Speaking to you as a recruiter with over 10 years experience of selling consultancy services, it took me a while to figure it out, but when I did, what a difference it made.

Matching candidates to job specs and companies is not enough!
Depending on the vertical market you operate in, some markets provide an over subscription of candidates and others don’t. With competition for jobs high and clients aware that some agencies will drop their fees for the opportunity to do business, its mission critical that agents, consultants, recruiters are equipped with the latest tools to really make sure that when they get a shot at filling a role, they get a return on the effort they put in to sourcing for that role.

Knowing a client and candidate ’strategies’ is THE road to placement success!
As human beings, we run individual sets of strategies – how we are motivated, how we make decisions, what our work preference is, whether we primarily agree to disagree or disagree to agree and many others. In a recruitment sales context, knowing the questions to ask that get the responses which enable ‘successful candidate and client management’.

Many recruiters ask the question, ‘What are you looking to achieve from your next role?’ as well as ‘What is important to you from your next position?’ If you are reading this and don’t, then in my opinion you are flying by the proverbial seat of one’s pants. These questions elicit a person’s ‘values’ – the triggers/hot buttons of a person’s make up, the things that they need to move, their criteria. Taking this a step further, it’s possible to find out how a person is motivated (towards objectives or away from the consequences of non-achievement) by asking ‘why’ the thing they have stated as important is important to that person. Still with me??

Let’s put it this way – telling someone what they will get from their next role, when their motivation strategy is ‘away from’ means that the communication offered is not in alignment with their personal make up. On the other hand, telling a person what they don’t want to have when their strategy focuses on attaining/achieving DOES NOT create the level of rapport a recruiter needs with candidate or client. In the same breath, focusing on the job tasks and ’specifics’ of a role to a ‘people orientated’ person means that candidates may deflect fantastic roles because you as a recruiter, failed to spot that this person is a ‘people person.’

You’ve got to ask these questions – if you don’t, others will!
Taking time out to learn what questions to ask and what responses you get when you ask them to determine what ‘type’ a client or candidate is yields massive results.

As the saying goes ‘People buy from People’ and it’s down to you to make sure you can profile a person to sell opportunities to those people as they prefer to be sold to. Fortunately, that’s what we do at Mr Presenter so you can do this easily.

www.mrpresenter.com

M.R – “When it comes to something like business tips you want tools that you can easily learn and immediately use”

T.Q – “That’s really important that you can use these tips right away isn’t it.”

4). Get in rapport
The ability to create a ‘connection’ with another person and develop rapport heightens the strength of the relationship with the other person. Pay attention to the other person’s behaviours, movements, voice speed, tonality, hand gestures. By mirroring their ‘patterns’ you create an environment where a person accepts that you are ‘similar’ to them and ‘connects with you’.

5). Use pacing statements to create more ‘connection’
“As you’re reading these tips, (Yep), taking on board the information, (OK), digesting it in your mind, (aha), you might begin to think about the next meeting you are going to and how by using these techniques you might get a different result!”

By making statements that a person can’t disagree with you are plugging them into your communication. “Yep, OK, aha, mmm”

6). Use language that offers options
Could you be interested? Would you be interested if..? Might you be happy to move forwards….? I’m not telling you, I’m just asking if you might/could/would be?

Suggestive language gets you your true response as the decision is made by the person.

7). Heighten your level of ‘awareness‘
Did the other person just ‘move’ or frown or look as if they were about to say something? If you assess the non-verbal movements of your prospects whilst communicating to them you’ll get a good idea of whether or not your information was received as it was intended. Non-verbal movements from another can mean that they need clarification or have a question.

8). Matching of patterns
Ever been with someone who looks at you one minute, then looks away, then back again, and away again, then…… Are they rude? NO! It’s another pattern of theirs so ‘match’ it. It’s how they communicate and how they preferred to be communicated to!

9). Understand the other person’s needs and values
Whatever the statement made by the person, there’s a reason they’ve asked it and its important! Only by asking “Why is that important to you?” can you begin to understand the ‘driver’ behind the statement. This is the real reason they said what they said!

10). Re-cap, Re-cap & Re-cap
“So. You started reading at the top of the page, have taken in the information, learned or confirmed a few things and maybe now could be a good time to go out there and start using these tips to give you the edge in your meetings.” Just like ‘pacing statements’ re-capping not only re-confirms what has happened, it re-plugs the person back into your communication loop.

Their attention is now back on you.

These tips were brought to you by Nick Hill, Director and Trainer at Binary Vision, Leeds, UK.

nickhill (at) binaryvision-nlp (dot) co (dot) uk

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1. Physical Set Up
Create a stance from which you feel comfortable and confident. Make adjustments to feet, shoulder, hands and head position until you feel ‘in the right frame of mind’ to deliver.

2. Use of non-verbal communication
Your personal communication is in the majority non-verbal. Be animated yet not over animated. Marking out items in spatial locations makes it easy to identify with what you are discussing.

3. Maintain eye contact
Maintaining eye contact enhances your connection with your audience. For those taking their first steps to mastery, commit to looking at the audience hairline before committing to making progression towards full eye contact.

4. Develop a language style that paints pictures
Scale up your language! Are you dynamic, very dynamic, extremely dynamic? Makes a difference doesn’t it?

5. Utilisation of floor space
Moving around the floor, especially closer to your audience, brings them closer to you and enhances the connection further. Be aware that excessive movement causes distraction in some instances.

6. The power of a ……… ‘pause’
When presenting the important facts or asking rhetorical questions give your audience time to absorb your points. Pausing also gives you chance to assess how your information was received. Did they nod in agreement or do you need to prepare for a question?

7. Become a vocal chameleon
Ever witnessed one of the ‘monotone’ presentations. Don’t fall into the same bracket! Use your voice range to add auditory interest to your delivery. A huge part of communication is ‘tonality’ so it’s there to be utilised.

8. Highlight key words and phrases
Mark out the important words and phrases in your delivery with a different voice tone or non-verbal cue to “put those words in italics” for your audience. Let your passion shine through and create the believability factor.

9. Re-cap, Re-cap and Re-cap
Re-capping the important points re-emphasises those points in the minds of your audience. Re-capping also allows your audience to re-connect with you as you ‘pace’ them into a series of statements they cannot disagree with. We covered ‘x’, discussed ‘y’ and spoke about ‘z’. Re-cap to re-connect your audience.

10. Prepare for the possible and control the controllable
What could possibly go wrong? What factors are in and out of your control? Think about it and mentally deal with it before the day so nothing can effect your performance!

Nick Hill is Managing Director at Binary Vision NLP

nickhill (at) binaryvision (dash) nlp (dot) com www.binaryvision-nlp.com

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