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.
Ask “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!