like:
- “We check references”
- “We specialize in your industry”
- “We are thorough”
- “We provide results”
Sound familiar? What can they say that no other recruiter can say?
THE FOLLOWING ELEVEN TIPS WILL HELP YOU DIFFERENTIATE!
TIP ONE – BE MORE PREPARED
With the Internet as a resource, there is no reason for cold calls. You can make informed planned calls targeted at your best business.
TIP TWO – BE MORE ENGAGING
It is important that you show your personality and make working with you an enjoyable experience. Hiring Authorities and candidates tend to gravitate to individuals they like. Learn as much about your candidates and clients as possible. The more you allow them to talk about themselves, the more they will like you! This results in enhancing rapport.
TIP THREE – ASK BETTER QUESTIONS
It is not your answers that can improve your level of success; it is your ability to ask the best questions. Knowing how to identify the priorities of your candidates and hiring authorities through effective questioning will differentiate you from other recruiters.
TIP FOUR – BECOME THE BEST LISTENER IN THE LIFE OF YOUR HIRING AUTHORITIES AND CANDIDATES
Most of us went into the Recruiting Profession because we were outgoing and loved to talk. It is important to realize that we have two ears and one mouth for a reason. Effective sales people know they should listen twice as much as they talk. Your goal is to become a Trusted Advisor to your hiring authorities and candidates. In order to accomplish that goal, you need to become the best listener in their lives. You want to become their sounding board, someone they trust, knowing you keep all the information they share confidential. When you become a Trusted Advisor, they will never want to lose contact with you.
TIP FIVE – HAVE A DIFFERENT BELIEF SYSTEM
Believe you can provide results 100% of the time!
TIP SIX – PROVIDE MORE PRECEIVED VALUE
What separates you from other recruiters? What do you offer that most recruiters don’t? My business cards say I’m there for my clients 24/7. That perception has resulted in many client referrals.
TIP SEVEN – PRESENT CREATIVE IDEAS
Tie your presentations into holidays, current events and other attention getting events. Send pizza’s to HR at lunch time with a missing piece to get attention. Send it with a note that says, “We are the missing piece in your Staffing needs.” You should also mail your marketing materials in unique containers.
When you show your creativity, you separate yourself from other recruiters who come across too intense, too professional and not fun to work with – remember candidates and hiring authorities would rather work with people they enjoy!
TIP EIGHT – BECOME A BETTER COMMUNICATOR
It is important that you communicate using all means of communication including:
- Voicemail
- Instant messaging
- Texting
- Effective phone or in person conversations
TIP NINE – BEING MORE ENTHUSIASTIC
No matter what kind of day you are having, it is important for you to always show your enthusiasm for your Profession. People like to work with individuals who are passionate about their Profession.
TIP TEN – COMMIT TO PROVIDE RESULTS
Be honest with candidates you won’t place (85% of your candidate flow) and work proactively to place your MPCs (Most Placeable Candidates).
When you write a job order, obtain a target date to fill, interviewing times and send a copy of your job order to everyone in the interviewing process. In addition, identify the pain that exists as a result of this opening.
TIP ELEVEN – ESTABLISH RAPPORT AND TRUST
Recruiting is a relationship building business. Successful relationships are based on rapport which leads to trust. You want to become more consultative and truly focus on the priorities of the individuals you represent. Adapt an outside/in attitude, seeing your services through the eyes of the people you serve.
Implement any of the eleven suggestions and you will “differentiate yourself!”
Barb Bruno, CPC, CTS is one of the most trusted experts, speakers and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb Bruno, CPC, CTS has spent the last twenty years focused on helping Owners, Managers and Recruiters INCREASE their Sales, Profits and Income! Her Top Producer Tutor web-based training program jumps starts new hires and takes experienced recruiters to their next level of production. Barb just released her cutting edge program Candidate Next Step (CNS) which provides you with a Customized Career Portal in less than 10 minutes. CNS turns the 95% of Candidate you Don’t Place into Passive Income and eliminates the Greatest Time Waster in your Business. If you’d like to contact Barb, call 219.663.9609 or Email support@staffingandrecruiting.com
Posted by Barbara Bruno
on June 16, 2010. Filed under Recruiting, Thought Leadership.
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