Attract, Follow Up, and Close!

Attract, Follow Up, and Close!


Attract

Your daily focus should encompass acquiring new leads, nurturing existing ones and on-boarding new hires. Technology has made it easier than ever before to source new qualified leads. There has never been a better time to be a recruiter than now. In the old days we would have to pick up the phone and dial hundreds of numbers a day in order to source the best prospects. No more cold calling cold leads however, it’s now referred to as “cold messaging” meaning no more dealing with people who have no interest over the phone. Phone applications and networking sites like LinkedIn have made it possible where you can text, email and message candidates without ever having to deal with a non interested party ever again. This is revolutionary because it allows you to weed out all the uninterested candidates without wasting valuable time trying to figure out who's interested or not. Always remember that you’re offering an upward opportunity. An opportunity for growth, higher compensation, and overall advancement in one's career. You are selling a tangible and income-producing asset that is invaluable to most professionals. Career is one of if not the most important factor in people's lives immediately after family. They care about it deeply as it affects their livelihoods and those of their families. It’s important to treat them and their jobs delicately and with much respect as they are overprotective of what they put so much effort in building throughout the years. Make sure that you believe in whatever company or product you are representing. You should be able to trust and want to buy from that brand as you won't be successful at this job unless you believe in the company and their fundamentals. The more passionate you are about the company the easier your job will be. In some cases the brand sells itself, for example Starbucks or Mercedes. People are interested in working for these companies because the product sells itself and just like a job opportunity people want to work for the best of the best so make sure you align yourself with the right company and the right culture if you want long term success.

Follow up

Once you source your leads through the company’s database, email list, LinkedIn recruiting tools, cold messaging and other tools, you want to have constant dialogue with those parties who are interested in pursuing other upward options. Keep an organized spreadsheet so you can track everyone from their status to their level of interest. Some of the candidates will express some interest but are not ready to transition, you will want to follow up with them on a periodic basis. Try not to hound them constantly but make sure you stay on their radar because eventually they’ll be ready to make a quick move and you'll be there to scoop them up. You can stay connected by sending out friendly text messages, emails or even hand written notes so you can stand out from other recruiters. It’s very important to build rapport and develop a professional relationship in order to build trust and a deep understanding of your clients needs. It will take time but these relationships will become invaluable over time. They might even present you with opportunities at their firms so always keep your eyes and ears open when speaking to your candidates. Once you have built a certain level of trust and consistency it will be much easier for those passive candidates to transition over to your company or client and in most cases the reason will be you!

Closing the deal

The main event. The reason why we're all here. More important than a steady flow of hot leads, qualified recruits, and even praise from your fellow colleagues is closing the deal. In this game, like any other game results are what matter. In the end you will be assessed and judged by results. Yes other things come into play like politics, how good you are at your job, but always remember you're only as good as your last hire so make sure you execute flawlessly. You need a laser like focus to stay on top of your monthly metrics. Be sure that you're not just spinning your wheels. Never leave the guessing work up to someone else, it's your job to make sure that this person you just invested so much time and effort into goes to your company. So if you have to carry them from start to finish, do it, don't leave it completely up to someone else to figure out what is going on. It's very important to stay in constant communication with the hiring manager and the candidates to ensure that it's a smooth transition and they don't go elsewhere. In many cases these valuable recruits you're going after are being solicited by multiple companies offering them the world in terms of compensation, bonuses and amazing health benefits for their families. Yes, health benefits are a huge part of the decision making process so make sure when you're deciding on a potential place to work they offer the basics; 401k, full medical, dental, and great rates.

Don't ever get too relaxed and complacent as you will be put to the test and always be held accountable for your results. As long as you're delivering results your job will always be safe. Sometimes working remotely can be a little stressful if your leads aren't closing as it could make you question the sustainability of your role there. This is why you want to work for an amazing company who people actually want to work for. Another trick is to always be a week ahead; meaning have leads ready to go for the week ahead. Be proactive and 10 steps ahead. Lastly, build strong relationships with your corporate colleagues to assure a more solidified position in the organization. One way to build those strong alliances when working from home is by speaking to the hiring managers on a daily basis. This way you create a personal bond even if not in person, you are getting to know them as people. You will feel a whole lot better with your job security if you have a close and transparent communication with your team so put in the effort to get to know them on a human level. Sometimes one on one conversations over the phone can be much more valuable than any you could have in person so work on your communication skills in order to become a great conversationalist. The more likable you are the easier your job will be. 

In the end, results are what matter no matter how nice of a person you are. The key is to always be recruiting new candidates no matter the environment or the market. Stay focused above all else and understand that recruiting is an exciting lifestyle career that needs to be understood, managed and constantly nurtured with passion and care like any other living organism. Embrace this concept and you will enjoy doing what you do every single day. Once it no longer feels like work, you will have won the game.

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