Not to far down the line in your recruitment career you will need to make a decision and that decision is, are you going to be “successful” or not.
It is a decision not chance or effort, the answer can only be yes or no and this is purely for you so lying is utley pointless.
Don’t fall into the trap of thinking giving a 100% or even a 110% is any good, don’t give it your best shot or I’ll try my best, all these are crap.
A lot of recruitment lives in the grey, this does not, if you truly decide to be successful you will be as it is the only outcome you will except, all of the others like giving it a 110% might have successes in them, ultimately they will fail because failure is an option in them.
“Are you going to succeed or not”
Sunday, 26 December 2010
Monday, 20 December 2010
Client wants you off the phone
Why!
Not a good time, please call back;
Is this true or a brush off,
“Oh sorry, just before I go, I don’t wish to call at the wrong time again I know you’re a busy person, when could I book a time to speak to you, how about next Wednesday at 3:00”?
By trying to book a appoint call back you can see if they are busy or bussing you off or not, because they will not give a call back date and time.
If they are bussing you off is this the right person for you to speak to or you could try a direct line “OK I understand your fed up with recruitment calls, you tell me how can I impress you”.
Keeping your cense of humour in these matters can often break the ice, for example “you can impress me by pissing off my phone”, don’t get your knickers in a twist, be objective, laugh, been one of these days a, is sometimes enough.
Call back a week latter you might have just court them at a bag time, “high remember me I’m the one who P-d off when you asked, with a cheeky hint.
One of the reasons for introducing yourself properly at the start of calls is so you don’t waist time with the wrong people.
Hound Dogs
These are people who you can gain information from, at this point they might not be clients or candidates they could be anything from friends to someone you spoke to once 6 months ago.
One example is; you spoke to a person 6 months ago who works for a company who currently has an important contract, in this conversation it slipped out that this company might drop this contract in 6 months time.
This type of information is gold dust, because you ring back and find out they are dropping it, you now have information to take to your clients or open up a new client with.
When this contract comes up will your clients be bidding for it and if so will they need new staff for it, they will love you for giving them a head start on their competitors.
This just leads to so means lines of opportunities including an excellent headhunting ground with the company who is dropping the project, some people must be interested in staying on with it.
People who have won the work once have a very high value.
Hound dogs could also give you recommendations on good candidates or job openings, information is King and more you can arm yourself with the better.
One example is; you spoke to a person 6 months ago who works for a company who currently has an important contract, in this conversation it slipped out that this company might drop this contract in 6 months time.
This type of information is gold dust, because you ring back and find out they are dropping it, you now have information to take to your clients or open up a new client with.
When this contract comes up will your clients be bidding for it and if so will they need new staff for it, they will love you for giving them a head start on their competitors.
This just leads to so means lines of opportunities including an excellent headhunting ground with the company who is dropping the project, some people must be interested in staying on with it.
People who have won the work once have a very high value.
Hound dogs could also give you recommendations on good candidates or job openings, information is King and more you can arm yourself with the better.
10% 3 Times
This is to do with the important information you wish to convey and have remembered, when speaking to a candidate or client.
After a conversation 10% of information at most is recalled and the feeling that has been left, be it positive or negative.
You wont to control the feelings left (please see pitching) and the information, so say there are three points you wish to covey say each of these points three times at different points of the conversation, just change around haw you say it or by agreeing with something they have said with your point, that information then starts to sound like it came from them.
After a conversation 10% of information at most is recalled and the feeling that has been left, be it positive or negative.
You wont to control the feelings left (please see pitching) and the information, so say there are three points you wish to covey say each of these points three times at different points of the conversation, just change around haw you say it or by agreeing with something they have said with your point, that information then starts to sound like it came from them.
Open and Closed Questions
Simply put an open question people can answer with anything, a big long sentence, yes no three bags full, anything.
A closed question is constructed to limit the response to yes or no, simple clean answers.
Using just closed question means you will gain little information and using just open question the conversation will be unstructured, leading to little direction.
