Modern-day recruiters have all sorts of fancy ideas about new and creative ways to land the best prospects which could work for your MSP business. Many of these ideas are completely unique. It seems like there is an endless stream of new techniques, tools, systems, best practices and other methods for connecting with the best talent. The word “new” is used much too often in the context of business, recruiting and marketing. Though new solutions are worth consideration, there is something to be said for an approach that has proven successful for MSPs.
The One Question Worth Asking
When it comes to successful recruiting, what matters most is whether you are skilled with the fundamentals of recruiting. If you ask yourself whether you have perfected the basics of recruiting and can’t answer in the affirmative, there is a significant amount of work to do. If you are struggling to answer this question in an honest manner, lean on a colleague or your manager to help you gauge your mastery of recruiting fundamentals.
Recruiting Fundamentals: Listening Skills
Try to rate your ability to listen closely to others on a scale of 1-10. Consider whether you are adept at using questions to steer conversations. Every marketer who works for an MSP business should have a series of customer-centric inquiries that portray the marketer’s interest in truly comprehending target customers’ needs. When working with hiring managers and/or clients, customer-focused questions are imperative to figure out needs and desires. Once questions are presented, the focus should be on understanding. Listen closely before responding to ensure you have a complete understanding of the client’s point of view, needs and desires.
Start out conversations with target prospects with a clear picture of the goal you would like to achieve by the time both sides hang up the phone. Do not assume a prospective customer is actually interested or has a desire to proceed with the sales process. Try to get a sense of where the target prospect is in the context of decision-making.
It will also help to gauge where you and your company stand in relation to your competitors. If the prospect raises any type of question or objection, consider how a competitor might respond. If you can’t respond with the same level of detail or support as a competitor, you won’t be prepared to put out this “fire”. Alternatively, if you prepare ahead of time and present information that puts him or her at ease, winning their business will prove that much easier. It will help to start crafting plans for subsequent interactions as you engage in initial conversations with coveted prospects.
Recruiting Fundamentals: Ask Yourself if You are Skilled with Objections
Consider whether you are able to handle customer resistance in an effective manner. The unfortunate truth is plenty of target customers will respond in a negative fashion upon being contacted over the phone, through email, instant message or in-person. If you have not perfected your ability to respond to objections from prospective clients, you have some work to do. It will certainly help to anticipate objections and rely upon proven methods for successfully handling such push-back.
If possible, turn the objection into a question that spurs a meaningful conversation. This conversation will put the target at ease and shift their focus away from the initial objection. Above all, you should make a concerted effort to understand why the prospective client raises objections in the first place. If you can understand the client’s point of view, you will be that much better equipped to respond in a manner that convinces him or her to continue the discussion. As long as the client is willing to talk and listen, you will still have the opportunity to make a conversion.
Master the Fundamentals of Recruiting and You Will Score the Best Prospects
Zero in on the recruiting basics described above and it won’t be long until you have a steady stream of elite prospects ready to convert into loyal customers. Mastering these fundamentals sets the stage for continued MSP business growth and a major boost to the bottom line.