The two questions you must ask at every client meeting

The client meeting is a golden moment of truth in our business.

And so many recruiters screw up that opportunity. Often by talking too much and not asking the smart questions. I should know. I have done over 2,000 client meetings, many of the early ones done so very badly. But I learned.

I have offered a great deal of advice on how to manage meeting outcomes, including why they suck, how to improve them, why they are like sex and the one big thing you need to achieve during a meeting.

But today, two simple questions you must ask at every prospect meeting you ever do. Please.

They will open more doors and make you more money than any other single thing you can do or say.

Here they are;

“What else?”

And

“Who else?”

As in, “What else can I do for you? What else are you grappling with? What else needs solving? What other vacancies do you have? What else do I need to know?”

And

“Who else can I talk to? Who else recruits in your business? Who else can you recommend?”

There is it. Just build it in. Use your own words if you prefer.

What else?

Who else?

And send me 10% of all the extra money you make, won’t you?

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