You must remember when you represent a candidate you are selling a solution to our client. The client must have a need or want for this individual, it is our job to know what this need is and within this conversation you are to demonstrate our candidate can satisfy this need or want. Sound excited about the candidate, if you aren’t excited by the candidates how can the client be?
If the candidate is going to work within a new vertical market, remind clients that they will be adding new revenue streams to their business which they wouldn’t be able to achieve without this candidate.
When selling in the candidate send the CV as you get the client on the phone and add drama to the occasion.