How To Do a Needs/Solution Client Visit
I have tried many methods of selling in my years in recruitment, and I always come back to the needs/solution sales model.
Basically, your job is to identify a need or problem that you can solve and then solve it. My view is and always has been that the hard part is done, i.e., you have made the cold call and successfully got the client visit. Your job is now to find a problem that you can solve and start to build the relationship.
Preparation is the key. Here are my tips on how to prepare for the client visit:
● Be in the zone. Have a clear objective and be in the moment with your client. Don’t be thinking about what else is going on back at the office, etc.
● Dress appropriately. Play it safe by dressing more conservatively than the person you are going to see.
● Research the company and your contact – your database, the Internet, LinkedIn or other social media
● Check your sales kit to ensure that you have all the relevant paperwork
● Consider taking example résumés with you
● Prepare your questions
● Take evidence of past success(es) if you have it.
What you need to know as a result of the client visit:
1. Company information
2. Current recruitment process
3. What are the hard-to-fill roles/skill shortages?
4. When are they next recruiting OR what are the plans for growth?
The needs solution visit model consists of three parts:
1. Build rapport. This is the part of the process where you make a connection with your prospect. Ask OPEN questions to build rapport.
Rapport-building can be business or personal, it doesn’t matter. The point is that you make a connection with the person you are communicating with.
2. Specific recruitment-related questions. This is where you ask OPEN questions to identify a need or problem that you can solve.
Once you have identified a need or problem that you can solve, all you need to do is solve it! Seems simple doesn’t it? That is the beauty of this model.
Once you have solved the problem, CLOSE THE CLIENT!
This is an exert from The Art of Recruitment, Revised edition.