Something I’ve come to realise about Recruitment and Search Business Owners and just people, in general, is that they can never outperform self-esteem or self-image
You can give someone all the tools they need to succeed
An exact blueprint to follow
A foolproof plan and all the resources they need to execute it
But they won’t actually implement anything unless they actually believe they deserve that level of success
Here’s what I mean
The biggest thing I see holding Recruitment and Search Business Owners back isn’t a lack of knowledge or access to the right tools or strategies
It’s the simple fact they consistently fail to take action
And the one thing that stops them from taking action is their own self-image
It’s as if at some deep level they don’t feel like they deserve the wins and success that will come from the action
They’ll say they want to win higher fees, but even when handed the framework, scripts, and sales opportunities to win higher fees they won’t ask or they’ll give needless discounts
They’ll say they want more clients but then even when given access to all the platforms, strategies, and training to win more clients they won’t execute or they’ll ignore the training
They’ll say they have a better business but then won’t let go of the people, things, or beliefs that are holding their business back
And it’s something we all do at some level
The first step to fixing this is awareness
Once you have an awareness of where your own self-image is holding you back you can actually begin working at it
Two things most Recruitment and Search Business Owners fail to realise
Recruiters spend so much time, energy, and effort trying to “stand out” and “be different” not realising it’s costing them sales
Two things most Recruitment and Search Business Owners fail to realise is that their version of “different” isn’t really that “different in the first place
They say things like
“We specialise in X…” (you and half a dozen firms within a mile radius)
“We have X years experience” (Do you think you’re the only experienced Recruitment Business Owner?)
“We pride ourselves on great service” (as if this shouldn’t be the bare minimum)
Bla, bla, bla
I speak to dozens of Recruiters daily and this might be a controversial statement but “Unique Selling Points” in Recruitment died a long time ago
I’d be happy to be proven wrong on this but any time I speak to a Recruiter who thinks they have some sort of “uniqueness” that sets them apart… I can show them a long list of examples of competing firms who have the same “uniqueness” worded in the same way
More on that another time
Because even on the very rare occasions I speak to a Recruitment or Search Business Owner who has something that makes them unique does not necessarily make them better or give them any competitive advantage
And just in case I needed to spell it out for ya
Hiring Managers don’t want “different” they want “BETTER”
Being “different” without being better isn’t a selling point
“But Terry! I really am better!”
Great!
But the key to the game is actually convincing your potential clients of this before they buy otherwise you won’t make the sales you should be making!
VIDEO: 5 Stages of the Hiring Manager Buyer Journey and Why Each Stage Requires a Different Approach
5 Stages of the Hiring Manager Buyer Journey and why each stage requires a different approach
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Recruiter Fuel Daily: Do your competitors with half your skill and experience get more business for higher fees
Do your competitors with half your skill and experience get more business for higher fees
Every week we get the Recruitment and Search Business Owners to share some of their biggest wins…
Here is a selection of our favourites…
Case Study Interview: How I went from 100% contingency to winning retainers with ease
Case Study Interview: How I went from 100% contingency to winning retainers with ease
40% Increase In Revenue
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