As with all things a balance is needed.
A closed question is constructed to limit the response to yes or no, simple clean answers.
Using just closed question means you will gain little information and using just open question the conversation will be unstructured, leading to little direction.
As with all things a balance is needed.
USP's
Time after time you hear recruitment trainers and directors talking about “unique selling points” of your company, half the time what they say is no were near unique or the recruiters themselves just don’t see it.
It is worth taking a look at your competitors and seeing what they do, there might be weakness or a good idea worth adopting, a lot of the time recruitment companies look the same and say very similar things and clients here it all the time.
So what is important to your clients, ask, honesty, not having their time wasted and getting what they asked for are the answers more often than not.
So saying to clients my USP is simply, “I will work hard for you, not waist your time and deliver what you asked for”.
“I now that does not sound exciting, shinny or sexy”, but it will generally get you the desired result.
It is worth taking a look at your competitors and seeing what they do, there might be weakness or a good idea worth adopting, a lot of the time recruitment companies look the same and say very similar things and clients here it all the time.
So what is important to your clients, ask, honesty, not having their time wasted and getting what they asked for are the answers more often than not.
So saying to clients my USP is simply, “I will work hard for you, not waist your time and deliver what you asked for”.
“I now that does not sound exciting, shinny or sexy”, but it will generally get you the desired result.
I Like / Don't Like My Can
It is human nature to work harder for candidates you like and not to wish to put in the extra effort required for the ones you don’t.
It is quite often true that the ones you like you tend to think are better than they are as candidates, also the polar opposite is also true, but more often than not the awkward candidates are of a higher value.
It is worth asking the less pleasant ones if they have had a bad experience before, it can sometimes be a simple as that, they have very low expectations for you or they might not notice that much their attitude until you point it out.
Simply you won’t click or get on with some people, this is irrelevant and you need to work harder, that is all.
It is far often the case that placing a pleasant candidate will do little for you, but a hard one can open a lot of doors.
Two points need to be remembered, first make sure you are objective, this is essential within the whole recruitment process, everybody else is emotionally involved so you can not afford to be, being objective will protect you and progress your game.
Secondly evaluate every candidate, are they a good candidate for you to work with as well as sell, unless it’s two for two on that point, get ride of them.
Look after yourself, be objective and always ask why!
It is quite often true that the ones you like you tend to think are better than they are as candidates, also the polar opposite is also true, but more often than not the awkward candidates are of a higher value.
It is worth asking the less pleasant ones if they have had a bad experience before, it can sometimes be a simple as that, they have very low expectations for you or they might not notice that much their attitude until you point it out.
Simply you won’t click or get on with some people, this is irrelevant and you need to work harder, that is all.
It is far often the case that placing a pleasant candidate will do little for you, but a hard one can open a lot of doors.
Two points need to be remembered, first make sure you are objective, this is essential within the whole recruitment process, everybody else is emotionally involved so you can not afford to be, being objective will protect you and progress your game.
Secondly evaluate every candidate, are they a good candidate for you to work with as well as sell, unless it’s two for two on that point, get ride of them.
Look after yourself, be objective and always ask why!
Opening a Call
Before doing anything else “think”, why you are calling this person and what you wish to get out of the call.
Then be polite, precise and informative.
Example;
“Good morning/afternoon is that John Smith, I’m ....., from XX and I’m calling about....”.
If it helps, write down the points you wish to cover and tick them off as you go.
Do not try to bridge into people’s personal life if you don’t know them.
Business relationships take time to build up, don’t try to do everything in one call.
On a first call, simply introducing yourself and getting a reason to call back, is a good call.
Then be polite, precise and informative.
Example;
“Good morning/afternoon is that John Smith, I’m ....., from XX and I’m calling about....”.
If it helps, write down the points you wish to cover and tick them off as you go.
Do not try to bridge into people’s personal life if you don’t know them.
Business relationships take time to build up, don’t try to do everything in one call.
