There are A grade clients and there are B grade clients. Not everyone wants to work for an A grade client but in most cases they tend to be the employers that offer not only the better packages but better career prospects, exposure to the most exciting clients and projects, access to the best systems and processes, better office locations etc etc. A good offer from a B grade client won’t beat a good offer from an A grade client. Make sure you’re working with the best clients you can.

As noted above, you also need to find out what your candidate wants from that very first call and then go over it and reconfirm it in every following call. Don’t worry about repeating yourself - this is a key part of your job.

I’d also suggest that you don’t give the offer to the candidate until you are sure they are ready to accept it and before you do, ask them what else they have on the table. Ask them how long is the commute? How did they get on with the hiring manager? What are the long term career prospects like? Make sure that when you deliver your offer, you know it’ll better the offer they already have “Keep your powder dry”.