Being a
successful recruiter is about more than just finding good talent and filling
job orders, it is also about finding, winning and keeping customers – employers
who want to hire the talent you recruit.
The best recruiters understand some little recognized facts about
customers, and that’s why they seem to receive the most job orders. So what
exactly do successful recruiters know about customers that the others may not
know:
1.
Every
customer is unique. No two
employers are they same, nor do any two employers have the same needs or
wants. A matter of fact, while one
employer may respond to a recruiter’s sales pitch in one way another may not
respond at all. Successful
recruiters recognize that every employer is different and try to find out what
makes them tick before they make their sales pitch.
2.
There
will always be competition vying for the customer’s attention. Successful recruiters understand that
while their business may be on their mind all of the time, employers are constantly
being pitched by other recruiters.
Because of this, successful recruiters understand that they need to find
out what is unique about their services and remind the employer why their business
is better than the competition.
3.
Customers
are not always forthcoming when they find something is wrong. Every business needs to be tweaked and
improved overtime. Customer
relationships are the same, while some way of doing business may have worked in
the beginning of the recruiter/employer relationship, it may no longer work
after a period of time has passed.
This is why successful recruiters make sure that they reassess the
customer’s needs over the life of their relationship and make adjustments
according to the customer’s needs.