Hitting that ‘sweet spot’ with clients, drives Recruiters to excel!
Like any relationship, business ties require a “sussing out” of one another to establish a mutually beneficial union. For Recruiters like us here at Datafin, hitting that 'sweet spot' with our clients is like liquid gold. When a client puts their trust in us, they’re responsive, we understand what they want and they get how we can help them – that’s the 'sweet spot' we work hard to achieve. It’s like fuel that ignites our passion for what we do.
Datafin Co-owner Lindy Sollinger equates relationships with clients to human relationships that need to be nurtured, like any human relationship requiring input from both parties to make them work.
“I would say that we like to connect with our clients by finding some type of common ground with them and listening to their needs in a really ‘conscious’ way!
“Nurturing clients is like any human relationship, it’s about give and take and being able to pre-empt stuff that could potentially cause issues later,” explains Sollinger.
And giving our clients as much as possible when trying to find suitable candidates is crucial to how we pocket recurring clients. Hitting that 'sweet spot' with an ongoing client has seen us practically help build entire teams.
Detailing just how exactly we nurture our client relationships, Datafin Senior Recruitment Specialist Chantelle Lawrence says you have to be “personable and friendly”, try to understand your client, their culture and ethos, business objectives and what they need in a candidate.
Once you present CVs, to paint a “clear picture” of the candidates but also be frank with them about obstacles you as a Consultant may encounter for a specific role you’re sourcing for.
“Make sure they have as much information needed about candidates including a clear picture of their experience. Keeping them up to date on sourcing and any difficulties experienced,” explained Lawrence.
She added that it is highly motivating for Recruiters when they have clients who are receptive and responsive.
“I would say when clients reply within a few days of sending a CV with solid feedback. When they are quick to respond with an update on the recruitment process and having an understanding of a role that is hard to recruit for,” Lawrence elaborated.
Even as a now fully remote Recruitment Agency, Datafin continues to build and retain an impressive network of clients. This is owed to always maintaining that integral human connection while also carefully navigating each client to meet their unique business needs.
“Definitely to set up weekly online meetings with them after the initial meeting and to follow up on what they think of the candidates we have sent, their feedback and response on who they like/didn’t like,” tells Bev Sollinger, who co-owns Datafin with Lindy, of how to stay connected to clients.
“Keep in touch with them, don’t be overbearing and ask too many questions – there is a fine line between contact and over contact. Keep in touch in a way that keeps the relationship close but not too overpowering,” Sollinger continued.
Being a fully remote team, we meet many of our clients online in the virtual realm and have to earn their trust via a screen. Which also means Datafin Recruiters must know their stuff.
Lindy believes that it’s critical to hire Recruitment Consultants who can “read the room”.
Clients mostly want people who would like to grow with their business. She stressed that we not only have to find top talent, but candidates who have staying power.
“We like to hire recruiters who can read the room and are good at tuning in to our client’s needs. For us it is not just about getting the candidate to start, but to actually stay in the role and add value. Having detailed discussions about our clients’ needs and building an ‘avatar’ of their ideal candidate is one of the ways we proactively recruit in this market.”
Share this story