I often make the point that ‘Selling is listening’, and the foundation for any sale is to ask, listen and understand.

But when you do talk, and obviously you need to, you must have something compelling to say!

And the sad truth is that many recruiters struggle at this stage.

Stumbling over their pitch, unable to define their differentiators, spouting worn-out cliches, and offering minimal insight or valuable information.

Creating a powerful narrative is an essential recruiter skill and a platform for being able to impress, build credibility, and ultimately influence outcomes. A recruiter should have a narrative for clients and one for candidates, constantly evolving – depending on the market and new trends.

We need to flip the dynamic regarding selling and business development in the recruitment industry. Instead of asking clients for something from them (Do you have any jobs for me to fill, Ms Client?), we should offer something to the client or prospect, which is usually a clear, strong, informative point of view.

You need to develop something valuable to say, providing insights and ideas.

This narrative could cover many topics but will typically revolve around issues important to the client or the candidate.

With clients, you might talk about salaries, working conditions, talent availability, benefits and compensation, candidate confidence, improved hiring proves, and specific issues that are emerging in your market at a particular time.

With candidates, of course, you will elaborate on job demand, high-demand skills, salary developments, work-from-home arrangements and a wide range of topics that interest people as they are considering a career move.

This narrative or point of view is not something the recruiter should simply ‘wing’. Most of us are not good enough to do that. Instead, you need to work on building and refining your narrative. You need a point of view that points the way.

Right now is a perfect time. I just returned from a few weeks in the UK and then spent several days on quarterly Board meetings with my clients in Australia. The big theme is that the market is still strong – but it is more nuanced. Clients are skittish and demanding. Candidates are tentative and increasingly focused on security. In some markets, more candidates are available, but the quality for specific jobs has not improved. It’s no easier to fill specialist jobs now than it was 12 months ago. Yet employers feel the market has turned. Some even feel the ‘boot is on the other foot‘ and candidates will accept less money and that recruiters should drop their fees.

It all needs interpretation, clarification and deep insights based on up-to-date ‘in the field‘ experience and knowledge.

Now is exactly when a strong, informed, compelling narrative is required. To tell the real story. To explain the market realities. It’s a beautiful thing. And it’s ours alone because ChatGPT, for example, cannot do it!

For a start, ChatGPT does not have access to real-time information unless it’s provided to it.

The ChatGPT knowledge cut-off date is September 2021.

You knew that, right?

ChatGPT cannot tell you who won the 2022 Football World Cup.

So what chance does it have in providing insightful, up-to-date, critical advice on the candidate market for architects in Birmingham right now?

Authentic, informed, up-to-date insights are more valuable now than ever!

A sophisticated recruiter has developed the skill to spark positive conversations with clients and candidates, which makes you memorable and valuable to them, and separates you from the average recruiter. Even if they can run a solid process, they have little to offer regarding ideas, insights, information, market intelligence and informed opinion.

Develop your chat. You will be remembered for it.

(See what I did there with ‘chat’. You know, as a way to beat ChatGPT? Geddit?)

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APSCo Australia’s full-day, face-to-face conference, Emerge 2023 is only a matter of weeks away. Now in its third year, this prestigious day has quickly become a must-attend event for recruitment industry leaders and managers.
Held at Sydney’s Museum of Contemporary Art, Emerge 2023 will bring together 23 experts speakers across an exciting agenda – that includes a chief economist, legal and cyber-security experts, heads of industry, progressive thinkers, business leaders and technology masterminds who will take attendees on a deep dive into the future of work.
Featuring keynote presentations, discussion panels, and Q&A sessions – attendees will walk away from Emerge 2023 with a roadmap to negotiate the evolving staffing and recruitment landscape.
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