Here are some questions that will help you get the business: •   How soon would you want to put this in place? •   If I show you how you can save money/ time/improve yourself, etc., would you be ready to start today? •   In an ideal world, when would you like the candidate to start? •   What do you think is the typical notice period for this type of candidate? •   Ideally, when would you like to be making an offer to the candidate? •   How does your company purchase a service of this type? •   How does your company make the decision to engage a recruiter? •   What are the organisational relationships that influence the decision? •   Who are the people typically involved in this decision-making process? •   What are the concerns or roadblocks that could crop up down the road and get in the way of us working together? •   What timely and relevant issues are going on internally? •   What do like most of all about your current recruiter? •   What would you like to see your current recruiter do less of? •   What are the implications if that was to continue? •   Who else in your company should I be presenting to and following up with? •   What will it cost you and your company if you keep things the way they are today? •   I am curious, Mr/Ms Prospect, do you want the top candidate that is not actively looking, or do you want any candidate that is desperate for a job? Here are some questions you should be asking, and what you must know BEFORE you present your offering. Find out what their number one and number two challenges are in the business right now. Ask, “If I could help you to overcome the two biggest challenges when recruiting right now, what would those be?” Wait for a response… Once they have given you their two biggest challenges you can ask, “What are the implications for the business if these challenges continue?” Wait for a response… “What are the implications for you on a personal level if these challenges continue?” Wait for a response… “If I could help you to overcome (name of two challenges), I guess you would be open to that?” Then you present a solution to their problem.