Blog
Do I Need Recruiting Experience?
Many people who set up their own Staffing and/or Recruiting Firm have little or no recruiting experience. Others have either worked for another Recruiting Firm or have worked as an in-house corporate recruiter.
You do NOT need recruiting experience to succeed. What you do need, however, is the following:
• Proper business model
• Niche that will generate high fees and gross margins of profits
• Learn the placement process (client development and recruiting)
• Your personal brand
• Six Revenue Generating Strategies
It is important to realize the Staffing and/or Recruiting Profession is a sales profession. You will sell your services to prospective clients and you will sell opportunities to candidates. It is for that reason that you also have to master common objections and differentiate yourself from competitors.
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Home or Office?
If you are going to place individuals who need to be personally interviewed or tested (e.g. secretaries), you will need an office. There are many options for your first office. You might be able to find free office space from your Chamber of Commerce. Often established businesses sublet offices or you could identify an executive suite arrangement which provides the perception of an established business.
If you place at higher levels, you do not need to have an office. You can interview candidates over the phone or by using free services like Skype. Individuals do not realize if you are calling them from an office or home. You do, however, need a designated land line and a computer with reliable internet access. Once you are making money, you can then decide if you want to expand into an office or remain virtual.
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Should You Have More Than One Niche?
The simple answer to this question is no. You want to establish your network, reputation and expertise in one niche to attract top talent and clients. Within your niche you can even drill down your area of specialization.
Example: You may have decided to place Engineers only in Manufacturing in Cleveland, OH
If all of your job orders or contracts are for engineers and all the candidates you recruit are engineers you will make more placements and fills. It is also easier to establish yourself as an expert and enhance your network and referrals when you have an established niche.
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How Do You Compete With Established Businesses?
You are not going to tell prospective clients and candidates that you are new to the profession. You are going to fake it till you make it! It is important that you sign up for our Top Producer Tutor daily training which includes marketing and recruiting scripts. We have given you several samples and you just need to add your personality.
Recruiting is a relationship building business that begins with establishing rapport that leads to trust. Once your clients and candidates like and trust you, they will provide you with more business and referrals.
You do need to establish a personal and business brand and be able to answer the question, “why should someone do business with you?” What can you say that your competition can’t say? Trust and rapport are not established based on years of experience.
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Should you hire someone with a book of business?
It is very tempting to hire someone who either has an established list of clients or a database of qualified candidates. However, the client and candidates belong to the owner who is employing them. Most owners have members of their sales team sign non-compete agreements to protect them. These agreements are usually for a one year period of time and prevent any contact.
If you hire someone who does bring clients and candidates, they have basically stolen the information from their current employer and more than likely will do the same thing to you in the future. Beware of individuals who boast about their record production and ask for equity up front. It is tempting to want to hire someone on your team, who can jump start sales, but one person can’t make your business but one person can break it.
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