Recruitment is changing. With more than 40,000 companies in the UK all competing for your business, it’s getting tough.
Factor into this that potential new clients have more choice than ever when it comes to choosing a recruiting partner and you will appreciate why it’s now critical to stand out.
An easy way to impress is to present your offer to your client professionally and confidently in the form of a sales presentation.
The art of the sales presentation has drastically changed in recent years. Tech advances have allowed your clients to access more information than ever before. And, consequently, there is much misinformation out there about what recruitment consultants can deliver.
For this reason, today’s recruiter requires a different set of guidelines to deliver a successful sales presentation. Ready to learn more; then this post is for you!
1. Your Research is Vital
As a recruitment consultant, being a great ‘salesperson’ is vital to our success. Great salespeople who are consistently successful understand their prospect’s pain. So, here is a scary stat for you. Did you know that only 13% of buyers feel like salespeople understand their needs?
Wow, that means the market is open for you provided you can do your research that you then weave into your presentation.
Client research, therefore, is a critical component of any sales presentation if you want to come away as their recruiter of choice either with exclusivity agreed, or a retainer in place.
Here is the thing; without the appropriate background information, your sales presentation will lack context, personalisation, and authority. So, we recommend that before your presentation you gather the information about your prospect or account. I would suggest starting with your current database or CRM and anyone in the office who has information or connections to your client. Their website and LinkedIn company page are a rich source of data too.
2. Personalisation is Key
It may well be that your recruitment company has a slide deck they want you to use. However, how personalised is it to your prospect? Here your research becomes invaluable.
Consider this: According to research shared on Saleshacker, high-performing sales teams are 2.8 times more likely than underperforming teams to say their companies are now more focused on personalising customer interactions; a sign that personalisation works.
By offering more personalised selling experiences, you will be the recruiter that stands out.
3. Use Visuals and Text
As human beings, many of us prefer visual media. You only need to look at the latest upsurge in Instagram and Youtube users to appreciate this. The human brain processes visuals 60,000 times faster than text so images and charts will drive your selling points home faster than anything else.
4. Use Case Studies
Surprisingly case studies aren’t used as much as they could be in the recruitment sector which means this is a great opportunity for you to stand out. Have a look at our GSR2R case studies here to see how it can work.
When a sector grows so does the competition and the potential new client you are presenting to will want to know what results you have achieved for other clients in the past as they pick and choose which recruitment company to work with.
Present a case study in the form of a story, walking the prospect through a past customer’s experience. This method works because it provides the prospect with real, not hypothetical, proof that you can make good on your promises.
5. Answer the Objections in Their Head
Let’s be honest as professional recruitment pros we are used to handling objections. Therefore, taking some extra time as you create your presentation to answer their questions in the body of the presentation will demonstrate yet again how much you understand your sector and your potential new client sitting in front of you.
For instance, we are in a skill short market so your audience might be thinking about how you will find clients that are different from others. Here you can ‘sell’ how different you are. Maybe it’s your active database of 20,000 developers or the market mapping you have carried out; make sure you share stats like this to ensure you stand out.
6. Practice Practice and Practice Again
I’ll be honest I am a massive fan of TED talks. The information is excellent, and all delivered professionally. If you haven’t checked the platform out, go and have a look.
Here is the thing though. The speakers practice regularly to ensure they look so relaxed and confident.
Practice your presentations a minimum of five times as this will help your flow and your conscious mind will help to influence your subconscious mind so that everything becomes familiar to you.
As you do this you will develop the confidence and familiarity with both the subject matter and the prospect—so you can have a natural, genuine conversation.
Ready to get going?
Until next time