last post is referencing what I believe to be one of the best monologues in movie history by Alec Baldwin in the movie Glengarry Glen Ross. For any of you who want to see the clip, here is the YouTube video. (disclaimer - there is some foul language)
Regardless of what anyone might think, recruiting is sales - and in many respects, sales at it's finest. Successful recruiters are able to develop a relationship with client on the premise that they have the unique ability to develop relationships with a "product" that literally has a life of it's own. Furthermore, the "product" you are "selling" has the unique ability to turn down the buyer!
Whether you are pitching your value to a client or the opportunity to a candidate, you are selling.
Sales is a game of action and with this, I write my last column as a summary of previous posts with a simple call to action: DO.
Don't come up with excuses, don't get down because of the economy, don't avoid the difficult decisions, don't allow yourself to rationalize any irrational behavior. Simply DO.
Pick up the phone.
Launch that marketing campaign.
Spend your advertising budget.
Update your customer pitch to reflect their evolving needs during the recession.
Raise your fees.
Lower your fees.
Restructure your fees.
Build your candidate database.
Get a lead from a reference check.
Try that new product.
Ditch the old product.
Hire that new sales person.
Switch the under-performer to commission only.
This economy is not going to get any better simply by sitting around and waiting for it to improve. Many companies that are laying off are also hiring at the same time.
Businesses grow when businesses operate. I have heard many people complain about how their customers are not spending while at the same time they are not spending any of their own budgets. You need to operate in a planned and methodical fashion, but business will not happen unless you at least operate.
It has been said that we can't control what happens to us, but we can control how we react.
Most people, surprisingly, do not take action. So stand out, and DO.
Coffee is for closers.…
uch bigger hit than that part of it. You are hitting on a big key that is missing these days. Most people in business have a complete lack of empathy, they don't understand what it's like to be in the hiring manager's shoes or the other parties shoes, whomever that is. And that is a big reason why professionalism is lacking out there.
Stephen said:I don't mean to play Devil's Advocate here, but how many phone calls/emails are hiring authorities receiving from recruiters/account managers with which they have no prior relationship? 10 a day? Hundreds a week?I personally receive anywhere from 8-10 unsolicited phone calls from unqualified candidates per day and well over 100 unsolicited email resumes a week. Everyone of those people expects me to find them a job. We all know this is completely unrealistic. I work 12+ hours per day already and I'd definitely have to tack on an extra hour or so per day if I indulged everyone who reached out to me. When I say indulge, I mean having a thorough conversation to make the candidate feel like they received personalized attention.Let's flip the script. When I call a hiring authority, I assume they are already inundated by other staffing professionals trying to make a living. The fact they don't respond isn't because they are unprofessional. In fact, I think it is quite to the contrary. That person earned the authority to make decisions based, in part, on their professionalism. Part of being a professional is knowing how to manage your time most effectively, while avoiding complete burnout.When they don't respond, I assume it is because I took the wrong approach. I didn't do enough to stand out or I didn't think about WIIFM.We have to remember that the hiring authority is the customer and, in this economy, they have many, many choices. I realize this can be frustrating, but pursuing business is a very competitive, strategic endeavor - survival of the fittest at it's finest.