How to be Successful in Recruitment Part 03
If you are in recruitment then you know all about fear. Your fear will take many forms and be caused by many things; to name a few examples – the fear that the candidate will let you down, that another consultancy will find someone first, the fear of calling a new decision maker or making that regretful call to let a candidate know they failed at the final interview stage.
That’s a lot of fear.
So let’s look at it, understand it and do something useful with it.
Fear is an interesting aspect of human nature. If you think about it’s place in evolutionary biology if it wasn’t for fear then the human race would probably have been eaten by wolves or bears back when we were wearing loincloths and hunting with stone axes and knives.
Fear helps us veer away from dangerous situations and people and as such it still is very relevant – Leeds on a Saturday night might not be quite the wild lands of old but it can still be dangerous.
So fear is hardwired into each one of us and it wouldn’t be normal if you didn’t feel that cold frisson of fear from time to time.
To take one of the earlier examples I think that it’s healthy to have a fear that your client will fill their vacancy through another source, other than ourself. That might well prompt you to ask for greater commitment, exclusivity or simply to find your candidates faster.
So that type of fear can be useful – or lets call it ‘apprehension’ – because that’s a better emotional level to keep that feeling to.
Fear becomes a problem when it stops us doing what we want
In my experience, in the recruitment world, this can mean that a consultant won’t make cold calls, challenge a client on an ‘unfillable’ job spec, or frankly do anything new. And by anything new I mean anything that wasn’t drummed into them as a rookie.
The consequence of this of course is that consultants only do what they have been doing. They might learn new tricks (from someone like me) but they won’t implement them out of fear of doing it badly. Which frankly is pretty tragic and not just for the companies that employ them but for the consultants themselves.
The business world is rapidly changing and if a consultant is going to consistently win new business, expand their desks and increase their billings then they need to echo the changes in their market place through evolving their business practices.
And if you don’t accept that, then just consider that five years ago recruiters didn’t need to bother with LinkedIn but now …
So do I have an answer to fear or am i just pontificating? Well yes I think there is an answer and I believe that your fear itself gives you the answer:
Do what you fear the most
You see people avoid the things that they fear. Yet those things, in sales at least, tend to be the things, that are needing to be done. Consider head hunting or business development. Both areas that people can get very nervous about and often hesitate to do. The basis of that hesitation is fear.
Fear literally is the sign post that says ‘hey do this’. So rather than ignoring your fears open your mind up and be honest with yourself. What is it you are scared about when it comes to your recruitment job? Identify that and then do it.
The result of following that advice is two-fold; first you would achieve more of that thing that you had been avoiding and the second point is able illustrated by Dale Carnegie in the following quote:
If you want to develop courage, do the thing you fear to do and keep on doing it until you get a record of successful experience behind you. That is the quickest and surest way ever yet discovered to conquer fear.”
At least that’s my view – what do you think? All comments welcomed below.
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Until next time; be successful!Stephen Hart Development Specialist, Edenchanges.com