I consider myself a man of somewhere above average intelligence. I reckon I sit somewhere on the scale of genius between Dr Stephen Hawking & Lloyd from the Dumb and Dumber franchise. Depending on topic and whether or not there is drink involved. If we were talking about the best way to manage a award winning sales force then I would but myself nearer the preferred end of that scale.
The future economy of Papa New Guinea, on the other hand.... I might be driving a dog shaped car for that one.
But you don’t have to be a brain surgeon to understand that to be successful in any sales based industry (and I feel sorry for those who believe that recruitment isn’t primarily a sales based industry… it is… you’re wrong… I'm sorry :P), you must above all else believe in the value of the service you provide.
Ask yourself a simple question. You are a recruiter right? (That’s not the simple question, yes it is a simple question, but not the simple question to which I was referring).
OK so you’re a recruiter, you know the standard terms etc of your company. Here comes the simple question… Do you believe in the value of the service you are offering?
It might seem like you must obviously answer yes, but in truth I know many recruiters do not. The best recruiters I have met have all been sales people at heart, and for this reason they are only convincing when they actually believe in the value proposition they are offering clients. Don't get me wrong many's a time I have seen a man or woman convince themselves of that they did not once believe (sales people are good at this) but it rarely works, and rarely do they last more than a few months before they either burn out or get shoved out.
If you find yourself in a position where you do not believe your own hype (and trust me we've all been there) then you need to reconsider your offering. Otherwise you are on a long road to nowhere and before too long you will suffer greatly from burn-out. As a sales agency owner for years I have always been in two minds about the value I actually provide. Not because I wasn't providing value but because when I started in the business I provided so much value, I actually believed in what I was doing, and honestly it didn't feel at all like work. I recruited, trained, retained and managed superstar sales agents and administrators on several residential and business campaigns across Ireland. It didn't seem like hard work at all. It seemed so easy in fact I thought I was doing something wrong. It wasn't until I spoke to people who had been in the business a while that they put my fears at ease.
You see, by offering a complete end to end solution and on a no foal no fee basis, I had no problem believing my own hype, because I provided real value. Sure, somebody else could have done what I was doing, and probably on some days would have done a better job, but that was irrelevant. My clients saw the value I provided, even if I struggled to some days.
The very same should be true of a good recruiter, you should be providing your client with so much value that you honestly believe in what you are doing. I find a differentiator, maybe some kind of short term billing discount, or performance based bonus system, is the first step towards providing real value.
If you're some way different to your competition and you successfully communicate this to your base, the obvious benefit will be the jump in business, but the added benefit is that although you are essentially doing the same thing just in a different way that seems like better value to your clients, they will see the added value that you bring to the table.
At the end of the day all business is P2P (person to person) so work on a personal level with people. We all want to feel as though we are getting real value. So, appeal not to the lowest common denominator but that uniquely human sense of value. If you truly believe in what you do, don't hesitate to do something to prove this to your clients.
"If you're willing to keep moving forward, eventually you will succeed."
All opinions and views expressed are my own, they do not necessarily reflect the positions of my businesses.
One reader asked why I monitor my comments and why they must be approved, and just for the rest of you it's not for censorship, it's because of Spam-bots. I'll publish all comments posted by real people :)