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good afternoon everyone hope you're all doing well in this video what i'm going to talk about is the best sales techniques for a recruitment or recruitment agency so this video is going to be not off topic but it's going to be slightly different and it's basically looking at the psychology of the sales process when winning new business as a recruiter or working at a recruitment agency so in terms of sales techniques the best sales technique you can possibly have is to be different now i've made i win more business than pretty much anyone i've ever come across or anyone i know simply by being slightly different so the typical recruiter is known as being a pushy sales person that doesn't take no for an answer now if you think of it from a client point of view they have heard every single objection if they say i'm not using agencies they say a recruiter will typically say we've got candidates that you can't attract we've got the best candidates in the market etc and in the hopes that they're going to persuade the client now pushy recruiters don't take no for an answer i'll give you another example if a company says we've got a psl a typical recruiter would say to them do you ever go outside the psl we've got candidates that other psls can't we've got exclusivity on a lot of candidates outside of your psl now every single company 99 of companies have heard every objection these used to work 15 years ago and recruiters are still using it to this day because their manager told them and their managers the managers manager told them this is what worked because it worked for their days and it seems like the process is never ending and i don't think it's going to fall down anytime soon it is getting less people are following techniques from myself and other people or they're just figuring it out themselves as i did so in terms of recruitment because consultants the best sales technique you can do is understand your client understand what they're coming from what their problems are now this goes back to the consultative approach we started off as recruitment consultants our job is to consult with clients as well as candidates and literally find them what skill set they're looking for in terms of an employee that is all we do companies used to ring up recruiters actually and i used to say to them i'm looking for uh let's say a hr manager what should i pay okay you should pay you know you're based in london you should pay forty 000 pounds and i think 15 years ago this might have been a very high salary but let's say for 40 000 pounds and what you have to do is you have to tell them okay great how do we find these people how would you do it what do i do you you called him as a consultant i do a lot of consulting work coaching people to start a recruitment agency they ask me questions recruiters unfortunately become a very saturated market so we turn into an outbound sales strategy so we were calling up companies or someone realized hold on a minute if we call these companies they're ready there's already a massive need i mean at one point there was only a few recruitment agencies operating and solely in london so it came to the point where companies said you know okay great you've called us that's even better we don't have to call you we're looking for this this and they'll consult with them it became very saturated and over time these techniques that the outbound people used to do doesn't work anymore you can cold call and immediately you know if you cold call and you say you're a recruiter you're immediately rushed off the phone in fact companies what you have to understand is companies don't want to use agencies they have to use us out of necessity now and it's the case of we can't find that particular skill set just advertising we need a specialist recruiter sure they can build the kitchen themselves but would you not want an employer sorry a builder to come in a professional builder a construction manager to come in build the kitchen perfectly rather than yourself finding a person so out of necessity we are able to head hunt that's our skill set all we do as recruiters all day is literally just sit on the phones emails and go from there so a lot of people ask me what is the best strategy around winning new business as a recruiter now i've done it all i've done cold calling i've done inbound well i haven't really done inbound linkedin i've done outbound it is predominantly outbound a lot of people say to me oh it's you know you can sit on linkedin all day and you can just message people or you can just put some nice little posts that get engagement and people will come to you i did have a cool inbound call from a linkedin post um during christmas time and that didn't come to fruition but i actually was quite pleased that i had someone come through but the best best technique is via email there's no question about it there's no doubt in my mind anyone pretty much i teach everyone to win business through email it is not a difficult task there is nothing to say that anyone even if their english is their second or third language they're not even in the country they can win business i've got people in india that are on my coaching program that'll win in business i've got people in the middle east america people in the uk recruiting for europe to recruiting for america people in australia etc south africa whatever yeah and it's literally people winning business via email now the reason email works so perfectly is because code calling you are unlikely to get through to the person it is also as soon as you say you're a recruiter it's they know what you're gonna say um they get calls non-stop from recruiters and the conversion rate is very low you can get a good amount of clients from cold calling i'm not saying it doesn't work companies i mean put yourself in a client's shoes if you've ever done an internal recruitment position or you know someone that has what you're looking at is a call in the middle of your day someone trying to sell you it is very annoying also as we have a consumer mindset i'll give you an example and i always use the statistic around 80 87 percent of people want to be sold to via email and that that's exclusive to the recruitment industry so if you look at yourself as a consumer and you're looking to buy a new let's say a new laptop what do you do you don't wait for a sales person to call you if a salesperson calls you actually let's use mobile phone i get calls about business lines all the time because obviously i'm a registered company director and then people see my name and they think i'm you know i'm a multi-multi-millionaire and they want to sell me everything so what they do is they call up and say do you need a new mobile i remember getting calls and i actually wanted a mobile but i would never buy from them because i want to research all my myself i want to go into google i want to read reviews i want to look at the price point i want to see the right camera that's what people want to do so with that being said if they had they have emailed me and said these are great this you know what's your budget i would have said look my budget is this much and they would have gone back and they would have given me you know three four let's say three four mobile phones that were in my budget that with all the specification partner that with imagine that's a client and you say what are you looking for and they say look these are the cvs i've got these are the candidates i have you're looking at a much much better result you've given them what they want if you told them on the phone i got this this this is this no no i don't want to hear it it's it's you know it's finished goodbye night night they hang up on you they never do business with you again with email it's permanent it goes right through to the person as well that you want to contact so in terms of sales techniques you want to be email and you want to take the consultative approach you do not absolutely no way do you want to start hoping that you're going to get inbound leads on linkedin by making some fancy posts that is good for branding once you get to a certain amount of size you shouldn't be doing it at the start it's really really a heavy outbound email campaigns are perfect email marketing i've made tons of videos on it by all means how to win clients how to you know win new business that's what you need to be doing so i hope this video helped it's i've waffled a lot i will continue to waffle but i hope in terms of giving you an uh an idea of the dynamic of the recruitment industry at the moment we are looking at you're only really gonna have hyper growth through email marketing to win new clients so i hope that helped any questions let me know and take care