Whenever I meet with clients for the first time, I ask them what areas they would like to see their
consultants improve in. One of the most common replies is that they would like their people to go on more client visits.
Everyone appreciates the value in meeting clients, building relationships and gaining trust and
yet it is still the activity target least likely to be achieved on a regular basis.
The strange thing is that most people actually enjoy visits once they are there. It’s a chance
do get out, do something different and to do what most people in recruitment do so well, interact with people.
So what stops them?
In most cases it’s not going on appointments, that creates the problem. It’s getting
them in the first place. Getting the client to say “yes” can become such a mountain to climb that the consultant feels defeated before they even start.
So here are three simple tips to help you make more appointments:
- Make gaining an appointment the primary objective of the
call. All too often, asking for a meeting comes as a fall back objective.
- “Is there
anything we can help you with at the moment?” “No thanks.” “Oh. OK then, can I come and meet you so that when you do need us……”
The reply is understandably predictable! Plan your call around gaining a meeting and you are more
likely to get it. If you achieve other objectives along the way, then great!
- Offer some value. The reason most attempts to sell anything
fail is that the customer fails to perceive enough value in the proposition. Most attempts to get an appointment fail because
they only demonstrate value to the consultant, not the client:
- “I’d
like to come and meet you so that I have a better understanding of your business.”
Others fail because the proposition isn’t targeted well enough. They are features driven:
·
“I’d like to come and tell you about how we operate and what we can do for you.”
There is plenty of value there for the consultant, but little obvious incentive for the client.
If you can’t offer something of potential value to your client, don’t make the call. And remember, it’s
their perception of value, not yours.
- Do some research and plan your call. The more that you know
about your target, the more likely you are to be able to offer something of real value. Check their website, ask colleagues
for information, speak to candidates who have worked there and call other contacts in the organisation, before calling your
target. Then plan out what you are going to say. Practice the delivery a few times and imagine them saying “yes”. A little positive thinking will do wonders for your confidence.
OK. So now you know the rules, let’s take a look at some of my favourite approaches for getting
the client to agree to a meeting with me:
·
“Mr Client, I have a great idea for a way to fill that difficult vacancy that you have, I’d
like to meet with you and run my thoughts by you.”
·
“I’ve found a great way to attract top quality
candidates for companies like yours and I’d like to meet with you to discuss how we can put it to use for you.”
·
“I’ve been looking at the way your company is recruiting at the moment and I believe there
is a way that you could get first chance to see the best candidates and speed up the recruitment process. When can I come
and meet you to discuss my ideas?”
And for the client who says he is too busy to talk to you, let alone meet…:
·
“Great, I’m looking for clients who are too busy to talk about their recruitment, because
I know how to save them some time. Give me half an hour over your lunch break and I will show you how you can reduce the burden
of recruitment, whether you choose to use us or not.”
If they say they don’t take lunch, and then ask them what sandwiches they like and offer
to bring them with you.
Two final important notes:
·
Make sure that you
do your research and come up with something relevant to say
and…
·
Don’t offer
anything that you can’t deliver.
If you want to know how I ensured that I could deliver on my promises, you’ll just have to
give me a call on 020 7193 6465 or 07989 403466.
