Some believe recruitment is potentially right for them because they are a “People Person”? Personally, I find people interesting, though wouldn’t describe myself in these terms. I enjoy helping people whose needs play to my expertise – and whose commitment and/or talent support that ever-essential win/win for both parties.
Some don’t realise recruitment is a sales role.
When people ask me to describe what recruitment is, I always respond as per the title of this blog.
I am essentially a sales professional in recruitment. I’ve done relatively well in part due to being up against many competitors who would consider themselves recruitment professionals who occasionally have to sell! Now, this could make me sound pressurising, selfish and mercenary? Nothing could be further from the truth! I’m referring to my undying commitment to persuade some one to listen to what I honestly believe is going to give them what THEY say they want, though they are rejecting it upon a first hearing. Sales should always be driven by sincerity and honesty. And, perhaps, real selling starts when someone says NO. Afterall, people believe believers – ask any religious leader or politician!
Much of sales is about accurate identification of a customer’s needs – then matching your solution (Features, Advantages & Benefits) to that client’s needs.
Within recruitment I have always most enjoyed candidate led markets, where there are more roles than suitable candidates. Afterall, in our technology enabled world, today a client is even less likely to pay a fee for someone they can find themselves! Here the candidate is king!
In such scenarios we need to honestly persuade a candidate WE are the best professional to partner with them. We must always manage their personal expectations accurately. Most competent sales professionals can achieve this? However, the greater skills which must be developed by those entering recruitment are the accurate identification/understanding of candidate needs coupled with highly honed levels of emotional intelligence – accurately understanding what a candidate is telling you……rather than just what they are saying!
I’m always enthusiastic to hear from successful sales professionals considering entering the recruitment profession. They are often more focused in their personal professional expectations. They often have experienced clearer targets. They regularly have sold more mundane products and services – thus recruitment is vibrant and illuminating by comparison. Perhaps regrettably, their interest in the recruitment profession is often sparked by poor personal experiences with recruiters – leading to them concluding they could do a better job themselves.
The most suitable have a genuine interest in the people side of business. I explain they need to, as in recruitment you sell to two clients in order to close a single deal – the client AND the candidate – both are CLIENTS – both are equally important!
Those who are less enthusiastic about the candidate side of the profession, often make brilliant Business Development Leaders!
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