How to Handle the Most Common Marketing Objections and Flipping the Call

The Marketing Challenge for Recruiters: Overcoming Objections and Building Relationships

Most recruiters aren’t natural marketers. Once an experienced recruiter secures a few clients, they often focus on maintaining those relationships, filling every job opening those clients have. This reliance on existing clients, often waiting for "call-in" job orders, can lead to a dangerous trap. Clients can go away for various reasons: lack of openings, shifts in recruitment strategies, or management changes. When this happens, recruiters who haven’t actively marketed themselves can find themselves in trouble.

Marketing for recruiters isn't just about finding new clients—it's about keeping the skills sharp and the pipeline full. However, experienced recruiters sometimes forget how to market effectively, often due to the fear of rejection. But the reality is, there are only a few common objections recruiters encounter when marketing. The key is to be prepared with the right responses.

Common Objections and How to Handle Them

Here are the most frequent objections recruiters face, along with strategies to respond effectively. Remember, the first step in overcoming an objection is to agree with the client's concerns. This approach helps to probe deeper and uncover the real situation, turning objections into opportunities.

1. "We don’t have any openings."

• Acknowledge: "That’s a great situation to be in—congratulations! Not many employers are in the same position."
• Follow-up Questions:

This line of questioning allows you to gather valuable market intel, even if there are no immediate openings.

2. "We don’t use recruiters."

• Acknowledge: "It sounds like you’ve had success identifying and hiring talent. Good for you—many employers haven’t had the same luck."
• Follow-up Questions:

Understanding why they don’t use recruiters can open the door to demonstrating your value.

3. "We don’t pay fees."

• Acknowledge: "You must have a great process in place to avoid the need for external help. What’s your secret?"
• Follow-up Questions:

This approach positions you as a problem-solver, rather than just another cost.

4. "Send me a resume."

• Acknowledge: "I’d be happy to, but could you tell me if you have a current opening?"
• Follow-up Questions:

Before sending a resume, ensure there’s a genuine opportunity by taking a job order and understanding the employer’s commitment.

5. "Tell me more about your candidate."

• Acknowledge: "I’d love to, but can you first tell me about your current opening?"
• Follow-up Questions

This keeps the conversation focused on real opportunities rather than just satisfying curiosity.

Turning Objections into Opportunities

The key to successful marketing for recruiters isn't just overcoming objections—it's about gathering valuable information, even from those who don't immediately need your services. Every conversation is an opportunity to gain market insight, identify potential candidates, and build relationships that could lead to future business.

Remember, the primary goal is to secure new clients, but don’t overlook the wealth of information you can gather from every interaction. Even when the employer doesn’t need you now, you’ve set the stage for when they do.