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How Do I Make Recruiting Calls With No Job Orders?

Written on October 28th, 2013 by in Blog

When making recruiting calls, you explain that you will take your direction from your candidates.  If they ask you about specific jobs, you explain that until you have a chance to review their resume, your profile form and their answers, you’re not sure what opportunities to present.  You don’t want to waste their time and will only present jobs that match what is most important to them at this point of their career.  If you don’t have an appropriate opportunity, you can present them to your best clients or companies they would like you to target.

Most individuals are an automatic pilot through most of their life. They may not be happy in their current job, but they are comfortable and have adapted to their “rut.” Unfortunately, many individuals are forced to con­sider a career move when they find out their com­pany is going to downsize and they feel their job is in jeopardy.  Currently, job satisfaction is at historic lows – 82% are not happy with their career and would make a change of the opportunity presented itself.  8 out of 10 people are waiting for your call.
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Gatekeepers Keep Screening My Calls!

Written on October 21st, 2013 by in Blog

Throughout your career you will be confronted by gatekeepers who have been trained to screen out sales calls, including yours.

The role of the gatekeeper is to keep the decision maker free of unnecessary tasks and time wasters.  Their role is to screen the important from the unimportant.  They are also trained to spot a sales person.  If the gatekeeper is also this person’s assistant, they will guard incoming calls, email inbox and daily agenda.  This person can control all access to your prospect except one – business or personal cell phone.  Once you obtain a cell phone number (which is your ultimate goal), you no longer have to be concerned about getting past gatekeepers.
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What If There Are No Big Clients In Your Region?

Written on October 14th, 2013 by in Blog

There is no reason that you should only work a local market, if in fact your location does not have enough potential clients for you to target.  Skype makes it simple to interview people online and most recruiters have numerous territories within their niche.

The perfect scenario would be to develop five geographic locations with six clients in each area.  You could then market your candidates to more than one client.  It’s very effective to establish circles of influence so you can multi-use candidates and job orders.

Your goal is to establish a territory of 30 clients.  Ten key accounts who hire multiple people in your niche annually and 20 backup accounts who hire at least two or three.  This type of territory is recession proof.  Most recruiters generate 75% of their production from five clients or less.  When some of their clients quit hiring, the impact is extremely negative.  For this reason, your goal should be to establish 30 clients that you upgrade throughout your entire career.
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How Do I Compete With Established Recruiters?

Written on October 7th, 2013 by in Blog

Hiring authorities don’t know if you’ve been in this profession for ten years or ten days.  With the current lack of top talent, most are open to utilize anyone who can provide them with access to “rock stars” in their profession.

When an employer states, “I have resources I already use and don’t need to work with another recruiter

The easiest response is, “That is exactly what my best clients said the first time I called them, and I earned my way to be their #1 provider of talent.  I’d love to have the opportunity to do the same for you.  What is your greatest hiring challenge?”
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How Do I Get Past The Gatekeeper?

Written on September 28th, 2013 by in Blog

Throughout your career you will be confronted by gatekeepers who have been trained to screen out sales calls, including yours.

Common traits of hiring authorities:

  • Difficult to reach
  • Short on time on the phone for unknown callers
  • Sharp minded and hard to convince
  • Appreciates a good sales call if real benefit is perceived
  • Seldom keeps call appointments
  • Has a least one person known as the Gatekeeper
  • Can allocate budget
  • Has ultimate decision making authority

The role of the Gatekeeper is to keep the decision maker free of unnecessary tasks and time wasters.  Their role is to screen the important from the unimportant.  They are also trained to spot a sales person.  If the Gatekeeper is also this person’s assistant, they will guard incoming calls, email inbox and daily agenda.  This person can control all access to your prospect except one – business or personal cell phone.  Once you obtain a cell phone number (which is your ultimate goal), you no longer have to be concerned about getting past Gatekeepers.
(more…)

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