You know more than your client

I was 21 when I got into recruitment.

It was in Executive Search, and every client, every candidate was older and more experienced than I was.

I had big-time ‘imposter syndrome’, and I guess in the early days that was warranted.

But not for long!

In business, as in life, you get treated the way you allow yourself to be treated. We all know individuals who are always ‘the victim’. Bad things are ‘always happening to them‘. If something could go wrong with a client or candidate, it will. It’s all so unfair! But the reality is that it is their behaviour, demeanour, and attitude that’s the problem. They are failure magnets.

Watch the video snippet from the Savage Recruitment Academy training library, and read the full story below

You see, the foundation point for a great recruiter is self-belief.

You are the expert. Your client may be an Executive Director of a listed company or the CEO of a multi-national conglomerate, but who knows more about the permanent recruiting market? You or him? Who interviews hundreds of candidates each year? Who negotiates salaries every day? Who knows what motivates staff in today’s marketplace? Who knows permanent market-rate salaries, or how to handle a counter-offer situation?

You do!

You are the expert. Believe in that and behave as though you believe that. If you do, your client will believe in you. But if you behave like a resume processor or a clerical resourcer, that is how you will be treated.

The recruiter with 12 to 18 months of experience, mainly on the candidate side, cannot imagine how she can add value to a conversation with a client. She feels nervous and ‘not really useful’.

But she has interviewed 150 candidates.

That is more than any of her clients have interviewed in their lives. She knows more about that market than any of her clients. She knows what candidates want to get paid. She knows the attitude toward working from home. She knows what they’re looking for out of an employer. And it changes month to month because the market changes, and you know that. She is an expert in that. She knows more than I, more than 90% of other recruiters, not in her niche, and more than any of her clients.

Recruiters must have self-belief when meeting clients, demonstrating confidence in their insights

Now, I’m not suggesting that one goes around arrogantly, like, “I know more than you,” but you need that belief when you’re talking to a client because your client might be the CEO of a giant law firm, but you know more about what you know.

You are the expert. Believe in that and behave as though you believe that. If you do, your client will believe in you. But if you behave like a resume processor or a clerical resourcer, that is how you will be treated.

This is how great recruiters succeed in our business—belief in our value and ability to control client interaction.

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The video above is a short snippet from the 200 + hours of recruitment training available on the Savage Recruitment Academy

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Six hundred fifty recruitment companies have subscribed to the Academy. If you are a subscriber and wish to view the entire original video that this snippet is based on, you can view it here.

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