Recruiters: Stop Emailing and Pick up the Phone…

Why are you emailing the Client or Jobseeker every little question?  stop-sign2 I was talking with another recruiter about an open req. and their response was…I emailed them.  My thought was….Why?

I find that too many Recruiters are hiding behind the computer.    Do not be afraid to hear No or an answer you do not want to hear.   Picking up the phone builds the relationship between you and the Client and you and the Job Seeker.  Email can be a useful tool and complimentary tool but I believe your main source of communication should be the phone. 

My challenge to you:  Use the phone for everything for a month, change your habits and see how many more relationships and placements you can make.   Stop hiding and let your voice be heard.

Being Politely Persistent

Have you ever heard the phrase “politely persistent”? It’s not original, I stole it from another sales person a while back. The phrase resonated with me and I still think about being “politely persistent” almost every day. I take business development, or sales, very seriously, I always have. When I was young I read and studied every sales book I could get my hands on. I spent time talking with successful sales people in the effort to try and understand what is was that drove their success.

Equally, I have studied customers. I have worked hard to understand what motivates them, what turns them off, what their typical day looks like, how they schedule meetings, how they manage priorities, etc., etc. Several important things important things have revealed themselves to me over the years. For example, the higher level the executive, the more meetings they have each and every day. C-level executives in Fortune 500 companies typically break up there days in 15 minute increments. That’s why those who request 60 minute, even 30 minute meetings never get responses. Ask for a 15 minute introduction with a Fortune 500 executive and you’ll almost always get it, I do anyway.

That gets me back to being politely persistent. Customers are busy, some busier than ever before. They are trying to do far more with far fewer resources. I know too many sales people who write off a lead or a prospect if they do not get a response to their first voice mail or email. I follow-up, and I follow-up again, and I follow-up again. Honestly I will continue to follow-up until a person tells me to stop calling them. That almost never happens. Instead I usually receive an apology for not getting back to me sooner.

I actually had a customer that told me the reason they ended up doing business with me was because my persistence showed that I was genuinely interested in doing business with that person, at that company. They said that my follow-up made it clear I was not just a smiler and dialer like all the others sales people calling on them day in and day out. That customer turned into one of my biggest accounts ever, the contact became a personal friend, and she actually came to work for me when I launched my own firm.

Your customers, even candidates, get calls from people just like you 10 to 20 times per day. Email is even worse with them sometimes receiving hundreds per day. I know C-level executives who sort through thousands of emails every day. Persistence is one way you can stand out. Don’t mistake harassment for persistence. You need to be creative and non-intrusive. Add value to be sure you are not only persistent, but politely persistent and you will no doubt be viewed as different from the competition.

Sales: Where Do I Start?

It has been some time since I have been asked to contribute to a blog. When I received my login information for The Recruiter Files I did the same thing I always do… I asked myself “where do I start?” There are so many topics I could write about related to the business development side of staffing but where do I start? As I was asking myself that question I realized that is how most of my days begin. 

I sit at my desk, or in my car or even while I’m still laying in bed and think about where am I going to start today. What can I do right now to meet my metrics? What can I do right now to find that next client and to get that next opening? What can I do right now to convince this client to hire my guy, or gal? What can I do right now to increase my commission? What can I do right now to kick my competition’s butt and dominate my local market?

One of the most brilliant recruiters I have ever worked with/for once told me never hire a guy that smokes a pipe. Why I asked? He said because if you watch them, they’re always pacing around, puffing on their pipe, pondering where to start. They are usually brilliant people but they never get anything done because they never get anything started.

The point is to just start! Or, Just Do It as Nike once said. Don’t get me wrong, I prioritize and I have my running to-do list. But once I pick up that phone the ball starts rolling, momentum is gained and before I know it it’s 5pm. Then I ask myself… where will I start tomorrow?