One thing I can guarantee is that the first time anyone gets into
recruiting they viewed it as a more noble position than just sales. I
thought this too at first. “I am going to help others” and “people are
going to need this service”. And the first thing I learned is that both
are all true. However, when you begin your career working for other
recruiters you start to see a trend. Some recruiters are focused on deals and others
on placements. There is a real difference here. A deal is a transaction, you
hire a candidate, and I get a fee. A
placement is a relationship that starts slower and is meant to last.

I never got into recruiting for the simple pleasure of making hundreds of calls
each day and leaving tons of messages only to be told time and again by
gatekeepers that Mrs. So Good Candidate would not be
interested. I needed to make money just like anyone. And I saw that
when you were a good recruiter, the money could be very good. But
honestly, it was the money that kept me fighting through the tough
times and near impossible searches.


The real success of recruiting comes when you can do both. To do both you must
be able to keep it simple. Focus on what the employer
needs and wants, target candidates that meet these criteria and openly
present job specifications to them with clear details. Noting all the
hot points that match their needs, and, gulp, telling them what doesn’t
match. Yes, I said it. This was always my secret. I have made more
deals with more clients and candidates in places and jobs that I was
sure did not match. It almost always happened when I made an honest
presentation of the position and details, and told both sides what may
and may not be the best fit. So often I would be surprised to see my
candidate or client trying to figure out ways around those issues. What
the heck am I doing tying to think for my client and candidate? Would
you rather know about a negative or be surprised by it? Have you ever
tried to hide details like that from someone close to you? Did it
really help the situation? So it should for a stranger and make you
money over the long haul? You get my point.


For years I have asked recruiters to put themselves in the place of the
candidate and client. Tell everyone everything involved because a
surprise is the death knell of a potential placement. But as long as
you have more good matches than misses, you have a chance. And many
times people will do what they need to do in order to make things that
they want to happen, happen. Surprise them with your simple truths,
cover all the bases, and make your recruiting life easier.

www.recruitingdaily.com

http://recruitingdaily.com/2010/06/simple-truths-win/