In order to have an open exchange of information with a client, he or she must be interested in such an exchange. In some instances, you may have a Discovery Meeting with clients who don’t have a particularly strong interest in working with you. There can be several reasons that clients might be hesitant or unable to work with you as an IT vendor:
Overcoming Objections
- They are not key decision makers and are therefore not permitted to hire talent.
- They are not allowed to initiate a new vendor relationship without HR’s consent.
- They’re already utilizing a competitor’s service (another IT staffing firm) or an internally supplied service (HR or corporate recruiting).
- They are forbidden to work with staffing firms either permanently or temporarily (hiring freeze or budgeting time).
- They are not familiar with staffing firms and therefore don’t understand how a quality vendor is advantageous.
- They have been disappointed in the past by competitors and therefore have a negative perception of staffing firms.
“I am not in a position to hire people.” CLICK http://www.optomi.com/Training/ObjVideos/NoHirePeople.mov
“I cannot work with a new firm without HR’s approval.” CLICK http://www.optomi.com/Training/ObjVideos/HRApproval.mov
“We don’t work with staffing firms.” CLICK http://www.optomi.com/Training/ObjVideos/WorkStaffingFirms.mov
“We already have a preferred vendor/list of vendors.” CLICK http://www.optomi.com/Training/ObjVideos/AlreadyPreferredVendor.mov
“We are on a hiring freeze.” CLICK http://www.optomi.com/Training/ObjVideos/HiringFreeze.mov
“We are in the middle of budgeting meetings.” CLICK http://www.optomi.com/Training/ObjVideos/Budgeting.mov
“We cannot afford to work with staffing firms.” CLICK http://www.optomi.com/Training/ObjVideos/AffordStaffingFirms.mov