What makes a good recruiter great?
While everyone has a different opinion on what success really is (wealth? notoriety? the elusive work/life balance?), there are a few themes on what makes a recruiter a big success that keep popping up again and again.
Here’s a quick look at what the successful recruiters do...
1. They track metrics.
At the end of the day, all that really counts is the number of job orders you fill. But it’s so interesting to look at all of the steps in between. What factors correlate with increased placements? Is it the number of cold calls you make per day? Is it sharing jobs with social networks? Successful recruiters know what numbers they need to hit on the way to their targeted number of placements.
(p.s. want to measure your recruiting metrics, but don't know where to start? here's a great resource --> the metrics blue book.)
2. They adopt new technology quickly.
Part of closing a new client or gaining the trust of a hot candidate is always being available. And we are constantly evolving in how we are available to each other.
Right now, tech-savvy recruiters are adapting to mobile recruiting in two ways:
a. Being accessible in mobile web browsers. People want to do everything from their smartphone. They want to shop, reserve a table for dinner tonight, and they want to search for jobs. So having a website that is accessible via a mobile device is a no-brainer.
b. Being accessible on the go. As a recruiter or account executive, you aren’t always tied to your desk. You’re out networking with people, facilitating interviews, and giving presentations. Having access to your ATS from your smartphone or tablet is a major part of being productive while you’re away from your desk.
3. They pick up the phone (see item #1)
If you’ve been tracking metrics, then you know that a certain amount of output yields a certain amount of input. Whether it’s cold calls or touching base with old clients and new connections, dialing out helps bring them in. Whether they use VOIP technology to slice through lengthy call lists faster, or dial the old-school way, successful recruiters are putting their time in on the phone.
4. They get there first.
Especially in high-volume contract staffing, the early bird gets the worm. Presenting a hot candidate means nothing if someone else has gotten there first. If speed isn’t your game, you may want to work on marketing your exclusivity agreement.
5. They move forward with purpose.
Whether you work a blended desk, or run a large firm, growth is always a goal, and making more money is always a goal. But it’s easy to burn out on the way to either of these goals without a core purpose.
Call it a value proposition, call it a mission statement, but your purpose defines why you come into work every day. It helps you to move past setbacks and disappointments, and helps to make your brand more enticing. And successful recruiters have a great purpose - to help companies grow by find them great talent.
What do you think? Do you find these habits present in all successful recruiters, or are they just myths?
image from here
this post originally appeared at www.sendouts.com.
Pick up the phone - funny how many (often new) Recruiters lose sight of that fundamental concept.
I think especially now, when everyone is so bombarded by social media, a phone call can really help you stand out. I do wonder how the phone is going to evolve (video chat?) & how far into the future people will actual be picking up a handset to connect with someone.
1. Creative Sourcing techniques (in order to get the phone numbers :)
2. phone, phone and more phone
3. Make sure you somewhat understand your client's culture and the type of person they are looking for.
A client of ours ran some detailed on their consultants (300+) recently and found that their big billers spent made a similar number of phone calls, interviewed the same number of people, send the same number of CVs etc. When they dug deeper, the big billers made the vast majority of their calls in the morning; everyone else spread them out throughout the day. Metrics are great, but they need to be the right metrics. Nice post Jessica, we all need a reminder of the basic principles every now and again, especially "speaking" with people. Remarkably simple but often forgotten.
hey Johnny, that is so interesting about the morning calls...talk about the early bird getting the worm!
I know, it's kind of obvious when you think about it but it was the first time in 14 years that I had heard a fellow recruiter verbalise it.
Great post Jessica ... I disagree on one point ...#2 Recruiters are slow adopters of new technology and only really get in with technology until it's well on its way ... LinkedIn launched in 2004 - LinkedIn tipping point amongst Recruiters only really occurred in the last 2-3 years ....
wow really nice article. I work was a exhibition displays company.I really like this forum lots of help.I completely agree with all the points.
The phone is still KING.
All true - I agree with John - You can't be afraid of the phone - every conversation is a resource.........