Objections from both candidates and clients scare many recruiters.
The truth is that many recruitment consultants mistake objections for disinterest.
Here is the truth from my observations of recruitment over the last 17 years.
Most objections are buying signals.
Objections Versus Buying Signals
If a candidate or client is disagreeing and throwing in objections, it means they are considering and thinking about what you have to say.
If they are not giving you a flat out “NO” then there is still some level of interest, and you need to ask more questions as you work harder to close them.
Here is the thing……. both our clients and candidates aren’t keen on making final decisions.
Why? They have rational fears.
Fears like, overpaying, moving to the wrong company or role and all the other negative experiences they’ve had with recruiters or salespeople in general through the years.
Your prospects may be fearful, but that doesn’t mean they won’t finally say yes to your recruiting offer or role.
You must help them get over their fear of commitment. Your job as a recruitment consultant is to show them so much value in whatever you say and your knowledge of the sector, company and roles in question that it makes no sense to turn it down or not use your recruiting services.
After all, when value, knowledge and opportunity exceed price, a buying decision is made.
You must shift their fear from the fear of making a mistake to the fear of missing out on an amazing opportunity to work with you to deliver an outstanding recruiting service or an opportunity to secure a role you have found that is perfect for them.
Start Thinking This Way NOW!
Many recruiters don’t think this way. Which unfortunately means they lose more potential placements than they will ever know.
I am sure you have all heard stories of big billers that are billing £500k a year plus.
They have many strategies that deliver their billings and taking no for an answer isn’t one of them!
At GSR2R we are well known as one of the best rec2rec’s and part of our ethos is we welcome objections.
Mike, Louise and I know that as long we are getting objections, there’s still the possibility of a “yes!”
Here at GSR2R we are firm believers that if the client or candidate says “NO” they mean it.
The thing is, most prospects never say “no.”
Instead, they say, “I need to talk to my partner, wife, husband, fellow director” or “I will get back to you.”
These are buying signs. It’s simply their way of signalling that they want what we have, yet they have a commitment thing going on.
My role as a professional recruitment consultant is to ease any fear they have and demonstrate how we can help them.
Understand What You Are Selling and What Candidates and Clients Want
Recruitment isn’t transactional; it is a high-value sale. Which means you must understand what is important to your client and candidate. Then and only then can you sell the benefits of working with you.
The good news for you is that Joe and Joanna average recruiter never bothers with this level of detail; which leaves the market wide open for you.
What buying criteria do your client use? How can you demonstrate that you have this covered? What case studies, testimonials or examples can you use to show how well you deliver?
Same applies to your candidates. What about asking your successful placements to write a testimonial for you or take a call from a new candidate who is on the fence about working with you.
Mistakes Recruiters Make
Here’s where many recruiters I’ve seen, fail. They hear an objection, accept that objection as a “no” and back down from continuing.
Reframe your thinking around objections and welcome them. Instead of adding more fear to the relationship, be confident that if they don’t give you a hard “no,” you still have a chance to get the instruction and terms met or make the placement.
Until next time