HARD WORK DOES NOT GUARANTEE SUCCESS
Published on 22 Feb 2008 at 10:12 am.
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This is an issue recruiters consistently face…why am I not successful when I’m working really hard.
There is a harsh reality in our profession – hard work DOES NOTguarantee success. This is a career not a 9:00 – 5:00 pm job. However, it’s not the recruiter who works the hardest that wins…it’s the recruiter who works the smartest!
Have you ever wondered why Big Billers often don’t make half the calls you do – but they produce and earn much more?
They have learned the secret of “SMELLING MONEY.” Each day they arrive at work and focus on the
activities closest to the money “FIRST.” It’s not about the number of calls you make each day. It IS about the RESULTS you achieve, on a daily basis. Here are some tips to help you work SMART!
TIP #1
Write down the six things closest to the money every evening before you leave
the office. Those become your top six priorities the following day.
TIP #2
Make your #1 focus – BOOKING SEND OUTS! My definition of a send out is an interview between a
candidate and a decision maker. (phone or face to face) When you arrive at work as yourself on a
daily basis. “WHERE IS MY SEND OUT TODAY?” Another piece of advice “WHEN IN DOUBT,
SEND THEM OUT!” Too often we screen out candidates our clients would hire!
TIP #3
Starting immediately – STOP putting asap, immediately or yesterday on your job orders.
Get a specific TARGET DATE to fill and now you KNOW which orders are your “hottest!”
TIP #4
Never work off a resume. A resume is a picture of who someone is and has been.
It doesn’t tell you who they want to be. You don’t have answers that will help you
close your candidate, on an offer.
TIP #5
Get your paperwork filled out in advance. You don’t want to waste a candidate’s
time or your time with a thorough interview, if you will not be able to place this
candidate. In direct placement, clients require skills, stability and experience. If
those do not exist, you should conduct a courtesy interview.
Some of the benefits of paperwork in advance:
• Application is more detailed
• Candidate is not “rushed”
• Entire time is spent interviewing vs.
Filling our paperwork
• You can determine if you will conduct
a courtesy or full interview
• This tests the level of interest of the
Candidate.
TIP #6
Learn something personal about your clients as often as possible. Your goal should
Be to become their trusted advisor.
TIP #7
Update your clients every Friday on the status of their Job Orders. This will help
Build rapport with your clients and will fine tune the specs on their job orders
Throughout the process. Even if you do not fill their job order, they know you have
Been working on their behalf.
TIP #8
Mirror past placements. If you write similar job orders to those that have been
filled in your office over the past year, chances are…there are candidates already
in your database. These are the candidates who surfaced after the placement was made.
TIP #9
Talk to 20 new people each day. It is important to upgrade your clients and
Attract new talent on a very consistent basis.
TIP #10
Have some fun as your working. People like to work with people they enjoy. If
You sound frustrated or irritated, it will prevent you from success. Let your personality
Shine through on your conversations.
TIP #11
Make sure every third contact with either a client or candidate is a phone
call vs. an email. It’s important to be high tech AND high touch! Recruiting
is a RELATIONSHIP BASED profession.
TIP #12
This is probably the most important! You need to KNOW YOUR PERSONAL
NUMBERS and STATS to know exactly what RESULTS you need to achieve
on a daily basis to consistently hit your goals. Recruiting is a SALES profession,
which is a numbers game. Numbers don’t lie! When you know your numbers, you
can predict your income!
Implement any of these twelve tips and you will be on your way to working
SMARTER!
Barb Bruno, CPC, CTS
