I attended the Staffing Industry monthly webinar the other day and they presented a slide
based off feedback from staffing companies reporting that  selling is now easier for most markets  and has been for about 3 months.  The cycle has started to flip and we are approaching a candidate driven market.  I
always preferred a client driven market because I enjoyed the challenge.  I am not saying I want to go back to a year ago, I just appreciate what starting out in a client driven market taught me.

 

Although I always agree in adjusting your strategy as cycles alter, DON'T STOP SELLING!  Remember how hard it was to get a sale, 12 months, even 6 months ago?  Don't lose that tenacity you had, instead continue to utilize the things you learned when you had to truly sell your services hard.

 

Some of the best staffing  and recruiting firms are those that start with a candidate not a job. So, we know the best way to make a placement is to fill a candidate when a job never existed., but once selling becomes easier again, we go back to what is comfortable, just filling orders. 

I love the thrill of the hunt and creating ajob is much more satisfying then filling an order.   I thought I would pass along some of my favorite tips in case you have gone back to the comfortable zone of just
filling orders. 

  1. ALWAYS ask a candidate where they would like to work - A conversation with a client or prospect always goes better when you start off with" I just met with somebody that specifically said they want to work for your company"
  2. Search your old (Lost) job orders  - Why is it that you find that candidate for an order the day after you lose the opportunity?  You never know how that candidate is working out from your competition.
  3. Set a goal - I never used to like doing this activity, but after I made myself make 3 calls a day it
         became habit and once I got my first hit… I was hooked!
  4. And last but not least, Managers- create a competition to foster an environment that encourages
    candidate marketing, after all if you don't encourage it, it most likely won't  happen.

So, take a look at your desk and find your top 3 right now, find out where they want to work and call those clients!  True recruiting combines the best of recruiting AND selling!

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