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Recruitment Essentials

An interactive 1-day workshop designed to deliver face-to -face or virtually.

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This workshop was originally designed with small to medium sized recruitment agencies in mind who may not have the time for training their teams properly. It is the starting point for a successful recruitment career and covers the skills needed for a new recruiter to start billing immediately. A back to basics approach, it is also a great reminder for recruiters who may have 12 months experience but have not received formal training.

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Who should attend: New consultants to the industry and those whom wish to formalise their training.

 

Outcome expected: Consultants will gain an entry level qualification to the professional recruitment industry as well as a solid understanding of the basic skills required to be a successful recruitment consultant.

SESSION 1: BACK TO BASICS CONSULTING

Introduction

  • How the Recruitment industry started

  • Where it is now and where it is going

  • Basic definitions and jargon

 

Overview of the Recruitment Process

  • Flow chart and steps

 

Candidates

  • Common sourcing and selection procedures

  • The interview

  • Candidate management and care

  • Reference checking

  • Candidate assessment and evaluations

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SESSION 2: SALES SKILLS FOR A COMPETITIVE WORLD

The Art of Prospecting

  • Where to find prospects

  • How to organize them and what to do with them

 

Cold Calling Techniques

  • Overcoming call reluctance

  • Setting a call objective

  • The structure of the call

  • Your voice and what it says about you

  • Non-verbal body language

 

Client Visit

  • Overview of client visits

  • Setting a visit objective

  • Structure of a client visit using needs/solution techniques

  • Non-verbal body language, yours and your client’s

  • How to close

 

Follow Up for Relationship Selling

  • Why stay in touch?

  • How often to stay in touch

  • Ideas for follow up

  • E-mail and other forms of follow up

 

Handling Objections

  • Role play your way to handling any objection!

 

How to Close

  • Asking for the order/advert/business

  • When, Why and How



SESSION 3: CREATING A GREAT CANDIDATE BASE

Sourcing Candidates

  • Sourcing mechanisms other than advertising

  • The power of networks

 

Headhunting techniques

  • Researching your targets

  • Making a direct approach

  • Making an indirect approach

  • Marketing your role

 

Effective pre-screening

  • The importance of the pre-screen

  • Preparing a competency pre-screen from a job brief

  • Effective use of your voice

  • Role pays based on a job brief

 

Gaining candidate commitment and loyalty

  • At pre-screen

  • At interview

  • Asking for exclusivity

  • Asking for referrals

  • Candidate care and follow up

  • Turning candidates into clients

 

When the client and candidate is the same person

  • Turning clients into candidates

  • The approach

  • Asking for commitment

  • Follow up



SESSION 4: TIME MANAGEMENT AND NEGOTIATION SKILLS

What Exactly is Time Management?

  • Definitions

  • Seven Key Habits of Effective time management

 

Where are You Spending your Time?

  • A typical day at work

  • The Urgent-Important Model – How your time should be divided

 

How to Structure your Day for Peak Performance

  • Prioritizing your day into time blocks for maximum efficiency

 

Tips From the Time Management Experts

 

The Negotiation Problem

  • Win-win

  • Win-lose

  • Lose-win

  • The negotiation diagram

 

Preparation for Negotiation

  • Setting an objective

  • Know what you want and what you will accept

  • Tactics

 

Negotiation Theory

  • Probing

  • Listening

  • Questioning techniques

 

Communication

  • Voice

  • Non-verbal communication

  • Thinking on your feet

 

Winning People to your way of Thinking

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