Relationship Selling

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Relationship Selling

Overview:

According to research it costs more than five times as much to get a new customer as it does to keep an existing one! That in itself should help recruitment businesses understand the value of building relationships with their clients and candidates, turning them into both repeat buyers and spokespeople for the company.

Creating and delivering value to your prospects, clients and candidates is what relationship selling is about. It requires mutual trust between all parties – the buyer believing that the recruiter is trustworthy and proposing a service of genuine value to them; the recruiter believing that the buyer will ultimately reward them for their advice, diligence, and work on their behalf. This can be a challenge in a highly contingent market where clients are less responsive to cold selling techniques!

Relationship selling is a MUST HAVE skill for a high performing Recruiter!

Touch points of this webinar are:

- An overview of what a recruitment specific relationship selling model is
- Why good relationships begin with your initial contact with prospects
- How to manage the early stages of a relationship
- The concept of how the thinking (head), doing (hands) and feeling (heart) impact on all of the above
- Understand the relationship management build factors to turn contingent clients into fully engaged spokespeople
- Create an action plan for developing better, deeper, more meaningful relationships with clients, candidates and prospects

Meet the facilitator: Amanda Hector

Amanda Hector is the APAC Regional manager for Recruitment Juice and has over 20 years’ experience in the recruitment industry. This supports her niche market specialisation in developing recruiter skills, behaviours and processes to improve profitability, efficiency and retention.

For the last 10 years Amanda has been a specialist recruitment and sales trainer in Australia, New Zealand and the UK. During this time she has helped recruiters and recruitment businesses with organisational development and performance. Consulting on the most cost effective and comprehensive way to induct and train new recruiters, refine and improve established billers, develop managers and hone the leadership skills of directors.

Delivery:

Online webinar - the live session will be recorded and distributed to all registrants
Webinar access links are sent to participants the day prior OR on the morning of the scheduled date
All times listed are Australian Eastern Standard Time