Are you are a recruiter? Then guess what? You work in sales!
Why? Because the tools and skills you need to achieve success in sales are one and the same.
Here’s why recruitment is a form of selling.
You’re Selling an Opportunity, Company or Employee
Whether you’re an internal or external recruiter, just as in sales, your job is to position your solution as the best option on the market. You’re either selling your company or a particular position to a great candidate or selling a potential new hire to a client — and for both, you need to use great questioning skills to identify what it is they are looking for and then convince them that the job/employee is the best fit. In each case, you’ll find success when you nurture great relationships and build rapport with your prospects. Plus, you’ll have to do a fair bit of negotiating too to get a good deal that’s win-win for everyone. All of these are essential selling skills. Yes, recruitment is a form of selling!
Your Role is all about Prospecting and Business Development
If you work for an agency or are an independent recruiter, much of your job is about prospecting and business development. Research, prospecting, cold calling and social selling are key tools you have to use to secure new candidates and clients. Great candidates and positions don’t just fall into your lap. You have to sell your own skills and expertise to prospects… as well as candidates to clients and opportunities to candidates. The tactic of using social selling to build your personal brand is being increasingly used by recruiters and salespeople alike to position themselves as trusted experts that people will then want to do business with. Success in recruitment, as in sales, comes down to credibility and trust.
Networking and Referrals are your Best Friends
Similarly, just like sales pros, recruiters need to get out there and make connections. Networking and speaking events are great ways to meet potential clients and candidates and build rapport and long-lasting business relationships. People become more trusting of your services when you have referrals to back your work up, so just like in sales you’ll need to get used to asking for referrals and testimonials that you can use to secure new business.
Although it might not seem like it on first glance, sales and recruitment are two sides of the same coin. If you want to build the essential sales skills that will help you succeed in your recruitment career or if you want to earn a designation that could help you easily make the transition from recruitment to sales, then check out the CPSA’s Professional Training programs.
Summary: Are you are a recruiter? Then guess what? You work in sales! Why? Because the tools and skills you need to achieve success in sales are one and the same. Here’s why recruitment is a form of selling.