The recruiting business is a sales business; but so is every other type of business. So what exactly does that mean and how can recruiters sell their services and avoid the used car salesman syndrome? Below are a few tips:

1.     The best recruiters understand that sales is about listening and understanding what the client wants.  Take the time to ask questions so that you can find out the necessary information about the client. When does the client want to fill the position? What are their expectations of a recruiter? What hasn’t worked with past recruiters or employees? 

2.     The best recruiters understand that jumping to conclusions about the client is dangerous. Never assume anything about a client’s hiring budget.  Never make assumptions about what they’re willing to pay a new hire.  Never make assumptions about the culture of the employer. Always confirm with the client before you make any conclusions.

3.     The best recruiters understand that having a positive but realistic outlook can impact their ability to close a sell. If a recruiter is facing a recession, they know that it may take more effort to attract quality clients than if they were in a booming economy.  They don’t allow that fact to discourage them, they simply make adjustments accordingly.

4.     The best recruiters understand that they must qualify all opportunities before they spend any energy attempting to close the deal.  Every opportunity isn’t a golden opportunity; some are simply a waste of time.