How Not to Sell – Particularly, How Not to Sell Recruitment Services » Enlight Solutions

How Not to Sell – Particularly, How Not to Sell Recruitment Services

Posted on March 13th, 2008

We’ve considered utilizing staffing firms in our constant search for talented additions to our team. Staffing Firms call on occasion and we’re always inclined to be cordial and leave the door open. Unfortunately, some firms just go beyond aggressive sales tactics. Here are some things not to do from a client’s perspective.

Building a Relationship Based on Trust Starts When a Lead is Qualified

If a prospect tells you that you’ll reach out to them in a week or two, do your best to have the confidence that they will call. When it goes a few days after the expected date, then feel free to follow up. I personally get annoyed if you call the next day to follow up when I communicated that we’d reach out in a week or so.

Clients Don’t Want to be Sold

If we did opt to work with a recruiter, it would be about establishing a relationship and not about engaging right away or the breadth of your offering. As a client, I want a staffing firm that would be interested in the culture of the organization and what the job description entails – not a firm that wants to get interviewees on the calendar with an incredible sense of urgency. With people, especially as it relates to hiring, fast is slow.

Have Clear Fee Structures

This is pretty self explanatory, but if a client has to ask about your fee structure, then your proposal is unclear. Keep it simple, and keep the client in mind.

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David 8 months ago 1 point
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This is exactly how I sell business services, and how others should sell as well. Building a long and trusting relationship with any customer, regardless of size is the most important thing in any sales position, closely followed by understanding what the actual clients needs are, ultimately and potentially leads to lucrative business contracts. Pushy sales people in my eyes should not be given the light of day, as aggressive selling can be intimidating and puts potential clients of purchasing whatever services that sales person is selling, and also proves to me and the buyers, a lack of respect for the potential clients needs. People purchase from people they like, not from those they dislike. That is what I taught and learnt myself, and it appears that you would not learn that in any sales training. Listen, understand, and then your rewards will follow.

Kind regards

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