People always ask me what they should be doing differently today than they were doing last year. And my answer is almost always the same: “Everything!”
The market environment we’re in right now demands that your bring your “A” game to the table each and every day.
It also means that things you could get away with in the past have now disappeared and only the recruiter who functions as the best will be around in the future.
As a result, I recommend you consider applying these four good habits:
#1—Dial at least 40 times a day to someone who can give you business.
They won’t all call you back, but at least you’ll have a steady stream of meaningful conversation.
#2—Practice overcoming “Business Development Objections.”
Once again, you won’t always overcome the objection, but it’s better than getting caught tongue-tied. Remember, you only have one chance to make a first impression.
#3—Don’t give up on attempting to reach a potential customer.
Approximately 85% of all recruiters stop trying to call a person if they don’t get a job order. It takes three conversations with a person for them just to remember you name.
#4—Build your network of quality candidates NOW.
You never know what the market holds and when conditions could turn. You don’t want to be stranded without a network of viable candidates.
If you start forming these good habits now, when the market is still building momentum, think about what you’ll be able to accomplish when the market has fully recovered.
— — —
Greg Doersching is managing partner and founder of The Griffin Search Group, a national search firm working in the direct hire placement industry. Recognized as one of the most cutting-edge voices in recruiting, Doersching has presented training sessions for the National Association of Personnel Services (NAPS); the American Staffing Association (ASA); and the Association of Canadian Search, Employment, and Staffing Services.
Leave a Comment..