The Referral Presentation Call

There are two ways in which a call is considered a Referral Presentation Call:

1. When the candidate is presented to an employer who has previously given you a search assignment.

2. When an existing active search assignment is presented to a candidate.

A large inventory of Search Assignments and candidates can he viewed as a well-stocked warehouse of products. Daily production of each are possible by working a balanced day. Sales are only possible when the employer’s requirements are matched with a candidate’s background, experience and personality, and the search assignment matches the candidate’s requirements in terms of opportunity, job description, working conditions and compensation.

It is extremely difficult to make a perfect match. When matching, keep in mind that employers will generally hire individuals that are not 100% qualified for a position if the personal chemistry is right. The same is true of candidates accepting a position. However, if the chemistry between the candidate is bad or doesn’t exist, there will be no offer or acceptance, regardless of the qualifications of the candidate or the opportunity offered by the position. This is why a Referral Presentation Call must be treated the same as all other sales presentations. Success in arranging interviews through matching activity depends upon good matching practices, combined with well planned benefit sales presentations to both the candidate and employer of the benefits each has to offer the other.When making a presentation on an active search assignment, always concentrate on selling the job requirements back to the employer in terms of the qualifications and accomplishments of the candidate. Likewise, when presenting an opportunity to a candidate, sell back to them those needs recorded on the Recruit Information sheet in terms of what the position has to offer. The basic Referral Presentation format consists of:

Reintroduction--of yourself as an industry specialist and a reminder of the date and results of your last conversation.

Body--a confirmation of your information and a benefit sell.

Close--use an assumptive alternate choice close to set the interview.

Planning each of these three steps before making the call will go a long way in securing agreements to interview.

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