Recruitment has a lot in common with sales. Just like salespeople need to tailor their approaches to different customers, recruiters need to create personalized pitches to get their candidates to accept job offers. What one person wants and needs in a job will not be the same as what another wants, so it's important to get to know candidates well enough to tap into what they really want.
Recruiters meet and work with many candidates throughout the talent acquisition process for a particular position – sometimes as many as hundreds. Even keeping details on their finalists organized can be difficult. With recruiting software that focuses on relationship management, recruiters can store notes for easy access on what candidates want and who they are. This can help them create a pitch for each candidate that speaks to him or her as an individual – and can raise the chances of a candidate accepting an offer.
According to ERE.net, there are several considerations necessary to take into account for each and every candidate. Each of them requires recruiters to know the companies they work for inside and out, of course. It isn't much use to talk about the unique benefits a company offers if a recruiter can barely describe them, for example. So the conversation must begin with a recruiter's own deep knowledge of what the company in question is like both on a general level and for current employees, which can be even more compelling with an idea of what people in similar positions there value.
Moving from knowledge about a company to a good sales pitch for each candidate takes skill in listening and in building relationships, however. It's not enough to list off information a candidate could just as easily find on the recruitment website. Instead, recruiters should really get to know their candidates and educate them about the company in ways that will appeal uniquely to them. Someone with a young family may be attracted by the prospect of flexible hours, for example, while someone whose hobbies include mountain biking would probably love to know about the company's outdoor activities club.
Finding – and Solving – Problems
Another essential skill for creating sales pitches is finding the customer's problem and positioning the product or service as a way to solve it. Recruiters can do this too – though candidates are likely to be well-prepared and unwilling to speak poorly of previous jobs or employers, skilled recruiters can read between the lines. They can determine what is lacking in a candidate's current career or work situation, and can pitch the job as a solution to the problem. This is possible with a strong relationship, which is easy to develop with relationship-based recruiting software.
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