For years, we’ve been providing sales tips and tactics to recruiters keen to up their business development game. But whilst reading about recruitment sales in blogs is fun, sometimes you just need to see these techniques in action!
I’m a big fan of video and learn a lot about sales from watching videos rather than reading, so I thought I’d put together this list of the best recruitment sales skills you can learn from YouTube videos – and which ones to watch.
If you know of any awesome sales videos that aren’t in this list, please let me know – I’d love to watch them!
1. Eliminating the brush-off during calls
This video focuses on cold calling (something we really don’t believe in!), but even when you’re picking up the phone to make a warm call, there’s always a chance you might be given the brush-off.
David Stephen Patterson, an online recruitment trainer, shows you how to have a successful first conversation with a prospect – even when they’re not expecting your call.
2. Negotiating like an FBI Agent
Learning from the FBI about how they approach hostage negotiation might sound a bit far-fetched when you’re talking about recruitment sales. But everything is transferable!
In this video, CEO of the Black Swan Group and former FBI hostage negotiator, Christopher Voss, shows you how to use hostage negotiation techniques to build better relationships with your clients and walk away with better deals. Definitely worth a watch – trust me!
3. Creating a niche target calling list
Choosing who to target in your outreach before you begin warming them up is key to a successful recruitment sales strategy that doesn’t waste anyone’s time.
In this video, Dee Williams shows you how to build a winning target list that you can convert into a lucrative client list and set yourself up as a ‘recruiter worth knowing’ (RWK) in your niche.
4. Having better conversations with clients
Do you ever get the feeling your prospects aren’t even listening to you when you get them on the phone? It’s frustrating, but don’t give up - you can have better conversations with clients simply by changing the way you speak.
In this TED Talk, Julian Treasure shows you how to speak in a way that makes people actually want to listen. You’ll learn the ‘seven deadly sins of speech’ to avoid and speak more powerfully using the ‘four cornerstones’ that help us get heard.
5. Nailing your elevator pitch
If you only had one minute to sell your recruitment services, could you do it?
Nailing an elevator pitch is tough and you need to be prepared if you’re going to be pitch perfect!
This video (featuring me!) will show you how to create and perfect a recruitment elevator pitch that’ll help you win new clients in 60 seconds or less.
6. Speeding up the recruitment process
Before you say “this isn’t a sales tip” don’t forget: time kills all deals and this is especially true in today’s candidate-short market.
In this YouTube vid, Hannah Keep explains why it’s so important to speed up your deals and shows you how you can work with your clients to get things moving before you both lose the candidate entirely.
7. Selling your candidate shortlist
Let me set the scene: you've made your sales call, you’ve taken on a job, you’ve shortlisted several candidates and you’re about to send CVs over to the hiring manager...but wait! According to Sungo Kuwanam, you’re not done selling yet.
Before your send those CVs over, pick up the phone and sell the candidates in to your client. Tell them why you’re putting these particular candidates forward so they're convinced before they've even taken a look.
In this video, Sungo explores why you need to do more than just send CVs to your recruitment clients and how to confidently sell candidates in instead.
At Firefish, we love video so much that we’ve launched our own video channel - Firefish Academy! Check it out below and if you like what you see, subscribe for updates.
Joanne is a Senior Growth Specialist at Firefish. She loves bringing on board new recruiters who are looking to recruit smarter.