Do you and your team make the most of every contact you have?
What happens when you ask for a referral and your contacts can’t think of anyone? Do you thank them and move on?
What happens when you approach a new prospect and they say they are happy where they are? Do you move onto the next one?

Aim

The aim of this module is to develop participants’ networking skills, in order to get more referrals and more commitment from approached candidates. It will look at how to overcome common questions and objections and how to keep control, while building effective long term relationships with candidates.

Objectives

During this module participants will have the opportunity to…

• consider why networking is an essential recruiter skill

• discuss what we mean by networking and how it can add value to other sourcing methods
• identify contacts within your existing personal network to draw on
• identify additional sources of contacts outside your personal network
• consider how to approach existing contacts in order to maximise the chances of getting new names from them
• explore how to approach a brand new contact and gain their commitment to an interview
• consider how to qualify approached candidates thoroughly and handle any objections they may have
• look at evidence based questioning as a way of drawing good quality information out of candidates
• discuss how to uncover potential motivations to move from approached candidates
• consider how to present candidates effectively to a client
• practice the skills to build confidence
• create a personal action plan