How can you train recruiters to build relationships with clients?

Just like in the online space, niching is going to be your best bet when looking to build relationships with candidates. For large staffing firms that place jobs for "everything", if you have all of your Recruiters placing for all job categories, you will get NOWHERE. If you have one recruiter that staffs for real estate/mortgage/insurance / finance... they can then stay more aligned with the same people looking for similar work or previous experience crossing over into other sectors of the general category "real estate." Then, as someone looking for work, I can know to take this one Recruiter "seriously" and make a priority in return, as I know they place for more than just the 1 job they are contacting me for.

Strong relationships are based on trust, and trust comes from delivering quality and consistency as a minimum requirement. The real trust comes when you learn and act on the unique client needs that surface as the search unfolds. For example, is the search time sensitive? Does the client want a detailed candidate write-up or one more to the point? Do they prefer passive candidates only? Getting to know your client's spoken and unspoken needs and delivering on them with quality and consistency builds trusted relationships.

In addition to asking the right questions, active listening, and industry research, delving into a niche is necessary in truly understanding clients. Specializing in a specific industry allows for a more profound comprehension of their unique challenges, dynamics, and opportunities. This niche-focused approach enables me to pinpoint tailored solutions that directly address their pain points, showcasing a depth of understanding that goes beyond generic recruitment practices. It's not just about meeting client needs; it's about providing specialized insights and strategies that align seamlessly with the nuances of their industry.

In my personal approach to building client relationships, I've found that expressing appreciation goes beyond just acknowledging milestones. It involves understanding the unique preferences of each client and tailoring gestures of gratitude accordingly. Whether it's sending a handwritten birthday card, a gif, or even a photo or personalized video message, these small, personalized touches make a significant impact. Celebrating successes becomes more than a formality; it becomes an authentic expression of gratitude, creating a positive and lasting emotional connection.

In my opinion, the most important interaction with a candidate is the first conversation when you conduct your in-depth needs analysis. This is when you find out about their wants and needs. You'll learn about their professional goals and aspirations along with any challenges or roadblocks that may crop up during the recruitment process. Its impossible to do this through texts and emails. For you to really gain insights into your candidates, you need to have a real conversation with them. You need to hear their voice and get some insights into their personality. All of the above is the start of building your relationship. It creates a solid foundation and helps you establish mutual expectations for moving forward.