On a first call, simply introducing yourself and getting a reason to call back, is a good call.
Client Driven Market
We are getting a lot of direct applications at the moment;
We are getting more inquires our selves, as the market place has been so candidate driven for so long, I think it’s a good thing, it needed a bit of balancing out.
I know the agencies wont like it, but quite frankly “who cares about them”.
In regards to us we have not seen much difference, we have only ever worked with top clients and candidates and a good person will add value in any market.
A lot of companies have used this opportunity to cut out some dead wood, or people they weren’t shore about, now I’m not saying there ant any good candidates applying for jobs at the moment, all I think is you always try very hard to keep you top people and ride out the storm.
The people we deal with are the ones that don’t come on the market, because companies wont to keep them, quality is quality and that’s our market.
We are getting more inquires our selves, as the market place has been so candidate driven for so long, I think it’s a good thing, it needed a bit of balancing out.
I know the agencies wont like it, but quite frankly “who cares about them”.
In regards to us we have not seen much difference, we have only ever worked with top clients and candidates and a good person will add value in any market.
A lot of companies have used this opportunity to cut out some dead wood, or people they weren’t shore about, now I’m not saying there ant any good candidates applying for jobs at the moment, all I think is you always try very hard to keep you top people and ride out the storm.
The people we deal with are the ones that don’t come on the market, because companies wont to keep them, quality is quality and that’s our market.
Buying Time With Candidates
We are currently tracking several possible situations for you.
At the moment the companies we are speaking to need a couple of weeks to see how projects are going to fall, some might go on hold, some might come off hold and they have a few tenders very close.
This will give them a better understand of their work flow and from that what / when the people they will need.
I’m sore you know what it is like, projects never run completely smoothly.
Best laid plan’s of mice and men and all that !!!!!!!!
At the moment the companies we are speaking to need a couple of weeks to see how projects are going to fall, some might go on hold, some might come off hold and they have a few tenders very close.
This will give them a better understand of their work flow and from that what / when the people they will need.
I’m sore you know what it is like, projects never run completely smoothly.
Best laid plan’s of mice and men and all that !!!!!!!!
Mind Set's
Alpha;
This is where you want people to be, so we are not looking to change this one, but don’t waste theses peoples time, be clear, precise, informative and most importantly get to the point.
Beta;
As these people need to be liked and use 100 words when 10 will do, move the conversation about a lot, interrupt but polity use phrases like “oh by the way what do you think of”, their mind will immediately jump, keep doing this so they can get into a flow of speaking, each jump shorten their time to respond, it will start to focus their mind.
Be friendly with these people, buddy like, these people can not be trusted to keep their word, they agree to do something so you liked them, but they are unlikely to do it, so when you call back they will not take your call because they don’t wont to tell they have not done it.
If you push these people in an aggressive way, they will invert and become stubborn and childish, you need to put your arm around them and guide them where you want to go, make them feel included and needed, focus their minds on very clear points and use their desirer to please to your advantage.
Delta;
You will find these people in jobs where they don’t have to take responsibility, are not being rushed for time and were they can have “power” but can follow a clear pattern. Government / charities / HR
Appeal to their vanity, it won’t be hard to find, don’t try to take them out of their comfort zone, look to circumvent them if possible. If not drop points in the conversations and come back to them later and let them think it was their idea, things like “you know what you were saying about” or “I was thinking of the idea you said about the other day”, let them think it is them driving things.
Gamma;
You need to get these people talking first, find a subject that interests them regardless of what it is. Ask a lot of open questions and take their responses and ask an open question about what they have said.
On the first call to theses people just look to find a subject that they are willing to comment on, speak about, something in common, a reason to call them back with a subject that is important to them, then use open questions to expand on it, from this you can slowly build a rapport.
This is where you want people to be, so we are not looking to change this one, but don’t waste theses peoples time, be clear, precise, informative and most importantly get to the point.
