An edge is all you need to get ahead in the world of executive search. You either close the deal or you don’t, and sometimes you get the account by a hair compared to your competitors. So just a slight edge is all it takes sometimes to win the competition’s
In my previous blog post in the Top Echelon Recruiter Training Blog, I presented “7 ‘Universal Truths’ About the Recruiting Business.“ As promised, I’ve returned with more such truths about our profession. Below are seven MORE “Universal Truths” about the recruiting business. #1—If you think it’s more important to you
Our clients expect one thing from us—to provide them with results. They depend on us to help them identify and hire the best talent available. Technology has greatly impacted our profession, but the best candidates are still the “passive candidates” who are currently working, but who will make a change
Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios? The Inspired Sale, one in which the buyer feels a compelling need to buy and buy from you, always
There are a few things you can count on in this world. The sun will rise in the east and set in the west. What goes up must come down. The apple doesn’t fall far from the tree. The funniest guy at your office holiday party will regret it on
There is a myth in our industry, and it has deluded many well-intentioned recruiters. It’s called candidate control and client control. Ever hear of these phrases? If you have, then you have been deceived. You can NOT control other people. If you think you can control them, then you will
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
