Overcoming Objections to Land More Clients
Are you struggling to overcome objections when trying to win over clients for your recruiting agency? Whether you're a seasoned recruiter or new to the industry, this can be a common hurdle to overcome.?
Getting an email back from a biz dev message is the best feeling ever! I skip every other email, take a deep breath and open it with my fingers crossed. Seeing a "no thanks" makes you sink back down in your chair, feeling defeated. Blah! Immediately triggered in all the wrong ways. I have been there!
There are a few objections I hear time and time again. In this article, we will dive into these common objections and my tips to overcome them so you can grow your client list. Ready?
It’s too expensive
The most common objection recruiters face is that potential clients view their services are too expensive. Clients are often reluctant to spend a lot of money on recruitment, particularly if they are a small business. However, it's important to remember that good recruitment is an investment. It may cost more in the short-term, but in the long-term, it can save companies a lot of money.
The true cost of a new hire is three times the first year's salary. That includes their salary for the year, the time and resources it took to make the hire, taxes, and onboarding of the hire to name a few. Clients don’t often think about The monetary cost of having a role open too long and the stress on their current team, which could lead to attrition. This could cost the company an additional 1.5 to 2 times their first year’s salary to replace the team member that left.
We have an internal team
Another common objection recruiters hear is that the client already has an internal recruitment team. This can be frustrating as it can feel like the client is not valuing the expertise that a recruitment agency can bring.
To overcome this objection, highlight the benefits of using an external recruitment agency (check out this article ). Explain how your agency has access to a wider range of candidates, particularly passive candidates who may not be actively looking for a new role. You can also emphasize the time and cost savings that using an external agency can bring. Your agency can take care of the recruitment process from start to finish, freeing up the client's internal team to focus on other areas of the business.
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We don’t know you
If a client has never worked with your agency before, they may be hesitant to do so. They may feel more comfortable working with an agency that they have an existing relationship with.
To overcome this objection, focus on building a relationship with the client. Offer to meet with them in person or set up a video call to discuss their recruitment needs. This will allow you to get to know them and their business better and for them to get to know you and your agency. You can also offer to provide references from other clients who have had success with your agency.
We want to maintain control of the process
Clients may feel like using a recruitment agency means that they are losing control of the recruitment process. They may have a specific idea of what they are looking for in a candidate, and they may be worried that an agency won't be able to deliver this. Or maybe they are adverse to change and prefer the status quo.?
To overcome this objection, emphasize that your agency will work closely with the client to ensure that their needs are met. You can offer to involve the client in the recruitment process as much or as little as they would like, providing regular updates and seeking their input where necessary. This will help the client feel more in control and reassured that their needs are being met.
Summary
Overcoming objections is a part of building a recruiting agency. You can overcome these objections and grow your client list with the right approach and mindset. Remember, a "yes" email immediately back feels good, but a no that you turn into a yes feels even better!