It might be an understatement to say that we live in uncertain times. Even during certain times, working as a professional recruiter or search consultant can seem like an uncertain profession. And that’s why you need the right recruiter habits to not only survive, but to thrive!
Greg Doersching
And that’s also why we’re enlisting the help of industry trainer and speaker Greg Doersching, President of Next Level Coaching. Doersching advocates continually adapting and improving one’s approach to the profession and to the craft of recruitment. With that in mind, let’s discover the strategies and recruiter habits that are necessary to thrive and succeed as a professional recruiter in today’s environment.
But first, a question: what should recruiters be doing differently today than they were doing last year?
“Everything!” said Doersching. Is it “everything everything” or just “mostly everything”? Ultimately, I leave that for you, dear reader, to judge. For it is now time to explore the recommendations and insights of Greg Doersching and learn how to bring our “A game” to the table every day and ensure continued relevance in the field.
With that in mind, below are four recruiter habits for search consultants during uncertain times (or any time, actually).
Habit #1: 40 Calls
The first habit that Doersching advocates revolves around proactive outreach. He advises recruiters to make a minimum of 40 calls daily to individuals who have the potential to generate business opportunities. While it’s acknowledged that not all calls will yield immediate results, the emphasis here is on maintaining a consistent and robust flow of meaningful conversations.
Doersching’s wisdom highlights the importance of persistence and tenacity in the world of recruitment. By maintaining a high volume of calls, recruiters increase their chances of connecting with potential clients and candidates. Such dedication can make all the difference.
“They won’t all call you back, but at least you’ll have a steady stream of meaningful conversation,” said Doersching.” This statement encapsulates the essence of this habit—it’s about creating opportunities and keeping the lines of communication open.
By consistently reaching out to individuals who can provide business, you can establish a strong foundation for success. Whether you are an experienced recruiter or just starting in the profession, this habit is fundamental to building a thriving career.
Habit #2: Overcoming Objections
The second habit that Doersching recommends centers on overcoming objections encountered during the business development process. According to Doersching, objections are an inevitable part of the recruiter’s journey, but he also emphasizes the importance of being prepared and skilled in handling them effectively.
“Once again, you won’t always overcome the objection, but it’s better than getting caught tongue-tied,” he said. “Remember, you only have one chance to make a first impression.” This insight, of course, underscores the significance of making a positive and confident impression when engaging with potential clients or candidates.
To excel in this aspect of recruitment, professionals should actively practice and refine their objection-handling skills. By doing so, they can increase their chances of turning objections into opportunities. This habit is not about avoiding objections, but it’s about embracing them as stepping stones to success.
Objections can vary widely, from budget concerns to specific requirements, and recruiters must be well-prepared to address them. With continuous practice and a well-honed approach, recruiters and search consultants can navigate objections with finesse, leaving a lasting positive impression and paving the way for fruitful partnerships.
Habit #3: Don’t Give Up
In recruitment, persistence is a virtue that cannot be underestimated. Doersching’s third recommended habit centers on the tenacity to keep reaching out to potential customers, even when immediate search assignments are not forthcoming.
According to Doersching, “Approximately 85% of all recruiters stop trying to call a person if they don’t get a search assignment.” This statistic highlights a common pitfall in the industry—many recruiters give up too soon. However, Doersching’s advice is clear: persistence pays off.
Recruiters should take his words to heart and understand that building relationships and trust takes time. Consistent outreach, even without immediate returns, can lead to future opportunities. “It takes three conversations with a person for them just to remember your name,” said Doersching. This underscores the importance of building rapport and staying on the radar of potential clients.
Recruiters and search consultants should embrace this habit as a cornerstone of their approach. By persevering in their outreach efforts, they position themselves as reliable and dedicated professionals, ultimately increasing their chances of securing business in the long run.
Habit #4: Build a Network of Candidates
Doersching’s fourth and final recommended habit focuses on proactively building a network of quality candidates. He highlights the unpredictable nature of the job market and emphasizes the necessity of being prepared for market fluctuations.
“You never know what the market holds and when conditions could turn,” he said. “You don’t want to be stranded without a recruiting software of viable candidates.” This insight serves as a stark reminder of the importance of having a robust talent pool at your disposal.
Recruiters and search consultants should heed this advice and invest time and effort in cultivating relationships with top-notch candidates. This not only ensures a steady stream of potential hires, but also positions recruiters as valuable resources for clients seeking top talent.
To facilitate this process, Doersching recommends the use of recruiting software that integrates an applicant tracking system and recruiting CRM for recruiters into one seamless platform. Such tools can streamline candidate management and make it easier to maintain and expand your network.
By adhering to this habit, recruiters and search consultants can future-proof their careers, ensuring they are well-equipped to navigate any market conditions that may arise.
Recruiter Habits and Your Software
Greg Doersching’s four recommended recruiter habits encapsulate the essence of success in the competitive industry and provide a roadmap for achieving professional excellence. By embracing these recruiter habits and continually refining their skills, recruiters and search consultants can position themselves for success, both this year and beyond.
But let’s go back for a moment to what Doersching said about the importance of recruiting software. Top Echelon is the leading recruiting software for professional recruiters and search consultants. And as Doersching mentioned, it can help you continue to build your network of candidates.
First and foremost, Top Echelon Software offers a user-friendly interface that streamlines the candidate networking process. Recruiters can easily navigate through the platform, saving valuable time and effort. The intuitive design allows for efficient candidate searches, ensuring that recruiters can quickly identify the most qualified individuals for their clients’ needs.
In addition, Top Echelon Software provides powerful communication and collaboration tools. Recruiters can seamlessly connect with candidates through email or SMS directly from the platform. This not only expedites the hiring process, but it also strengthens relationships with candidates, making it easier to engage and retain top talent.
The software also offers robust reporting and analytics, allowing recruiters to track their networking efforts and measure their success. By providing valuable insights into the effectiveness of different strategies, recruiters can refine their candidate networking approaches and optimize their results.
Get More Candidates with TE Network™
And if you become a member of Top Echelon’s recruiter network, you can have access to the recruiting database that is known as the MEGA Database. There are currently more than eight million recruited candidates in this database, and you can use those candidates to complete your search assignments. Click HERE to request a demo of Network membership.
In terms of Top Echelon’s applicant tracking system and CRM, you can get free recruitment software as part of your trial.
Not only that, but you can also request a recruiting software demo and see for yourself how Top Echelon can help you.
We also encourage you to check out Top Echelon’s recruitment software pricing page for more information about the affordability of our ATS.
