I’ve stated in other articles that “the most critical skill set to develop is not getting people to listen to you. Rather, it’s the skill of getting them to talk with you, to open up, and to willingly share the specifics of their individual situations.” Many times when you’re cold
In my previous blog post, I discussed the three things you MUST do when making cold calls. Recently, I received a recruiting call from a consultant who opened his call in the following manner (identity has been changed to maintain his confidentiality). “Terry, my name is Charlie Brown, and I
Have you ever experienced any of the following responses when making your opening comments on a cold call to a candidate (not referred by a third party): “I get calls from recruiters all the time. Take me off your list and don’t call again.” “Tell me the name of the
According to industry trainer Doug Beabout, CPC of The Douglas Howard Group, recruiters have been too dependent upon technology in recent years. That dependence has hampered many recruiters’ efforts, especially in the face of challenging economic conditions. “The luxury of dependence upon technology-focused recruiting practices has to be replaced with a
In my previous blog post, I addressed the real source of motivation for recruiters. Below are three tips to increase motivation for recruiters and become more disciplined on your desk: #1—Build on your successes. Are you setting your goals high because some hyped-up motivational speaker who has never had been beaten
There is a general consensus among big billers that telephone marketing is THE KEY to their success. And I think most of us who have a few years of recruitment experience acknowledge that fact. So, why do I constantly read about “alternative” (read that as “easier”) approaches to marketing? Does our
In my previous blog post, I presented “5 Elements of a Great Search Assignment.” In this blog post, I’m back with five MORE elements for such an assignment, which are listed below: 1. State that payment of the fee is due in its entirety the day that the candidate starts
It’s always a good time to review your professional agreement letter, the element that connects both client to consultant and service to fee. Several circumstances arise from time to time that require your firm’s consultants to modify the format of the professional agreement letter. Clients occasionally ask us to sign their
“Sorry, it’s not in the budget for this year.” I hope that’s not your answer when someone asks you what you’re planning on budgeting for training this year. Remember, training doesn’t have to cost “an arm and a leg.” You usually get what you pay for when you invest in training, but
In my previous blog post, I discussed Quantity Metrics. In this blog post, I’ll now address how Quality Metrics in recruiting can increase billings. The time spent in the marketplace paying your dues and building relationships is vital. Quality grows from experience and quantity. The key quality measurements are the