Beta;
As these people need to be liked and use 100 words when 10 will do, move the conversation about a lot, interrupt but polity use phrases like “oh by the way what do you think of”, their mind will immediately jump, keep doing this so they can get into a flow of speaking, each jump shorten their time to respond, it will start to focus their mind.
Be friendly with these people, buddy like, these people can not be trusted to keep their word, they agree to do something so you liked them, but they are unlikely to do it, so when you call back they will not take your call because they don’t wont to tell they have not done it.
If you push these people in an aggressive way, they will invert and become stubborn and childish, you need to put your arm around them and guide them where you want to go, make them feel included and needed, focus their minds on very clear points and use their desirer to please to your advantage.
Delta;
You will find these people in jobs where they don’t have to take responsibility, are not being rushed for time and were they can have “power” but can follow a clear pattern. Government / charities / HR
Appeal to their vanity, it won’t be hard to find, don’t try to take them out of their comfort zone, look to circumvent them if possible. If not drop points in the conversations and come back to them later and let them think it was their idea, things like “you know what you were saying about” or “I was thinking of the idea you said about the other day”, let them think it is them driving things.
Gamma;
You need to get these people talking first, find a subject that interests them regardless of what it is. Ask a lot of open questions and take their responses and ask an open question about what they have said.
On the first call to theses people just look to find a subject that they are willing to comment on, speak about, something in common, a reason to call them back with a subject that is important to them, then use open questions to expand on it, from this you can slowly build a rapport.
Monday, 13 December 2010
Motion creates Emotion
To emphasise your point, get up and walk about, movement will help you sound more enthusiastic and the opposite is also true, sitting down will take your voice tones back down.
Your Sitting position in your chair will affect they way you sound, a poor posture closes your airways and makes you sound flat.
Please use these simple technique’s in moderation, you don’t need to go from Barry White to Donald Duck.
Your Sitting position in your chair will affect they way you sound, a poor posture closes your airways and makes you sound flat.
Please use these simple technique’s in moderation, you don’t need to go from Barry White to Donald Duck.
Tonal Pitching
This is simply moving the tones of your voice to emphasise your point.
When speaking about your clients company, lift your tone to sound more positive and when speaking about their current company drop your tone so it’s flatter.
When speaking to people quite often they don’t remember exactly what you have said to them, but using this technique will leave a positive impression on them about your client.
When speaking about your clients company, lift your tone to sound more positive and when speaking about their current company drop your tone so it’s flatter.
When speaking to people quite often they don’t remember exactly what you have said to them, but using this technique will leave a positive impression on them about your client.
Negative Pitching
This is also sometimes called “expanding the gap”, it refers to the candidate registration form, where you ask “what are the three main things you don’t like about your current job”.
The first thing to remember about negative pitching is do not be general, do not be negative about their current company, nobody wants to think they have just wasted years of their life working for a company who was not right for them.
Ask the question, what is it you don’t like, take points from their answer and ask more question about them, so what you are doing is expanding the dislikes, these points could be very important later on in the recruitment cycle. If someone is not agreeing with you when you are doing this, did they tell you the truth, if not why?
The first thing to remember about negative pitching is do not be general, do not be negative about their current company, nobody wants to think they have just wasted years of their life working for a company who was not right for them.
Ask the question, what is it you don’t like, take points from their answer and ask more question about them, so what you are doing is expanding the dislikes, these points could be very important later on in the recruitment cycle. If someone is not agreeing with you when you are doing this, did they tell you the truth, if not why?
Balance the Pitch
It’s too good to be true;
Pitching a job or a candidate and saying everything is “amazing”, you would really love it, will only get you one response, their lying it sounds to good to be true.
The trick is using negative points as and spinning them into positives, a general rule is balance a pitch with positive and negative.
I.e.
This is a brilliant place to work, they take great care in who they employ, they invest a great deal into staff mirall, working conditions, making sure people are working to their strengths and are happy.
Now I’m not saying this place is Shangri-La, for them it simply makes good business sense and it cheaper, happier people work harder, stay longer allowing them to promote from within, so they can recruit at lower a level which is cheaper.
