Today is Tip #4 in The Recruitment Trainers Thursday Tip series!
Each Thursday, for 12 weeks, I am committing to sharing one recruitment tip a week with you. A sliver of potential magic you can try for yourself ✨
It won’t take long to read. It won’t take long to implement. And it WILL make a difference. You might find this series useful for yourself, or feel free to forward on to your team! Without further ado, let’s check out Tip #4 💡
Follow this 4-step process to overcome common objections that come up when you’re speaking to clients:
Step 1 – Empathise
This is not sympathy – you are not agreeing, but you are showing an understanding.
An example of empathising 👇
Objection: “We don’t have the budget for agencies.”
Answer: “I appreciate your staffing budget may have been used as it’s the end of the financial year, we are hearing this a lot from our clients at the moment.”
Step 2 – Question
We now need to question the objection 👇
– Why don’t you have the budget?
– How many people did you take on in the last financial year?
– What are they doing in the team?
– Will this be replicated for you next year?
– How did you find those extra x heads?
– What was your recruitment process?
Step 3 – Sell the benefits
Now you understand the real issue you can effectively start to sell the benefits of using you, based on their pains and what you have found out in step 2. Selling does not need to be complicated and it should be short, sharp and to the point, so they remember.
An example of selling the benefits 👇
“You mentioned that the agency you used last year took 2 weeks to shortlist, we can get you a shortlist of candidates within 72 hours.”
Step 3 – Confirm
Have you overcome the objection? You can find out by asking them!
An example of selling the benefits 👇
“Based on what we have just talked about, would you be happy to come to me next time you are recruiting, once the budget has been confirmed?”
I’d love to answer any questions you might have, so feel free to leave a comment or send a DM and let me know how you get on with this weeks tip 😊
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