Getting through to your clients!

One of the funniest stories relayed to me when training recently was how one eager consultant found a way through the 'gate-keeper'.  This new Consultant with a well-known and highly reputable company had been advised by a colleague to 'imply' that the desired client may be expecting his call.  So, following this lead, the Consultant (we'll call him 'John'!) rang the aggressive gate-keeper and said "He's expecting my call" in an assertive manner.  To his suprise, John was put straight through!  When the Manager answered the call, John was a little bemused to hear the anxious "Hello - what is wrong?"  John introduced himself and was about to launch into his opening line when the client let out a relieved sigh and informed John that he had thought he had a call from "Inspector McCall"!!!!  His relief at not hearing some tragic news meant that the Manager and John shared the joke and John was allowed to continue with his call ... 

I would not recommend deliberately misleading a client or gatekeeper but have to hand it to this particular consultant who went on to use this 3 more times successfully before he realised that duping a potential client is NOT always the best introduction!

Never interrupt a Consultant on the phone! 

As many new managers do, when I first started out guiding others into this industry, I always had something to add to each call - often at inappropriate times!  The worst example of this was interrupting a very keen and excitable new Consultant who was undertaking her first 'cold' call which happened to be to a Law Firm.  We had been discussing how to listen and keep the service options open until we heard what the client had to say but, with the energy of all Consultants who have reached their first receptive client, 'Jane' was romping away and selling in secretaries after each sentence uttered.  So I committed the cardinal sin.  I stuck a great big Post-It note in front of her saying 'we don't just provide secretaries - think about what else they do!'  Flustered, and trying to read/understand my note whilst maintaining a conversation, 'Jane' then shouted the immortal words "oh yes!  And we do soliciting here too!" to the rather bemused client! 

So managers beware - interruptions do not always assist those sales calls - however much you want to help!

Thank you to Alison of Maidstone for the story regarding her worst day which, suffice to say, involved meeting a long sought-after potential client in a busy reception and congratulating her on her obvious pregnancy ... ALWAYS think before you speak and NEVER make personal comments until you are sure of their validity!!

 If you have any stories of gaffes made, superb outcomes or just plain funny things that Consultants, Candidates or Clients say - please email and let us know - the Recruitment Industry can be a tough one but seeing the funny side will always help!  Whether you are a Recruiter or a Consultant - we would love to hear all! 

We will send a bottle of wine to the best story of the month!  (Anonymity can be kept!)