Avoiding the Hot Lead Brush Off

Dear Barb:

My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this is the way we landed many new clients, but it’s not working in this market. Do you have any suggestions?

Emily H.
Minneapolis, MN

Dear Emily:

When you have a candidate inform you of a company that is interviewing, you want to share the fact that you have this information when you call, “I was told by one of my candidates who interviewed with your company that you are hiring for __________.”

Another option is, “I understand that you are currently interviewing for the position of ___________.” If your candidate was sent by another staffing or recruiting firm, you also share that information, “One of the ______I’m currently representing was sent to your firm by ___________.“

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This eliminates the possibility of the prospective client telling you they are not hiring. When you are given a viable lead, call as soon as possible and share the information you have received. This will greatly enhance your chances of helping this prospective client find the talent they will hire.

Barbara J. Bruno, CPC, CTS

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email support@staffingandrecruiting.com.

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