Client Management

So you want to be a recruitment consultant? - ‘Client Management’

One day course

This one day course is a follow on to 'An Introduction into the world of Recruitment' and will give new recruitment consultants or anyone needing a refresher, the key skills required for developing their desk and client relationships. They will understand the importance of preparation and structure with the value of asking the right questions. Delegates will leave with the skills, knowledge, confidence and motivation to get past the gatekeeper, make cold sales calls to clients, overcome clients objections and qualify a client. They will return to the office to try out their new skills for a week before returning the third week of the programme where they will learn how to follow the whole process of making a placement from the client visit to managing the offer of employment.

What's included in the day:

Delegates will be given the opportunity to discuss the problems and challenges they faced during the previous week and given ideas on how to overcome these.

• Manage yourself and your business
• Selecting your clients
• Have a market focus, market tips and points to remember
• Industry statistics and what you need to do to be successful- maximising every call
• Making cold calls and overcoming the fear of making a sales call
• Getting past the gate keeper

The sales call:

• Approach - your USP service offering
• Question - client qualifying
• Demonstrate - sell your recruitment process
• Checking/proposition
• Negotiate - overcoming objections
• Trial-close - what we expect from the client
• Closing the deal
• Role play - practice the sales call
• Ways of generating new business and developing client relationships
• Action development plan

At the end of the week, the delegate's manager is sent a feedback form to complete on the progress of the delegate which is emailed back to Firebird Training to review before the next module. A follow up call is made to the manager.

"I thought the way in which the course was presented and delivered was up to excellent standards" - Sam (Delgegate wanting to work in recruitment)