Interpersonal skills? “what is that?”
This is a question you’re probably asking yourself, and most importantly why and HOW should you be using them daily to your advantage.
Using your interpersonal skills to effectively communicate, within the recruitment consultant industry is something that can come naturally to some but has to be learnt by others. Defining interpersonal behaviours can be equally difficult to define as the term “interpersonal” means in a nutshell an individual’s ability to change or adapt to a situation, or if you’re a recruiter then your clientele.
Whether we like it or not competition within most markets, in any industry is rampant. With hundreds or even thousands of corporate companies going after the same deal. It can be difficult for some smaller businesses to get a look in, let alone close a deal. The exhausting nature of pitching a rehearsed pitch day in and day out without success is a recruiter’s nightmare. Not to mention the damage it could cause to the individuals morale (that’s you the recruiter) as well as the company, it could be catastrophic if it isn’t addressed.
It such a competitive industry it is essential to constantly think outside of the box and offer services that your potential competitors haven’t thought of, however…….
A unique idea or service might not necessarily be enough to give you the sales you’d hoped for. Having that edge over your competitors, that makes you be the one to seal the deal on that retainer, obtain new cliental or grow your business. Is all based on how effectively you communicate with your team and the all-important buyers your clients.
Some look at effective communication as a fine art, something that must be mastered in order to achieve the outcomes you are aiming for. And in all honesty it is! Having the ability to tailor your service to each and every individual client, on a personal and a professional level to some people may sound like hard work.
“But is it?”
Well…no, for most of us it isn’t.
Below are three very simple skills that you more than likely already have that you may not be using as effectively as you could be.
LISTEN TO YOUR CLIENT
Unless it is a life or death situation the first thing you should ALWAYS do is listen. Listening to your clients’ needs is essential for you to understand what it is EXACTLY they’re asking you to do, or what exactly they want from you as a service. If you’re just focused on your abilities, as amazing as they are, and what services you can offer without taking time to listen to the little subtle differences, or suggestions made by your client, you could miss out on that sale or even worse a lifelong partnership.
According to John Hayes a leading Professor of Change Management, at Leeds University England, in his book titled “Interpersonal Skills at Work.” effective listening involves more than just hearing what another person is saying to you. It’s about obtaining a full and accurate understanding of what is being translated.
So…. that being said in order to effectively communicate with ANYBODY you must listen. Now many of you are thinking, “well I do listen” and you are probably right but it also how you listen.
For example, if you’re a web designer and you’ve been working on some great ideas for web graphics that are all the colour blue. You get your first client and you are so excited to apply all the things you’ve made to her website, but she says she wants it the colour pink.
You will immediately feel a sense of disappointment, right?
You may even suggest to her several reasons why she could try the colour Blue! So, have you really listened?
The answer is no, Mr web designer already has his preconceived ideas for his client. And wants to impose those ideas as a “suggestion.” And if your honest you either know a Mr Web designer or you ARE Mr Web designer.
The relationship you have with your team, as well as the relationship that you have with your clients always affect the way in which services are delivered. In the B2B corporate sales world your professionalism both outward and inward, is extremely important. This affects the way you communicate verbally, and non-verbally with clients and colleagues.
With your corporate hat on instinctively your persona changes, and although being able to maintain a professional demeanour is essential as a recruiter.
Having a more relaxed and approachable attitude with your colleagues, in particular to allow communication to flow between those in the lowest of positions in the company, to those within the highest. Enables the team to have one common goal, that they are all aware of and are working towards.
The client should always feel they are able to contact their representative if necessary. A balance between being professional and being approachable is a must.
You should give your client realistic expectations, with realistic time frames, and targets. That will build trust and a relationship over time. If you as a business are true to your word your client will appreciate that and in return you will gain their loyalty and respect.
Did you know that your face can speak 1000 words? Anything from the way you smile, engage in eye contact, your gestures, and facial expressions. All influence and add to your ability to communicate, or lack of (if you’re not a very good communicator) …… on a face to face basis.
Scientists from all over the world have studied this phenomenon, with the question. “does your body language really affect your ability to communicate?”
And the answer is YES!
Especially when your body language accounts for 55% of any social or face to face communication. With your words only accounting for 7%. This research carried out by Professor Albert Mehrabian in 1971, (he’s a behavioural psychologist by the way) and is still recognised today in 2019.
Remember those days when you were in trouble with your mother, your father, or even your teacher. Do you remember the silence pause they gave you before telling you all the things you did wrong? Then the punishment……how long you’d be grounded for, not to mention how many of your favourite possessions they were taking away.
Accompanying this telling off was them shaking their head in disappointment, crossing their arms, and looking furious! The part that sticks into your memory the most however, is their BODY LANGUAGE and FACIAL expressions as that’s what scared you the most.
Effective communication where you as a sole trader, or a corporate company can use and understand how best to utilise your interpersonal skills. To adapt and use individualised sales methods for each client, both new and old to gain and retain customers.
As simple as the skills above are, they can be easily overlooked. It could be a complete accident within the busy hustle and bustle of recruitment life. The unified collaboration between recruiter and client doesn’t cost you more money, doesn’t require more skill and doesn’t cost you more time so try it, it’s a no brainer, right?
Recruitly is designed to encourage and promote communication with clients and candidates. Try a 1-Week free trial or talk to our friendly support team to learn more about our solution.