Craft a Compelling Benefit Statement

Bob says, "I have lot of trouble coming up with a good benefit statement ... and not being shipped off to HR. All of my contact will always be on the phone. I am an executive recruiter who does permanent placements and specializes in the food manufacturing industry. I have a phenomenal candidate that most companies would love to talk to if they had an opening. He was salesman of the year for several years at XYZ Company.

My technique is to start the conversation with the president talking about this candidate and if he is not interested find out what type of people he would be interested in hearing about. Does this make sense??What can I say to the executive assistant that would not get me shipped off to HR?? 'The purpose of the meeting is....'

Great questions - great topic that we'll spend examining over the next couple of weeks.

To begin with put yourself in your client's chair. Think about the kinds of business results your client wants/needs help attaining? Focus on those results then let your client know about the specific people you have that will help him/her achieve those results.

As you shift your focus from the people you want to place ... to the problems your candidate(s) can solve -- a couple of things will happen.

1. You'll see your candidates in a whole new way.
2. Your clients will see you in a whole new way.
3. You'll become the "go to guy" for clients who want to find people to move them towards their business goals.

The reason you get shuffled off to HR is because your conversations focus on the attributes of your candidates. HR handles people. So it makes sense to most decision makers that you belong with HR.

No offense to HR but most of these folks are perceived as a necessary evil that handles "administrivia" such as benefits and payroll. Important as administrative backup that dots "i"s and crosses "t"s ... NOT as a significant resource for bottom line decision makers.

Your words will either make you sound like "another HR person" or a "high level player, decision-maker". Move your focus to talking about business results and you will have made the transition to "top dog talk." This shift will help you break through to and gain audience with decision makers.

Visit: www.coldcallingexecutives.com

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