Hishem AzzouzHost Of Recruitment Mentors Podcast

How to instantly improve your business development skills

Name: How to instantly improve your business development skills
Uploaded: 2023-02-12T12:00:30+00:00
Duration: 7 s
Channel: Hishem Azzouz
Description: In this interview excerpt from the Recruitment Mentors Podcast, Speaker B explains how Amber's business development (BD) calls have transformed since…

12 Feb 2023 · 0 min

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In this interview excerpt from the Recruitment Mentors Podcast, Speaker B explains how Amber's business development (BD) calls have transformed since 2018. Early calls were dominated by self‑promotion, with the recruiter repeatedly mentioning their own name, firm, and internal resources. Over time, Amber shifted to a client‑centric approach, deliberately removing "I" from the conversation and focusing on the prospect's pain points, journey, and needs. The new method emphasizes listening (80% ears, 20% mouth), using targeted questions to uncover problems, and weaving in past successful placements as proof of capability rather than reciting rehearsed scripts. The conversation underscores that prospects care more about solutions to their challenges than about the recruiter’s database size or CRM tools. The segment ends with a sponsor acknowledgment for Vincere and Sourcebreaker.

What would be the main differences that we would hear on Amber's BD calls early on to more recently and more now?
So 2018 Amber business development calls were all about me. It was I, I, I, Irving Knight this, Irving Knight that, I'm a recruiter in this, I'm a recruiter in that. Whereas now I want to eradicate I from my vocabulary. It's all about them. It's about their pain points. It's about their journey. It's about why did you take the call with me today? What are you looking for? It's about them. It's not about me. And again, comes down to 80% ears, 20% mouth. And again, I think that's a huge mistake that I made at the start. I was just talking and blurting out all of these ideas again to prove to them that I knew what I was talking about, when in reality that proof came from my questions rather than the things that I'd rehearsed and blurted out to them and the rehearsed script that I had about Irving Knight and why we were amazing. When in reality, they don't really care about our new shiny CRM. They don't care about the fact that I've got 30,000 candidates in our database in San Diego. They don't care They care about if I can solve their problem, and if I've done it before, more importantly. So again, I think I've been now weaving previous placements and the solution that I provided to that company into my questioning. So throughout the business development call, I'm throwing in, oh, typically VPs at whatever company are experiencing that as well. We did this project for them, and it equated to X solution. So just kind of involving old placements to increase the familiarity and therefore the buying power when you finish that business business development call.
The Recruitment Mentors Podcast is proudly sponsored by Vincere and the award-winning Sourcebreaker.