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Differentiate Yourself By Selling Results

As a recruiter, I made the mistake in my younger days flexing my ability to recruit fast.

Upon receiving a new position, I would go beast mode and start a 6-7 hour combing of LinkedIn to connect with as many potential candidates in order to find The One.

Sometimes, I go on 10-hour stretches, pushing the bar higher.

Youth does have its advantages…but it’s a lousy way to use those golden years.

Thus, this will be the last thing I want to teach recruiters to do. Even if you are young, you can do differently and emerge wealthy and healthy.

Do you pitch to your clients that you have a quick turnaround time (aka you are like the Flash of recruitment)?

I bet most of you reading this did, at one point or maybe even now.

If speed is the thing you are selling, you will have a hard time because someone out there is actually or imaginatively faster than you.

It is also unrealistic that you will always be the Michael Phelps of recruitment. Some days, you come in second and in recruitment, second means nothing (you lose the deal!)

So this is what you should do 100% of the time. Sell the results.

When a client is hiring, what do you think is going through their mind? (That’s the results they desire)

Selling your speed is a no-brainer. No company wants to hire slowly. Everyone wants fast. They want the candidate yesterday!

So what would be differentiating for you?

I have this interesting observation. Among the clients I work with, they have a common fear - that is to hire the wrong person who then creates hell for everyone. I have seen it and it turns hiring managers into mice. They start to fear hiring and every candidate they meet is doubtful. Eventually, they can’t even hire anyone and if you’re not hiring, you are not growing (business wise).

So my pitch to existing and new clients is this:

“Let me clarify.

You want to hire the right talent who can get the job done and more. However, am I also right that any new hires got to fit in well with the existing team so that the whole team performs at a higher level and makes it easier to attract more talents as the business grows?

If so, I want to offer my commitment. My commitment is speed but more than that, I do not hesitate to reject any applicants that do not exhibit the characteristics of being able to fit in with the team dynamics, no matter how skillful they are.

My clients enjoy working with me because I know with every hire through me, their team strengthens. If I were to help you build a stronger team with every hire, would that be a good start?”

9 out of 10, I get nods of approval. The 1 that slips away is the one that asks “Can you offer me a more competitive fee?” That one is brave. They want cheap and good.

I don’t haggle over pricing and those who have their sights on costs rather than the value they get - these are not the clients I would work with and you should think twice about accepting them as well.

They are dangerous to your psyche and momentum over time.

p.s. Are you trying to sell your recruitment services but your clients are not quite buying it? Apply the above and share your testimonials. I guarantee they will sign without worrying about your pricing. Of course, the key is to deliver!

p.p.s. A warm welcome to everyone who subscribed The Solo Recruiter since last week! You are now a part of this community that supports one another to achieve greater results in recruitment business. 🎉 If you like the content, reshare this resource to your network. 🙏

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