When this question is posed to a room full of experienced recruiters, the answers are very predictable. The most common ones include the following:
- “We have better candidates.”
- “We thoroughly check references.”
- “We thoroughly test all skills.”
- “We conduct extensive background and criminal checks.”
- “We have established relationships with our clients.”
Do these sound familiar?
If you’re going to stand out as a leader in your profession, the only thing you can offer that they can’t is YOU. Your personal commitment to deliver results and to give them your best effort 100% of the time is the answer.
When we last redesigned our marketing materials, we surveyed why our clients utilized the services of our firm. The answers were very much consistent:
- “I love working with ___________.”
- “I know I can depend on __________.”
- “When I call _________, I know my staffing problem is solved.”
It’s not the office or the quality of the marketing materials—it’s the relationship you build with another human being who knows they can always trust you to provide them with results.
For years, my clients have been told that they can count on me 24/7. They’re given my work number, cell number, email address, and home telephone number. In over 30 years in this business, I can count on one hand the number of times a client has called me over the weekend.
The interesting part of this is when they refer their friends to me, they always mention that I’m there for them 24/7. Most people won’t take advantage of this type of trusting relationship, but just knowing you’re there if they ever did need to contact you outside of business hours is “perceived value.”
If you want to develop new clients or do more business with your current client base, market what YOU are willing to do for THEM and watch your success increase!
What makes YOU different from the competition?
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog, and you can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands of recruiters to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.