All too often when I talk with recruiters I find that they make one call to a prospective client and then move on. Also, when they finally get a response they finish their day and put that possible client on their plan for the next day. It’s imperative that a recruiter follow the suggestions below if they want to increase their success rate.
But before I get to that, take a look at some statistics, based upon industry research:
Insiders say that ideally you need to get back to someone within five minutes.
If you wait just 30 minutes you are 10 times less likely to reach that person.
If you can contact them within five minutes, the odds of qualifying that person are 21 times greater.
So what have they found as the average time it takes a recruiter to respond? 39 hours and 22 minutes. That’s just crazy! Maybe these are the same recruiters who whine about how difficult it is to reach a hiring authority today.
So what’s the best time to reach prospects?
- Recruiters who make at least six attempts to reach a prospect had a 90% success rate. Obviously persistence counts.
- Studies have shown that between 4:00 pm and 6:00 pm were the best times of day to reach clients. The worst is between 11:00 am and noon.
- Tuesdays are the worst day to prospect. Studies show you have a 50% better contact rate on Wednesdays and Thursdays.
- Recruiters who found and used direct dial phone numbers got three times as many conversations with prospective clients. That means you need a way to find those numbers. Many recruiters subscribe to lists that provide them.
- Yes, they are a step above a cold prospect, but you still need to do your homework on the company and make a great presentation of value to the prospective client to obtain a Job Order.
Remember, you’re not calling to just make a pitch or assume an order. Go through your questioning process and make your recommendation to your prospect accordingly. Like how working with you the client’s challenges can be eliminated in most cases.
In many situations prospects think they need one thing, when another might actually be the best solution for them.
Until next time, keep moving forward.