As a recruiter, when you’re dealing with client objections, you’ve got to have a strategy in place to deal with them. One of the ways to do this is to show how you can add value and eliminate the problem that they’re currently facing.
In my previous blog post, I discussed how to identify the problem:
- Talk to the owner of the problem.
- Understand the problem.
Once you have identified the source of the problems troubling your client, show how you can add value. The truth is that while it’s easy to find average talent today, it’s still extremely difficult to find exceptional talent.
In extraordinary times, ordinary people don’t solve problems. Average players simply don’t have what it takes to help their teams triumph over the myriad of issues that businesses face. Lucky for us, that’s our specialty. We bring exceptional talent to our clients. That is how we add value, no matter what is happening in the economy.
I recommend the following general script:
“Mr. Client, let me ask you a question. What we’re finding is that in today’s market, average talent is everywhere, but exceptional talent is very difficult to find. Those are the individuals knocking the sales quotas down for your competitors in the Southeast. Here is my question: since I talk to the A-players in your market on a daily basis, would you like me to bring to your attention the top A-players in the Southeast? The people who could quickly solve your revenue issues?”
With this simple paragraph, you’ve identified exactly the value you bring to the table and how you directly solve customer problems.
If you do this right, there can be no hiring-freeze objections. You bring exceptional talent to the table—the people who find a way to be successful.
It’s a very clear choice: a team stuck with average players and failure or a team stacked with A-players and thriving, whatever the economy! You are the one who can make that difference for them.
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Jon Bartos is a premier writer, speaker, and consultant on all aspects of personal performance, human capital, and the analytics behind them. In 2010, Bartos founded Revenue Performance Management, LLC. The RPM Dashboard System is a business intelligence tool used worldwide for metrics management for individual and team performance improvement. In 2012, Bartos achieved national certification in Hypnotherapy, furthering his interest in learning the dynamics behind what motivates others to achieve higher levels of success. Click here to visit Bartos’s website.