How to Secure a "YES" from Employers

I recently shared this information with my email subscribers and wanted to extend it to my LinkedIn newsletter audience as well. There’s a fascinating psychology behind an employer’s decision-making process that we should keep in mind.

When we make phone calls, it's not just about offering recruitment or training services. Instead, we need to focus on what employers actually gain from using our services and how these solutions can positively impact their business. The key here is to ask questions that highlight 'What’s in it for them.'

I’ve included some helpful questions below to guide you during your conversations.

It’s About the Difference, Not just the Service

Employers receive countless calls from organisations eager to grab their attention.

What sets us apart in these conversations isn’t just the features of our services. Instead, it’s the tangible benefits they can realise by saying yes. When making decisions, employers are looking for solutions that will save them time, money, or resources. They want to improve operational efficiency and maximise their workforce potential.

Framing the Conversation. What’s in It for Them?

To engage employers effectively, we need to frame our conversations around how our service can lead to positive outcomes. Let’s break this down into some key focus areas, starting with recruitment. You’ll also find some good questions for training providers at the end.

1. Cost Reduction

Employers are eager to understand how our offerings can directly reduce their costs. Highlight features like a fully funded service that reduces financial burdens without sacrificing quality.

“Have you ever used a recruitment service before that doesn’t charge a fee for finding someone?”

“I noticed you've advertised openings like [name a couple] on Indeed—I'm assuming there's a fee for that?”

2. Operational Efficiency

Demonstrate how your service can streamline their processes. This could involve time-saving recruitment tools and resources that enable them to focus more on strategy and growth rather than getting bogged down in the recruitment process. Let’s not forget many providers will not only help with recruitment but also retention.

“What types of vacancies tend to take you longer to fill than others?”

“Besides Indeed, are there other platforms or methods you use to attract the right candidates?”

3. Reducing Recruitment Risks

Show how your solution removes uncertainties from the recruitment process. Use data, testimonials, or case studies to demonstrate how your service has successfully placed candidates who have made a positive impact. This can significantly lower the risk of making the wrong decision.

· “How do you assess whether a candidate will be a good long-term fit for your team?”

· “If you have staff who are off work due to illness or need additional support, do you have any options in place for retaining them?”

4. Future Growth

Inspire a vision of what the future could hold. Discuss how your service can support their strategic goals and help them achieve objectives effectively. Employers are more likely to say yes if they can see the long-term advantages of your solution.

“Looking ahead, what plans do you have for expanding your team?”

BONUS: Questions for Training

For those promoting work based learning training, here are three questions that can help you position and illustrate the benefits of work-based learning qualifications once you have some answers:

“When you're upskilling your teams, what percentage of your training is done internally versus outsourced?”

“Which types of training do you prioritise the most?”

“If training is conducted internally, do these programmes lead to any formal qualifications?”

I encourage you to take these ideas and questions into your conversations this week.

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Website: www.outshinegroup.co.uk

Client Recommendations

Rochelle Seddon – Operations Manager – The Growth Company

When I first started in the Employability sector, many moons ago, I attended Employer Engagement training delivered by Audrey, shaping the way I performed as an advisor.?

Therefore, when mobilising a new contract, I reached out to Audrey to deliver Employer Engagement training for the new team.

The one day training course was incredibly interactive, with so much detail and feedback along every part of the day. The team now feel so much more confident with approaching employers and have a clear 'script' to get the best results.?

This training was a great investment and as the team grows I will be booking in future sessions.

Thank you so much Audrey!

Laura Rhodes – Former Operations Manager – Maximus?

I came across Audrey through my work on the Restart contract as she had come highly recommended by a number of people in the industry. I was looking for someone to deliver some phone sales training and got in touch with Audrey to see if she could help.

From the get-go Audrey was welcoming, enthusiastic and there was no doubt in my mind she could deliver exactly what I needed. I booked for Audrey to deliver the training to all of my staff and the feedback from them was fantastic.

I was lucky enough to get a glimpse into one of the sessions and the atmosphere was buzzing. I have since recommended Audrey to a number of other people and will continue to do so. A true professional in her field and a great person to work with.

Sarah Prescott – Youth Employment Support Manager

City of Wolverhampton Council

The training offered by Audrey was something I’ve never experienced before. From her warming personality to the practical activities which really offer a great insight into how you can improve and become the best. She has taken the time to ensure the course and her materials are tailored to meet the groups needs and that expectations are met for all those attending.

There is nothing that I would say you need to do to improve apart from keep doing what you're doing you are making a huge impact!

I would highly recommend Audrey’s training to anyone who is seeking an engaging trainer that will truly leave your employees with a new lease of confidence, self esteem and determination to want to engage with businesses to the next level.