Louise had been talking with a potential new client, StaveleyHead.com, who specialises in Business Vehicle Insurance and it got me thinking about the things you can’t insure against.
For example you can’t insure against your candidates changing their mind, you can’t insure against your candidate being counter offered, you can’t insure against a client who goes to a competitor, you can’t insure against a client who never likes anyone you send them.
Or can you? You might not be able to buy insurance for these scenarios but surely there are things you can do to offset such a risk?
Check out the candidate’s shopping list
You wouldn’t try to sell a mini-metro to someone who’s asking for a Land Rover Discovery. However, they might be willing to look at a Ford S-max. Your candidates shouldn’t be any different. If they asked for Retail Management, then hospital catering is unlikely to be for them but managing the reception might be. Find out what they want and go through the options and help them see the similarities or advantages of different roles. They may be changing their minds because you haven’t really given them what they want or helped them to see appropriate alternatives.
Has the client thought what they need before visiting the showroom?
Have they really given careful thought whether they need a seven seater or a run-around-town? Air conditioning or open top? In other words, is the client really sure what they want or need, they are panic employing and is this why they never like anyone you suggest to them? Help them to build their requirement list. Do they really want someone with a specific degree or would an equivalent amount of experience suffice? Does the candidate really need to have taken pole position at Monte Carlo, or would standing on the winner’s podium at Silverstone (or indeed any formula one race track) also make the grade. Just as a disclaimer, I have never watched any form of car racing in my life and am not really sure that this analogy is entirely accurate but you get my point. If you think the client is not providing a clear enough list of requirements or is being unreasonable or unrealistic, then advise them how they can give themselves the best chance of filling the post.
Clear out your boot.
Is your car boot full of clutter and rubbish? When you need to find the kids football is it buried under so many Tescos bags, picnic blankets and essential car maintenance items (whatever they may be) that the little darlings are taking an early bath before the match has even started? Now, getting to the point, is your contact list the same? Is it full of people you just don’t use anymore? Full of people who never return your calls? Are you emailing people who just don’t need anyone? Messaging people who are just wasting your time because they don’t want to tell you ‘no’? Well, get rid of them, have a clear out. Stop contacting the people who don’t reply, stop contacting the people who never take up a candidate. Focus on the responsive people. Build up a new client list (I know it’s significantly easier to write that than to go out and do it) of people who are actually in the market for a new car rather than those who’ve had their license revoked for speeding.
So, you can’t get an insurance policy out on these time and money wasting occurrences but there are steps you can take to help ENsure that they don’t happen.
