High Tech - High Touch
Published on 1 Oct 2008 at 4:16 pm.
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HIGH TECH – HIGH TOUCH
Technology has changed the face of recruiting. Our success is still dependent on developing strong working relationships with our candidates and clients.
Technology helps us work more efficiently and has greatly enhanced “sourcing” capabilities, but it’s important to also remain hi-touch. The following tips will help you master this balancing act.
TIP #1 - Communication
The four generations in our current job market view technology very differently. Babyboomers don’t necessarily text message, while Gen Y feels that is the best way to communicate. It’s important for all recruiters to study the traits and characteristics of each generation to communicate effectively.
Utilize all forms of communication, but realize every third contact should be a conversation, if you want to become a trusted advisor to both your clients and candidates.
TIP #2 – Planning
It doesn’t make a difference whether you plan on line or utilizing a manual planner. The important point here is that you are planning out your day BEFORE leaving your office. If you are not a planner start out by writing down the six things closest to the money you have to do the next day and you commit to getting them done!
TIP #3 – Interviewing
Most Staffing and Recruiting Firms have a system they are using to track candid updates and clients. It is important that you utilize these systems to accurately track pertinent information. If you are not computer savvy, you might want to hire a teenager to help you enter information.
When trust is established and answers are changed due to a higher level of trust, it is easy to change information on your clients and candidates, enhancing your ability to make accurate matches.
TIP #4 – Candidate/Client Rapport
Technology makes it very simple for us to track every conversation, contact and action taken with each of our candidates and clients. This enables you to sound very informed when you are having subsequent conversations. With the number of people we talk to each day, utilizing systems in your office allow information to be tracked rather than slipping through the cracks. Calls set up in your calendar also prevent you from forgetting to follow up with your clients and candidates.
TIP #5 – Sourcing
Technology is a necessary resource to help you identify and attract top talent. Individual’s who are great at sourcing, utilizing many of the tools and social networks are normally introverted, detailed oriented individuals. That is obviously NOT a description of the typical recruiter. You may want to “delegate” this task to someone not on your sales team.
TIP #6 – Referral System
The reason most recruiters don’t receive referrals if they don’t ask for them, which is obviously accomplished during a conversation with candidates and clients. However, one of the best ways to dramatically increase referrals is to email an article of interest bi-monthly to both clients and candidates.
Included with the article to clients is a listing of your most qualified candidates. Included with the article to your candidates is an updated sampling list of all your job orders. When individuals receive a list, there are many who then forward the list to their entire mailbox. This lateral marketing can result in candidates and clients! If you are not a good writer go to www.elance.com and utilize the services of one of their freelance writers.
TIP #7 – The Recruiter with the Greatest Database WINS
It is so important to be building a database of candidates, clients and prospects. You should be tracking every “hit” on your website. Read your website, marketing materials, and emails you send out. Make sure they are not WWD – but focus more on the WIIFM of your targets.
Place a FREE download on the top of your Web Site. Have one free download for clients and one free download for candidates. In order for them to receive this free offer (you need to determine what your clients and candidates would download without hesitation) they must provide their name and email address. Now you are building a database of the clients and candidates who clicked on your site. You would start sending them the bi-monthly email, also making sure you offer them an opt out feature, if they want to stop your bi-monthly emails.
TIP #8 – Matching
So many of the new systems actually assist in the matching function. As you enter your job orders, your system can provide a list of possible matches. You need to take time to learn how to utilize your systems to the fullest
If you do not have this type of technology, utilize percentages when writing job orders and interviewing candidates. This shows your candidate that you are attempting to truly understand their level of expertise and you are also identifying what they want to do in their next position. This too helps improve rapport.
TIP #9 – Time Management
We all have the same 168 Hours each week. Technology can help you work more efficiently or it can shut down your ability to provide a profit center to your owner. One simple tip – stop answering email the minute it arrives! Try not taking incoming calls or answering email from 9 – 11:30 AM each day and watch how your time management capabilities improve.
What about not taking incoming calls from 9 – 11:30 AM each day and completing 65% of your planned outgoing calls during this time? This is another time management tip that will greatly enhance your production. (Unless you do light industrial or office support temp placements)
TIP #10 – Improved Client and Candidate Relationships
Even people who meet on the internet eventually have to meet in person. Communication is extremely important in solidifying any relationship.
AFTER you place someone, it is more important than ever to call both individuals and make sure they are doing well.
TIP #11 – When problems occur
The LAST thing a client or candidate wants from us if there are problems is an email. They want to hear from us, bounce things off of us and know we are in their corner. High Touch is critical in times of “issues!”
TIP #12 – EMAIL
Every time you open an email, answer it, file it or delete it. Continually reading the same emails repeatedly is a major waste of your time and often emails get lot in the shuffle which is not the high level of customer caring we want to attain.
TIP #13 – Stats
Track your stats. Often systems can calculate your ratios based on your numbers which allows you to KNOW your stats and ratios. Once you have those numbers you can predict your income by knowing what RESULTS you need to attain on a daily basis. If you don’t have system that calculates your ratios, you need to keep these numbers manually if you are to provide the level of service your clients and candidates have come to expect from you.
TIP #14 – Utilize all Resources
You never know when new technology could up your game. Watch demonstrations of new technology, visit booths at trade shows and listen to their pitches, but also weave into these activities those indirect recruiting calls that are still extremely effective.
High touch without the advantage of technology limits your success.
High tech without the advantage of developing rapport will also limit your success.
It’s the great combination of High Tech/High Touch that will truly increase your level of success and income!
