In a recent post, we talked about the value of an excellent sales presentation and how it will make you stand out from all the other recruiters in your sector.
Though this technique was something used years ago, it has made a resurgence; unlike several other sales traits that are quite frankly, ruining your chances of success.
So, if you’ve ever felt your billings slipping, even though you’re putting in the same amount of effort as always, it might be that your sales process and sales habits are out of date.
The world of recruiting has changed massively over the last few years and what worked then is nowhere near as useful now.
Keep doing what you have always been doing, and your results will suffer.
Wondering if your habits are prehistoric?! Then read on to find out.
1. Falling Into The ‘I have Had a Good Month Let’s Take It Easy’ Trap
This is a trap any recruitment consultant can fall into. I know back in the day I did a few times too.
Does this ring any bells for you? Let me explain.
You have had a stellar month, you’ve won the lunch club, and your director tells you how amazing you are. Time to chill a little. Maybe this month it’s OK to make fewer BD calls because, after all, last month was so good, and you are a superstar biller which means you can switch it on anytime? #WRONG
It’s the curse of many recruiters that they take their foot off the gas and leave a wide-open space where other competitive recruiters can come in and take their place.
Remember: Your pipeline won’t fill itself. At the end of last year, I shared some of my favourite sales books in one of our blogs.
One book was called fanatical prospecting by Jeb Blount. Here Jeb alerted salespeople to how fast their pipeline can dry up and how – scarily - it can take up to 60 days to refill!
Don’t let this be you. Consistency of effort is vital when you have 40,000 other recruitment companies ‘trying’ to take your place.
I saw a positive quote on Instagram last week that summed this up perfectly.
“When you’re winning keep competing like you’re losing.” Ed Mylett
2. Wasting Time on Unqualified Leads
It’s a familiar feeling – you go through the sales process only to realise the person on the other line isn’t recruiting or has jobs that you really shouldn’t be working.
We have talked about research and how critical it is before. Time spent planning ahead of your BD time will save you hours of frustrating calling that gets you nowhere.
No matter what you might read, the telephone is far from dead. Here’s the good news—just a few simple adjustments can give you better insight into your leads so you can prioritise more qualified new clients who are recruiting with jobs you can actually fill.
3. Not Working Closely with Marketing
In the past sales and marketing have been like two boxers sparring in the ring. However, this really is an outdated approach.
When sales and marketing departments don’t work toward the same goals, everyone loses. For front line sales people specifically, misalignment results in unqualified leads.
Companies with strong sales and marketing alignment achieve high growth rates. Only last week I was talking to a recruiter who shared how connected she was to marketing and how well that was working for her in delivering qualified client leads and hot placeable candidates.
4. One Size Fits All Sales Scripts
Oh dear, please don’t tell me you are using an outdated sales script? In our super-connected world, this is an obsolete approach.
Having one “perfect” pitch may seem like a time-saver. After all, developing a new pitch for every prospect would kill productivity, right; not so!
The recruitment and staffing sector have changed in recent years, and a single, one-size-fits-all sales pitch is no longer enough. Buyers want to build relationships with companies that address their individual needs and concerns. Approach them with the same script you use on everyone else, and you’ll lose their business.
Are you guilty of any of these traits? If so, you now know what to do. Acting on these four areas alone can make a huge difference.
Until next time,