Recruitment is a competitive industry. This can be made even worse when you find yourself working in a crowded sector. When multiple agencies are fighting for the same role and candidates are receiving countless calls from recruiters each day, it can become a bit overbearing.

If you’re finding yourself struggling against the competition, it’s time to try something new. Here’s how to make yourself truly stand out.

Find your own USPs

We’re not talking about your company USPs. Instead, take some time for self-reflection and try to hone in on what you truly excel at. This could be the way you connect with people, your eye for spotting a great candidate from a quick glance at their CV, or even your ability to truly understand the market you’re operating in.

There’s always something that we do better than everyone else around us. It can be difficult to reflect on ourselves in this way and it’s certainly not natural to give ourselves this type of internal performance review. However, once you’ve settled on your own personal USPs, you can start leaning into this and using it to your advantage.

Put yourself in the client’s shoes

Too many recruiters try to force themselves and their services on unsuspecting hiring managers. When you’re self-motivated and only think of your commission payments, it becomes painfully apparent to hiring managers that you’re not there to help them.

By taking the time to understand the business you’re talking to, the difficulties they face, the issues caused by the vacant position and the stresses on their jobs, you can begin to help alleviate these.

Understand your market

Do your research. It’s such a simple but deeply powerful piece of advice. There are countless benefits that come from being an expert in the field you’re recruiting in. You can understand the right time to approach clients, what to say when you’re speaking to them, how to carry conversations to demonstrate you’re the right person for the job and you can also make suggestions on the types of candidates to look for.

Take inspiration from executive search with this one. If you approach a meeting with expert level knowledge, you’ll comfortably beat your competition. Never overestimate the power of knowing your sector when it comes to building trust and confidence with clients.

Have face-to-face meetings

In an increasingly digital world where meetings take place through a screen, face-to-face meets have become a dying art. Take the time to travel to your client’s offices, shake their hand and sit with them to understand their needs. This will show you’re professional, serious about the role and proactive in your approach, but will also help you connect. It’s easier to relate to a person face-to-face and it’s better for building trust and rapport.

Above all, you’ll be remembered and given more of their time. In a world where your competitors pick up their phone or jump on a 30 minute Zoom meeting, be bolder and actually visit the company you’ll be working for.

Have a personal touch

People buy from people. They always have and always will. If you can connect with the clients and candidates you’re speaking to, they’ll be more likely to trust you and be more open. This goes beyond just face-to-face meetings though. Sometimes even the best recruiters can be so laser focused on the ‘numbers game’ or getting the job done, that they come off as cold or rushed.

Instead, take time for small talk, remember details about the people you’re speaking to, ask them about their lives. People love to talk about themselves and they’ll feel better when they do. If your meeting puts a smile on their face because they enjoy talking to you, you’re going to find closing business a far easier task.

Be prepared

We’ve all been there, someone is trying to sell us something we absolutely don’t need and can’t even get the basics right about who you are, what you do and why you will need their services. It’s laughable because they’ve failed before they’ve even started and you’re painfully aware it’s a cold call which you have zero intention of entertaining.

Taking time for a little preparation is always a good idea. Give yourself the knowledge needed to ensure you’re not caught out. You’ll come across as more professional and far more likely to be trusted with filling a vacancy.

Ask targeted questions

The questions you ask are just as important as your sales patter. Have a list of direct and probing questions at the ready to understand a client’s business, their position within the market, their pain points and what makes them unique. By asking these types of questions you’re not only giving yourself the knowledge required to find the right candidate but also the client will be more likely to trust you. Recruitment is tedious for hiring managers, this is why you’re here. If they feel like you’ve asked the right questions to get a full and accurate idea of their position, they’ll be less willing to go through that process with someone else who’s less prepared.

Lean on your experience

Candidates and clients don’t know who you are. They don’t know how you work. They don’t even know if you’re any good at your job. By leading with examples of successful placements with other like minded companies, you’re telling them all they need to know. You can get the job done. Don’t be afraid to use your achievements to your advantage and use them as a conversation starter for your first call.

Pick up the pace when the market slows down

Pipeline is everything. When the market slows down and recruiters put less effort in or become disheartened, it’s your time to shine. Every athlete will tell you that the game is won or lost in training. The work you put in when others are shying away will pay off in the long run.

This may not necessarily translate into immediate placements, but it could bolster your list of high quality candidates and improve relationships with prospective clients. When business picks up again, you’ll be the one they call.

Keep at it

Recruitment isn’t just a game of skill, it’s about resilience. If you keep plugging away, keep speaking to the right people and keep working hard, you’ll eventually be rewarded. Becoming demoralised is the biggest threat to a recruiter’s career. Don’t let the setbacks get you down. Give yourself a moment to feel bad about the situation, then let it wash over you and move on. There’s always another number to call.

Looking for an agency that matches your ambitions?

As you’re here, we can tell you care about your career. If you’re focused on being the best and want to work in a stellar agency to match your aspirations, we’ve got you covered. Get in touch today for a confidential conversation about where you’d like to work. Alternatively, browse our job board for a rundown of our latest ads.