Objection 1

Our first objection from the last post was: “We had a bad experience with a staffing firm like yours.”

Here’s one way you could approach this objection (there are many others) and hopefully turn it into a future client.

01.05.16ObjectionAsk “Oh, what do you mean? (Listen). I understand how you feel. I‘ve had similar experiences with other types of companies. For example, I once had a negative experience with an insurance company. What I did to solve it was change insurance companies. I didn’t stop insuring my health, life, auto, property, etc. Can you see how the two relate? (Pause and listen). I would like to restore your faith in search firms. What critical staffing needs can I be working on for you? What are your biggest challenges in terms of finding top talent for your open positions?”

If your prospect still continues to voice an objection, you can always fall back to what I call the most important six words: “What would you like to happen?”

More tomorrow … in the meantime, have a great day!

Darryl

EZRecruiting.com

 

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Asking the Right Questions

When I owned my own recruiting firm in southern California, I knew I needed to position my firm as a valued industry resource.  What that meant is that somehow I needed to provide services that clients and potential clients would think of first when they needed staffing help.

questions-and-answers1Questions became my ally in that, instead of touting my services, I would ask questions.  What that meant to my clients was that I knew how to listen, which brought me to the head of the pack, so to speak.  Most of my competitors were not doing this on a consistent basis.  And the reason I knew that is that my clients told me.

Some of the questions I always asked included:

  1. When you realize you have a staffing need, who do you think of first?
  2. What other staffing firms are you currently using?
  3. What is it that other staffing firms do for you that you think we can’t do?
  4. How would you rate our services on a 1 – 10 basis, 10 being excellent?
  5. If we’re not a 10, what can we do to make your experience better?
  6. How do you feel about how you’re treated when you call in to our office?

These are just a few of very important questions, designed to elicit a conversation, which can lead to more business. As a business owner, I always felt that the buck stopped with me, meaning that I could have the best staff in the world but if we weren’t asking the right questions, we could be leaving more business on the table.

Remember the 80/20 rule: 80% of your business will come from 20% of your clients. Whether you’re a brand new recruiter or a seasoned one wanting to get back to the basics, maybe I can help. Check out EZRecruiting for more information.

More to come – stay tuned. Have a blessed day!

Darryl

EZRecruiting