Five Important Things to Do

Marketing Scripts_peBeing in the staffing industry for 40+ years, I’ve seen a lot of recruiters just give up in a tough economy. Even though a lot of companies are cutting back on hiring, there are many recruiters who are still thriving. Here are just five things they are doing:

Start thinking Contract and Contract-to-Hire. If you’ve only done Direct Hire in the past, go back to your previous clients where you have had successful placements and offer them Contract and Contract-to-Hire candidates. A lot of candidates are willing now, more than ever, to take a short term assignment when they need to make some money sooner than later. If you’re an independent recruiter, this might not make sense, since you would have to fund payroll, but if you work for a staffing firm, they should be able to handle it. And currently there are several really good funding companies out there that independent recruiters are utilizing. If you need one, you can contact me via the Meet Darryl page.

Find openings to fill by asking your candidates. When interviewing your candidates, ask them, only after you have developed some rapport and trust: Where have they interviewed? What position did they apply for? Who did they interview with? What salary figure were they talking? How did the company leave it with them? (Obviously if the candidate you are speaking with is still interested in this position, and being considered for it, it would not be ethical to call that company to try and get the job order).

Know how to handle objections with potential client companies. The staffing industry is like any other in the sense that it operates on supply and demand. When an ample supply of candidates exists like it does now, you need to be able to get your foot in the door and be better at it than the average recruiter. That means handling objections in a professional manner. Distinguish between a buy sign and an objection. A buy sign is any question asked about the candidate you might be marketing. (And I hope you’re marketing a good, qualified candidate).

One of the objections you might hear these days is: “We advertise on our own; there’s a flood of good people out there right now.” If you hear this, try saying this in response: “Some of our clients also advertise their openings. What they have found is that they become flooded with resumes of unqualified people. When you advertise on your own, you pay your money up front and take a chance. I do it all for you and you only pay me for results. You have nothing to lose by interviewing this outstanding candidate.”

Consider changing disciplines if your old path is drying up. Health care, government services and cyber security are just a few fields right now where hiring is still pretty hot. If you’ve been in construction or IT, for example, and it’s drying up, it might be worth your time to investigate what’s going on in other industries.

Develop a believable marketing presentation. Find a most place-able candidate. Develop a good presentation, and then deliver it consistently. Example: “I’m not calling to tell you about anyone or sell you anything; it’s just that while on a search for another company similar to yours, I found some outstanding candidates in ________ (software, hardware, electrical engineering, etc.). I simply wanted to let you know about that and see if, at this point, you have some interest in this kind of talent.”

Until next time, keep moving forward.

Darryl

EZRECRUITING.COM

 

 

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Growth is Painful

Marketing Scripts_peLet’s face it … we’ve all been stuck at times in our comfort zones. They’re different for everyone but one thing is consistent with all – life begins at the end of our comfort zone. I don’t know who to give credit to for that saying but it’s certainly true.

I still have days that I have to wake myself up from being in mine. But I know that if I don’t, everything remains static, stuck, and that’s not where my personal and professional growth is. Isn’t it true that forward momentum can be achieved simply by taking even baby steps each day?

Being good at handling objections is one of the ways we can strengthen our ability to move forward. Can it be painful? Yes! Why? Because most people have a fear of rejection. And what is a fear? In my opinion, it stands for False. Evidence. Appearing. Real.

Make the marketing calls. Get good at handling objections. Stop being fearful of rejection. Don’t take it personally. They can’t kill you!

Here’s an example:

“YOUR FEES ARE TOO HIGH”

“My service charge is not the lowest or the highest in our industry, however, the quality of my service and candidates is the highest. I can prove that by presenting you top talent that fits your needs at no cost to you. You can easily compare my service with the quality and service you’re getting now and then make the decision if my service charge is too high. Fair enough?”

I truly hope these tips are helping. For more information, please  visit my website and see if there’s something there that can get you closer to your goals.

Until next time, have a great day!

Darryl

EZRecruiting

 

 

Objection 3: We Advertise on Our Own

Another common objection you may hear when marketing for new job orders is “We advertise on our own.”

Experience has taught me that the easiest way to handle this is by saying …

“Some of our clients also advertise certain positions on the job boards, etc. The challenge they find with this is that they become flooded with resumes of unqualified people. When you advertise on your own, you spend your advertising money up front and take the chance that it will provide you with top talent. I do it all; and you pay me only for results. Most of the people we place are currently working and not sitting at home combing the internet postings. You have nothing to lose by interviewing this outstanding individual.

(Then close with a call to action) … “Please tell me just what it is you’re looking for.”

Marketing Scripts_peFor more information on this topic, take a look at my latest publication: Marketing Strategies & How to Handle Objections

Until next time, have a great day!

 

ezrecruiting.com