Mark Whitby

How to Overcome Objections Related to the Recession

By Mark Whitby

The "Number One" question I get asked these days is "How do I overcome objections related to the current economic climate, for example: we're downsizing, the project is on hold, we're making cutbacks, we don't have any budget for recruiting, etc."

1. There's No Such Thing as a New Objection

The first thing to realize is that these objections are not new. They're just variations on the classic objection: "We are not recruiting," or "We don't have a need," or "We don't have any vacancies." The only difference is that we're hearing it a lot more often these days, which I realize is incredibly frustrating when you're trying to generate new business.

Often a prospect assumes that if they're not hiring, there's no point in talking to recruiters. For most recruiters this objection signals the end of the conversation. It's basically "Game Over," right? So what we can do about this situation?

2. It's Not Personal

Secondly, realize this is not personal. They're not rejecting you personally and they might be just as frustrated about the situation as you are - they might even be worried about their own job security! So try not to let this objection upset you. They're really just giving you some information; it's what you choose to do with that information that separates the good recruiters from the great recruiters.

3. Don't Give Up Too Easily!

Next, don't give up too easily. If you handle this objection the right way it can still lead to a very productive conversation. The key is to use a soft sell approach, not a hard sell. You can't make someone give you their vacancies, especially if there's none to be had. So, take the pressure off yourself and especially take the pressure off your prospect. The more pressure you apply the more resistant they will become.

4. You Can Still Make the Call a Success

Finally, if they're not currently recruiting, focus on achieving your "secondary" objectives. Your goal in this situation is not to get a vacancy or to get an interview for your candidate; the desired outcome is to have a meaningful conversation, to build rapport with a potential client and to gain as much information as you possibly can and agree a timetable for staying in touch.

Even if they have no immediate need for your service, take the opportunity to have a conversation with them. At the very least you'll be building a relationship for future business.

Next week, I'll explain how to use every objection as a "springboard" to stronger client relationships. In the meantime, remember that every challenge is an opportunity ... an opportunity to sharpen your skills, to hone your technique, to strengthen your resolve, and to improve your mental toughness.

© 2009 Mark Whitby, All rights reserved.

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