At this point 9 times out of 10 the candidate jumps in and says, “I’m glad they understand that”, if you let the candidate speak they will start to sell the role to themselves and all you have to do is agree.
It’s a lot easier.
If they don’t but in, ask them, is your current company like that?
If no, let them tell you the things they don’t like about it (write them down) they will come off this call with a good feeling about you and the job you pitched and a bad one about their current company.
If yes, you know it a good place to work, you might wont to recruit for them latter, also you know this is not an area to close on.
Pitching a job or a candidate and saying everything is “amazing”, you would really love it, will only get you one response, their lying it sounds to good to be true.
The trick is using negative points as and spinning them into positives, a general rule is balance a pitch with positive and negative.
I.e.
This is a brilliant place to work, they take great care in who they employ, they invest a great deal into staff mirall, working conditions, making sure people are working to their strengths and are happy.
Now I’m not saying this place is Shangri-La, for them it simply makes good business sense and it cheaper, happier people work harder, stay longer allowing them to promote from within, so they can recruit at lower a level which is cheaper.
At this point 9 times out of 10 the candidate jumps in and says, “I’m glad they understand that”, if you let the candidate speak they will start to sell the role to themselves and all you have to do is agree.
It’s a lot easier.
If they don’t but in, ask them, is your current company like that?
If no, let them tell you the things they don’t like about it (write them down) they will come off this call with a good feeling about you and the job you pitched and a bad one about their current company.
If yes, you know it a good place to work, you might wont to recruit for them latter, also you know this is not an area to close on.
7%
7% The meaning of words
38% Paralinguistic, the way you say it
55% Body language
This means when you are speaking to people the words you are using only accounts for 7%.
The way you use words has a far larger impact, it could be argued that is does not really matter what you say to people, only the way you say it.
The largest impact you have on people is body language, what are you saying with your body?
In varying circumstances body language can go up to as high as 93%.
This is true if you are on the phone or face to face.
So if you are there conversing or simply conversing with a client, use you body and you vocal tones to maximise the impact you have.
For example if you sit there slouched in your chair, speaking in a monotone voice, you are going to sound uninterested and lazy, simply go through the motions.
If you are doing an action, make it count, it more interesting for you and will bring more success.
Example; your conversing for the afternoon, you could make 200 bad calls and get nothing, finish off board, having wasted everybody’s time.
Or by the time you have finished off you 10th call the afternoons gone in a flash, you’ve been successful, times flow past and you’ve made money.
A pleasure, a fun afternoon joking with people or feeling depressed, your chose.
38% Paralinguistic, the way you say it
55% Body language
This means when you are speaking to people the words you are using only accounts for 7%.
The way you use words has a far larger impact, it could be argued that is does not really matter what you say to people, only the way you say it.
The largest impact you have on people is body language, what are you saying with your body?
In varying circumstances body language can go up to as high as 93%.
This is true if you are on the phone or face to face.
So if you are there conversing or simply conversing with a client, use you body and you vocal tones to maximise the impact you have.
For example if you sit there slouched in your chair, speaking in a monotone voice, you are going to sound uninterested and lazy, simply go through the motions.
If you are doing an action, make it count, it more interesting for you and will bring more success.
Example; your conversing for the afternoon, you could make 200 bad calls and get nothing, finish off board, having wasted everybody’s time.
Or by the time you have finished off you 10th call the afternoons gone in a flash, you’ve been successful, times flow past and you’ve made money.
A pleasure, a fun afternoon joking with people or feeling depressed, your chose.
Learn to speak
This might sound strange as we can speak already or can we.
What is your market place, what type of people typical work within it, do you sound like they do?
The best way to learn to speak properly is to read books, anything you do to invest in yourself is always a positive thing.
The ability to be able to speak properly and clearly is essential in this business, you will be judged on it, by everybody.
There is nothing wrong with ascents, it is part of who you are, but it is up to you to make sure every word you say to anybody is clear and can be easily understood.
