Join Barbara Bruno for an in-depth discussion in this video Overcome the top five candidate objections, part of Strategies for External Recruiters.
- When I first started in the recruiting profession,…I had a very bad habit.…Every time I would pick up the phone,…I was praying that I was going to get voicemail…because I found leaving a voicemail message…much easier than having to talk to a human being…who might give me an objection.…Quite frankly, I would get objections…that would stop me, and I just had to make…my next phone call.…What I want you to do is learn how to welcome objections…because what are objections…are buying signs.…It's really requests for more information.…And so, it's important that you understand…that there's four categories of objections.…
And when you can identify what category…of objection you're getting,…it's much easier to overcome it.…The first is a service objection.…A service objection might sound something like this.…"I worked with a recruiter before…"and they were a total waste of my time."…Now obviously, to overcome that,…you could say things like,…"You know what?…"I can't change your experience in the past,…"but I most certainly can change…
As a recruiter, having a great relationship with your clients is critical for your financial success. Barbara explains how to build a profitable client base, differentiate yourself from your competition, and how to effectively market candidates to your clients.
To be successful with any client, you also need to build your talent network—and know where to find talent, how to screen and interview candidates, and how to overcome objections from candidates or clients. Lastly, Barbara outlines best practices for a lifetime of success in recruiting.
- Finding career opportunities in recruiting
- Dealing with clients, candidates, and competitors
- Building a profitable client base
- Differentiating yourself from other recruiters
- Attracting candidates through referrals and networking
- Overcoming objections from clients and candidates
- Recruiting temporary and contract workers