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As a recruiter you need easy sourcing and sales.
"Social proof" is key to this! Candidates and clients in your network who think that you're ace and are prepared to recommend that others work with you will drive your pipeline for you.
But we often see a lack of process in getting recommendations and this makes recruitment harder.
3 Stats to Focus You on Getting Testimonials
9 out of 10 purchases happen because of peer recommendations. (Source: Marketing Charts)
Referrals are 5x more effective than all other sources of hiring. (Source: Zeti)
69% of clients would work with a recommended recruiter. (Source: CIPD)
So, having a strategy to get recommended is key!
1 Stat Says it All, Though!
But here's the clincher: 91% of customers say they’d give referrals, but only 11% of salespeople ask for referrals. (Source: Sale Carnegie)
So:
Referrals, recommendations, testimonials are easy to get...
However, recruiters are just not asking for them!
But, recruiters! You have a wealth of candidates and clients to tap into and convert in to great referees.
Choca Bullhorn CRMs.
Busy LinkedIn contact lists.
And surely for every placement you make you could get 1 x candidate and 1 x client testimonial... But are you?
My 3 Tips to Help Get Testimonials and Weaponise Them for Easy Sourcing and Sales
1️⃣Ask, but be specific! 💪
Don't just ask for a testimonial and leave it to the client or candidate to get around to it. Have a call with them at the end of your assignment and ask them questions. These questions could get you started:
What was your issue?
Why did you choose to work with me?
What did we do for you?
How will this new hire / new job help you now?
Give me 3 words to describe your experience of working with us. (These in be super helpful in getting your message across to who you want to work with...)
This testimonial call will not only get you valuable feedback. It will also be a great excuse to manage your candidate and client experience (and account / pipeline), and also ideally help you get further business / candidate leads.
Ask:
Who do you know that we can also help?
2️⃣Write it for them📝
Draft 2-3 short paragraphs and email it back to the candidate/client to get their OK.
Use their language in the copy you create - this will make it sound more human, less "markety", and also get them to sign off quicker.
Pro tip! Ensure you use valuable keywords to ensure that this content is optimised on your website and LinkedIn profile when you come to publish it.
3️⃣Get it online 📢
Publish testimonials on:
Your website, and not just on your testimonials page. Knit them into your blogs, job adverts, sector pages.
Google updates - ask your marketer to do this for you.
Your Linkedin profile recommendations. (Use the Request a recommendation feature in Linkedin and paste in your copy - make it easy for your community to recommend you.)
Your Glassdoor page.
Your email signatures.
And create cute images. I use Canva to create speedy 2minute testimonials that I can use in my sales and marketing.
My Final Tip? Timing is Key
So recruiters! Don’t be afraid to ask for a recommendation you deserve it!
Promise yourself to ask for a recommendation from the candidate and client on your next placement – just do it! And then rinse and repeat using my tips above.
And don't keep them secret - get the message out there. Your desk, pipeline, boss, and bank account, will thank you!
Recruitment Training
We deliver the best Recruitment Training through live webinars and our online training platform Recruitment HIIT.
Our recruitment training helps new and experienced recruiters qualify their jobs, speedily source and advertise, and improve their screening. It boosts CV to interview ratios, whilst giving great tips to prevent counter offers, and secure the placement and beyond.
Plus, if you have Bullhorn, Analytics, Automation, SourceBreaker, LinkedIn, Calendly, Teams, Daxtra, Broadbean, idibu, Hinterview, Paiger, and more... we train on those too!
TRY HIIT FREE HERE
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