In theory, Artificial Intelligence (A.I.) gives companies the ability to pass human recruiting tasks on to automated tools. Not only does this delegate the prescreening process to a robot, it can also prevent would-be candidates from even becoming applicants. This...
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How We Find the Best Clients for our Recruiting Software Business
TAM Co-Founder Edna Nakamoto Discusses Her Process to Find the Ideal Customer
Over the past 5 years, The Applicant Manager has grown into one of the world’s top applicant tracking systems available today. A large part of our success is due to Co-Founder Edna Nakamoto’s dedication and hard work. But, as any business owner can tell you, a client-based company is only as good as the clients themselves. So, how do we recruit the best recruiters?
We could say it starts with TAM’s features — after one demo, most prospects can see we’ve built an applicant tracking system that meets their needs. But it’s rarely that simple. It starts before that, with the initial conversation.
In this interview, Edna details her approach to sales, how she vets the best possible clients, and her thoughts on client relations.
Q: How do you lead a prospect through a typical sales call?
Edna: “I always start by showing the caller their own website. Nine times out of ten, the recruiter hasn’t actually looked at their website in quite some time. Sometimes there are broken links, or the site doesn’t even work.
This helps me prepare because we can both see firsthand what their current applicant experience is and the challenges that they may be facing At this point, I may learn that the majority of their applicants come from referrals or that their website is undergoing an update.
Next, I ask them some key questions about how they’ll use the system, and why they’re even looking for a system. This really translates into a basic question: what are their key pain points? This gives me the ability to show them exactly how TAM is going to rock their world and alleviate those pain points.
Then I move on to asking another key question: What are the three factors that will differentiate the top appl