Sales isn’t just about the close – it’s about everything leading up to it. This is the ABC of recruitment right? Always Be Closing! Pushing further on this, Charmaine Keegan, Director of Smarter Selling, dropped some serious wisdom on The Lone Recruiter podcast about how the first minute of any client interaction can make or break the deal.

Why the First Minute Matters

Most recruiters worry about closing the deal, but as Charmaine points out, the close is just a natural consequence of getting else everything right beforehand. Within the first 60 seconds, your client should feel that:

• You know your stuff.
• You’re the authority in your field.
• They can trust you (you’re the trusted advisor).
• You’re not just selling, you’re solving their problem.

If you nail that, the rest of the process becomes much easier.

Pre-Selling Before the Meeting

You don’t just wait until the call or meeting to impress a client, you start positioning yourself as the trusted advisor before you even speak to them. Here’s how:

• Research the client – Look at their LinkedIn, website, and any past engagement history.
• Engage with their content – If they post something relevant, like it, comment (with value – not just a generic comment), and show that you’re paying attention.
• Leverage your email signature – Does it scream credibility? Include links to testimonials, FAQs, or case studies that address common concerns.
• Send a one-liner follow-up – A short, impactful email ahead of the meeting (e.g., “Looking forward to our chat, here’s what others say about working with me”) can prime the conversation.
• Set up the calendar invite properly – Instead of “Looking forward to discussing my business,” try “Excited to learn more about your challenges and how we can help.”

What to Do in the First Minute

Once you’re in the call or meeting, your goal isn’t to pitch, it’s to establish credibility, trust, and value. Here’s what that looks like:

• Come in with intent – You’re here to help and collaborate, not sell and persuade.
• Be genuinely curious – Start by asking meaningful questions to understand their challenges.
• Position yourself as an equal partner – Avoid sounding desperate. Confidence (not arrogance) is key.

The Recruiter’s Struggle: Desperation vs. Confidence

If you’re struggling for work and finally get a nibble, the temptation is to over-pitch, over-sell, and try to “win” the client immediately. But desperation is a deal-killer. Instead:

• Take a breath and remind yourself why clients should work with you.
• Focus on building a pipeline so you’re not dependent on a single lead.
• Project confidence through preparation, not pushiness.

The Takeaway

Recruitment is all about relationships. The close isn’t a single moment, it’s the natural result of building trust and authority from the start. If you set yourself up as the trusted advisor in that first minute, your success rate will skyrocket.