How to be Successful in Recruitment Part 01
Okay so how do you become successful in recruitment? Well it’s a simple question with a really big answer and frankly no one really knows.
I mean I’ve got plenty to say on the topic and after twelve years in the recruitment industry and having spent the last eight years training recruiters I’ve a fair amount of up close and personal experience but the truth is no one actually knows. I can tell you that there is no single silver bullet or magic trick that will simply make you successful.
However before you despair and stop reading what I can also tell you is that there are a lot of things that can probably help you. And this new series is going to be where I start to share some of my thoughts on being successful in recruitment. This will alternate with the Lessons from the Wolf Pack series which has been very popular and will resume next week.
By having two separate series on recruitment advice I’m going to have the option of giving formal specific advice in one and more broad opinions in the other.
So if this is the opinion series (it is) then let me kick right off and say that in my experience over the last few years there has been a disturbing influence creeping into the recruitment industry. This is the trend of consultants ditching the phone in favour of email, social media or other text-based communication systems.
Now sometimes this is appropriate and just the other week I recommended a consultant create a virtual paper trail via emails when a deal went through and the client started to get iffy over payment but, and it’s a really important ‘but’ that was a specific situation that called for a paper trail. In recruitment your default action should be to pick up the phone and talk to people.
And let me be clear here, this isn’t some old school rant about picking up the phone and making business development calls (although I’m happy to do that rant if you like) but rather this is about a point even bigger than sales. What could be bigger than sales I hear you cry – well recruitment is bigger than sales.
Think about that. Sales is one of the functions that a recruiter performs to be successful in their role but sales only forms one part of the bigger function which is the whole recruitment process itself. When I advocate that your first instinct should be to pick up the phone and make a call when you are a recruiter I am talking about every stage of the recruitment process both pure sales situations and every other situation.
Recruitment is a job that requires intricate, subtle and sophisticated interactions between different people with different agendas and motives. As a recruiter you permanently work with imperfect information and have limited access to the main players – the clients and candidates.
Given the required complexity of the role and process why make it even harder, and slower, to get involved by sending emails when a phone call is faster, more flexible and much more likely to provide you with additional, unseen and unexpected, information?
Isn’t it the equivalent of defusing a nuclear bomb with a hammer – possible to do but clumsy and potentially very dangerous?
So if you want to be successful in recruitment train yourself to pick up the phone first and email second.
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