Once your speaking is clear, you need to look at timing, speaking too quickly will make you sound nervous and unsure of yourself.
Too slowly and people will interrupt you or get board, practice practice practice, use your friends for training.
A good indicator is are you out of breath when you have finished a sentence, if so your timing is off, you should be able to breath normally.
Clearly, well timed speech, now add pitch and motion.
Motion is easy, stand up and work about when you are speaking to people on the phone, sit down when you wish to sound more serous, use your arms to gesture, extra.
Pitch, what word are you using and what emesis do you wish to put on it, lowering your voice can make you sound more serous, negative, raising it can be the opposite.
Think about every word your saying and emesis what meaning you wish to put behind it.
Don’t worry after a wile if becomes automatic.
It is worth mimicking a few of the speech traits of the person you are speaking to, do not sound like you are taking the micky, but properly integrated it will make them feel at home, relaxed, you will get more information that way.
Meaning, pitch, tone, movement, mixed with clear well timed words.
Taking the time to do learn this will have the biggest impact on your life.
What is your market place, what type of people typical work within it, do you sound like they do?
The best way to learn to speak properly is to read books, anything you do to invest in yourself is always a positive thing.
The ability to be able to speak properly and clearly is essential in this business, you will be judged on it, by everybody.
There is nothing wrong with ascents, it is part of who you are, but it is up to you to make sure every word you say to anybody is clear and can be easily understood.
Once your speaking is clear, you need to look at timing, speaking too quickly will make you sound nervous and unsure of yourself.
Too slowly and people will interrupt you or get board, practice practice practice, use your friends for training.
A good indicator is are you out of breath when you have finished a sentence, if so your timing is off, you should be able to breath normally.
Clearly, well timed speech, now add pitch and motion.
Motion is easy, stand up and work about when you are speaking to people on the phone, sit down when you wish to sound more serous, use your arms to gesture, extra.
Pitch, what word are you using and what emesis do you wish to put on it, lowering your voice can make you sound more serous, negative, raising it can be the opposite.
Think about every word your saying and emesis what meaning you wish to put behind it.
Don’t worry after a wile if becomes automatic.
It is worth mimicking a few of the speech traits of the person you are speaking to, do not sound like you are taking the micky, but properly integrated it will make them feel at home, relaxed, you will get more information that way.
Meaning, pitch, tone, movement, mixed with clear well timed words.
Taking the time to do learn this will have the biggest impact on your life.
Saturday, 11 December 2010
Prioritising Your Actions
Now your States;
It is important when working out your year target to understand how you can achieve this, to get XYZ in fees what will you have to do?
How many calls does it take to get an interview, how many CV’s do you have to send out to an interview, what is your interview to placement ratio.
Advance in the 3;
To insure you are growing your business work on the principle of 3, set 3 actions every day that will take you forward, 3 actions every month, 3 every year.
These need to be kept in line, so for a year, 3 major objectives, but daily objects should be manageable.
Monthly planning;
Firstly look at what your three main aims are going to be for the month, at least one should be to full a job role currently on your books, or to place a candidate from your book.Also look at things like growing your market share, are there any companies you have identified that you would like to work with, then look at things like PR is there an idea you have come up with you wish to sell to a client.
Example of monthly aims;
1) Fill the Education Associate role with XXX Architects,
2) Get us on the PSL list for XXX,
3) Present a PR idea to XX Architects and implement it,
Braking down of how you go about doing this;
Point 1) filling the education associate role, firstly do you know anybody who fits the bill, if not it means researching companies who do education work, then identify their associates , this will give you your headhunting list, start locally and move out in geographical areas as you have to. So you need to allocate time for each action, how many days will it take doing the research, 3,5,7?, how long for the headhunting extra.
Point 2) Getting us on the PSL, firstly look at their website and see if the PSL is closed, if it is not approach the HR department and make inquires on what they look for from companies they work with, if it is closed look at how we can get round that, things like do we know someone working there who could recommend us, could we go in on the headhunting side or the PR side, think of different angles.
