Profound visionaries have reaped financial rewards as they’ve changed our world by anticipating our needs and desires. For example, the iPad I am using to type this post has improved my mobility and productivity while allowing me to maintain great work-life balance.

As a prophet for your customers, you’ll bring them tremendous value by thinking four steps ahead on their behalf. Anticipate the needs they cannot envision or even create the need they will willingly adopt. Your vision becomes their benefit and engenders a lasting relationship built on an unshakable foundation of trust.

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Comment by Jerry Albright on January 17, 2011 at 10:39am

I'm sorry - but on this one I just don' t see it.  The average recruiter isn't quite in position to "anticipate the need" for their clients.  Perhaps I'm missing the point on this one.

 

Do you mean for us to keep in mind the type of people they hire in case someone surfaces they would want to hear about?  If so - then I agree.


If the above is not what you mean - would you mind clarifying the type of "four steps ahead on their behalf" value you're eluding to?

 

Respectfully,

Jerry

Comment by Scott Wintrip on January 17, 2011 at 11:41am

Jerry, one way to do this is to keep people in mind. And, even the most average recruiters I have worked with can be taught to anticipate needs. That can include:

- Asking provocative questions to better understand a customers business and then share success stories of how you've helped others in a way this customer has not yet experienced.

- Offering to do business as you are doing right now and then offering options that give the customer enhanced value, such as outsourcing their entire process to you.

 

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