Read time: 3 minutes

Welcome to The Solo Recruiter (TSR)! This is a weekly newsletter dedicated to providing actionable insights in a minute for busy recruiters. By subscribing, you unlock access to trending recruitment business know-how that has been tried and tested.

As a TSR member, you’ll get:

• Our entire database of past and future actionable tips as soon as it’s launched!

• Access to me, where you can ask me stuff pertaining to recruitment or solopreneur.

• Proven actionable ideas to take your recruitment business or side hustle to the next level.

• The CRM I designed for recruitment business. I charge a small one time fee for it but it is so simple and useful that you will definitely LOVE it.

There is no magic but what we say makes a difference

I’m not in favor of pressuring people to do what I desire but in life, there is a need to play the role of a decision catalyst.

First, let’s deal with the mindset.

I’m not asking you to manipulate your client or candidate but what if the words you said can help them make a clear decision.

Wouldn’t that be the thing we should do for one another?

This ties back to the subject today.

In recruitment, it’s not too uncommon to hear managers telling the team to go for numbers.

Hey, build the long list and start phoning away. The faster you work through that list of candidates, the higher your chance of getting the right candidate.

Honestly, from day one, I hated it.

It is known as the Numbers Game, where you increase your chance for success (finding the One) by spamming as many people as quickly as you can muster.

I sweat when I type this. It’s horrifying to work like this and just the other day, I received a call from someone who was paid to do this.

She hung up on me after deciding quickly that I wasn’t the One…

So let’s learn some words you can say to improve the quality of your conversations and bring in results that you feel proud of because you are not manipulative but being professional.

Here is a dialogue I used to bring in new business accounts. It doesn’t work 100% of course, but it definitely spurned off interesting conversations and acquisition of clients who truly want to work with me.

Recruiter: Most people would work with someone they know. Why do you think that is so.

Client: I can expect the same quality and consistency from them and they know my business better. I don’t have to repeat.

Recruiter: Just out of curiosity. Consistency aside, most people prefer better quality over time. I believe you feel the same.

Client: Oh sure. That goes without saying.

Recruiter: I’m not sure if this works for you. I always make it a point to ask my client about their latest company update apart from what I can observe online and offline. I do that because it helps me stay aligned with my client’s evolving needs. If I were to ask you for insight so that I can deliver higher quality work each time, you wouldn’t happen to mind, will you? I’m just not good at assuming things always remain the same for my client. It’s kind of annoying to keep asking but my clients got the best work out of me that way.

At this point, the client appreciates your frankness and logic and you have a shot to prove your worth.

OR they may just continue with their status quo or tell you they want to think about it.

Let’s face it, growth isn’t for everyone. Most people stick to the same because it’s easier.

The rejection then is meaningful because you just struck out an unlikely client.

You can also opt to press on to uncover their real concern.

Try: “Why do you want to think about it?” and pause.

Most of the time, the awkward silence is simply the client having an internal dialogue.

“I want to think about it” has no meaning and almost never happens. By asking the Why question concisely, you create the opportunity for them to really think and whatever answer they provide is more likely to be meaningful to both parties to end it there or continue further.

These are the magic words (underlined and bold) that move conversations and make them count. By practicing their delivery appropriately, you become a decision catalyst that helps move the world forward.

TL;DR:

• Don’t play the number game. Neither you nor your prospects will benefit from that type of activity.

• Learn and use magic words because they invoke deeper conversations that move people forward. Together.

p.s. Finally, I have to give credit where it’s due. Learn more magic words from Phil M Jones. He and his team lead the Exactly What To Say movement and you can order his book on Amazon. (Nope, this is not an affiliate link nor does Phil know me. I’m just a beneficiary of what he has taught and this is my way of saying thanks and enriching my community)

p.p.s. A warm welcome to everyone who subscribed The Solo Recruiter. You are now a part of this Spartan tribe that achieves great results in recruitment business. I call you Spartans because you mean BUSINESS. Ah-woo~!

Let’s connect on LinkedIn and Telegram (The Solo Recruiter Community) where I share tips and Live Stream for recruitment business.

​About this newsletter: You are receiving this email because you subscribed to my weekly TSR (The Solo Recruiter) newsletter. Every other week, you learn the strategies that successful recruiters use to grow their businesses. If you are interested to launch your own agency, drop me a DM.