Point 3) look at why you think your client would like your idea, how does it benefit them, this will give you the angle to approach them from, get the pitch right first, try it out on a college and see what they through back.
In general;
It’s not a great idea when allocating your own time to block out hole days to one subject or task, an idea is saying 9 to 10 PR, 10 to 12 pitching out a candidate, 12 to 2 other call’s, 2 to 4 more pitching, 4 till end of day research, this is just an example.
Look at what is going to make you money and take you forward;
Sending out invoices,
Negotiating job offers,
Setting up interviews,Sending out CV’s,
Please do remember though without doing things like research you can’t do the above.
It is important when working out your year target to understand how you can achieve this, to get XYZ in fees what will you have to do?
How many calls does it take to get an interview, how many CV’s do you have to send out to an interview, what is your interview to placement ratio.
Advance in the 3;
To insure you are growing your business work on the principle of 3, set 3 actions every day that will take you forward, 3 actions every month, 3 every year.
These need to be kept in line, so for a year, 3 major objectives, but daily objects should be manageable.
Monthly planning;
Firstly look at what your three main aims are going to be for the month, at least one should be to full a job role currently on your books, or to place a candidate from your book.Also look at things like growing your market share, are there any companies you have identified that you would like to work with, then look at things like PR is there an idea you have come up with you wish to sell to a client.
Example of monthly aims;
1) Fill the Education Associate role with XXX Architects,
2) Get us on the PSL list for XXX,
3) Present a PR idea to XX Architects and implement it,
Braking down of how you go about doing this;
Point 1) filling the education associate role, firstly do you know anybody who fits the bill, if not it means researching companies who do education work, then identify their associates , this will give you your headhunting list, start locally and move out in geographical areas as you have to. So you need to allocate time for each action, how many days will it take doing the research, 3,5,7?, how long for the headhunting extra.
Point 2) Getting us on the PSL, firstly look at their website and see if the PSL is closed, if it is not approach the HR department and make inquires on what they look for from companies they work with, if it is closed look at how we can get round that, things like do we know someone working there who could recommend us, could we go in on the headhunting side or the PR side, think of different angles.
Point 3) look at why you think your client would like your idea, how does it benefit them, this will give you the angle to approach them from, get the pitch right first, try it out on a college and see what they through back.
In general;
It’s not a great idea when allocating your own time to block out hole days to one subject or task, an idea is saying 9 to 10 PR, 10 to 12 pitching out a candidate, 12 to 2 other call’s, 2 to 4 more pitching, 4 till end of day research, this is just an example.
Look at what is going to make you money and take you forward;
Sending out invoices,
Negotiating job offers,
Setting up interviews,Sending out CV’s,
Please do remember though without doing things like research you can’t do the above.
Your Profile
Everybody has stronger and weaker points, take a peace of paper and put two columns on it, stronger and weaker.
Be honest with yourself, put you stronger and weaker points down.A little trick that works very well, it’s along the lines of fake it until you make it, you are going to create an alter ego.
Look at what subjects you need to strength on and give your alter ego these strengths, go into every aspect of this persons life, were they went to school, what their hobbies are, how they conduct themselves at work.
Put in things you admire, things you wish you were better at, make this person strong, rounded and above all someone you would like.Give this person a name, this can be used as your headhunting mane.
Be honest with yourself, put you stronger and weaker points down.A little trick that works very well, it’s along the lines of fake it until you make it, you are going to create an alter ego.
Look at what subjects you need to strength on and give your alter ego these strengths, go into every aspect of this persons life, were they went to school, what their hobbies are, how they conduct themselves at work.
Put in things you admire, things you wish you were better at, make this person strong, rounded and above all someone you would like.Give this person a name, this can be used as your headhunting mane.
Not Your Friend
Good / Bad / Right / Wrong;
Try to stop thinking in right & wrong or good & bad, they are only other people’s options.
