Welcoming objections

- When you receive objections from your candidates or clients can you effectively overcome them or do you hang up? Your ability to overcome objections will have a great impact on the level of success you achieve. Recruiting is a sales profession and as a result, objections are guaranteed. But too often objections are considered barriers to success especially by new recruiters. When experienced recruiters hear objections, they view them as a buying sign or request for more information. Some objections could simply be your prospect's reason for not buying now. If your prospect is still talking to you there is a good chance you can turn them into a candidate or a client. Prospective clients and candidates have shared with me that they know the two or three objections that get most recruiters to hang up and never call them back again. And their question is how bad did they want to represent me if a simple objection got them off the phone? There is only one objection you can't overcome, and that is total silence. It's difficult to provide a response, if your prospect has said nothing or hangs up. If they hang up, you can complete your next plan call or do what I would do and call them right back and apologize that your call was disconnected. Almost always when I call back the prospective client or candidate talks to me. You're going to receive objections throughout your entire career. When you identify the category of objection it's much easier to provide an effective response. Objections can be separated into four specific categories. First is a service objection and that's given when the prospective client or candidate does not understand the benefits if they utilize your services. They will often refer to our profession as you people, two examples would be, "Am I on a list? You people call me all the time." Or "You're the sixth recruiter who is called me this week." A postponement objection is anything that is said to delay utilizing your services now, two examples would be, "Send me your information." Or "I'm not looking for a new opportunity. I love my job." A price objection is an indication that prospective clients or candidates don't see the value of your services. Two examples are, "I feel your rates are too high." Or "I can negotiate a better salary." Lastly, a personal objection is directed at either you or your company. They did not have a positive experience and therefore do not want to utilize your services. Two examples are, "I worked with someone at your firm two years ago, and you did nothing for me." Or "You called me last year and never followed up with me." Now you have one of two choices to make. The first option is you can hang up and call the next prospect on your list which is unfortunately what many recruiters do. And obviously there is no profit in that approach or you can effectively respond to the objection which provides you with a chance for success. First, confirm your understanding of the objection and then address their concerns while stressing the benefits they will derive by working with you. To help you effectively overcome objections, I've shared some of the top objections that you will receive from prospective clients and candidates with effective responses in the exercise files. I've also provided separate lists of objections you will receive if you specialize in the contract or temp staffing segment of our profession. Take time to memorize the responses while you add your personality. If you don't overcome three objections with every call you're making customer service, not sales calls.