It will be more likely that there is a simple chose that needs to be made, right & wrong does not come into it, there are two paths in front of you and you have to chose one, make a chose and stick with it.
Hope;
Also known as self delusion, this will destroy a recruiter faster than anything else.
It generally come from when a recruiter can find good candidate to put over, what happens is if you send bad candidates, by the time your into the process you have convinced yourself they weren’t that bad, then even quite good.
Your client rejects them, then all of a sudden it’s your clients fault, leaving you with the feeling of it’s all pointless.
Don’t be a Muppet, if you can’t find good candidates, look harder and don’t waist everybody’s time sending bad ones.
Fear;
Never ever work from a point of weakness, if something scares you, just do it until it does not.
Do not fear not making the placement, you should be looking to take the cycle to its natural conclusion and that is not always a placement.
Try to stop thinking in right & wrong or good & bad, they are only other people’s options.
It will be more likely that there is a simple chose that needs to be made, right & wrong does not come into it, there are two paths in front of you and you have to chose one, make a chose and stick with it.
Hope;
Also known as self delusion, this will destroy a recruiter faster than anything else.
It generally come from when a recruiter can find good candidate to put over, what happens is if you send bad candidates, by the time your into the process you have convinced yourself they weren’t that bad, then even quite good.
Your client rejects them, then all of a sudden it’s your clients fault, leaving you with the feeling of it’s all pointless.
Don’t be a Muppet, if you can’t find good candidates, look harder and don’t waist everybody’s time sending bad ones.
Fear;
Never ever work from a point of weakness, if something scares you, just do it until it does not.
Do not fear not making the placement, you should be looking to take the cycle to its natural conclusion and that is not always a placement.
Your Job
Working in recruitment, headhunt, what ever it is, it’s an information business, the client does not pay the bill for the candidate, they paid for your information and your skill on haw to use it.
It is your information on were to go and get the candidate from and your skill on extracting them, you should be controlling every move, the way information is released and the timing of that is half of this job.
It helps to think of this as a game, a game of chess for example, this will also help you stay objective, so when you do use the tools in this book they have an impact.
It is not your job to decide if this is a good move for the client or the candidate, they now themselves, it is your job to help them get past themselves, I.e. their fear or ego whatever it might be.
If you can’t “sell” a role to a candidate or a candidate to a client, ask yourself why?All these trick’s, sales technique’s, what ever you wish to call them, it is based on the fact we are acting in the best interest of the client and the candidate, without that it all fall’s down.
This is your job, it is your responsibility to learn, to improve, don’t expect other people to take responsibility for you
It is your information on were to go and get the candidate from and your skill on extracting them, you should be controlling every move, the way information is released and the timing of that is half of this job.
It helps to think of this as a game, a game of chess for example, this will also help you stay objective, so when you do use the tools in this book they have an impact.
It is not your job to decide if this is a good move for the client or the candidate, they now themselves, it is your job to help them get past themselves, I.e. their fear or ego whatever it might be.
If you can’t “sell” a role to a candidate or a candidate to a client, ask yourself why?All these trick’s, sales technique’s, what ever you wish to call them, it is based on the fact we are acting in the best interest of the client and the candidate, without that it all fall’s down.
This is your job, it is your responsibility to learn, to improve, don’t expect other people to take responsibility for you
Your Attitude
This will have the largest influence on people both your colleagues and clients.
People always like a positive person, nobody wants to sit next to or deal with a person who makes them feel depressed.
If you are positive it will come back more often than not, but if you are negative it will come back every time.
Both positive and negative thinking is self perpetuating.Above all, negative people are boring.
Successful people are successful because they have decided to be.
Things can knock you back, make you move slower, but they can't stop you.
Other people who can’t do things will always say that can’t be done.
This does not mean you can’t do it.Everybody has stronger and weaker parts to their game, note what your weaker points are, understand them and why, but always work to your strengths.
If you do that the weaker aspects will get less and less.
Concentrate on your positives.
You’re attitude is your responsibility, your decision, your choice.
People always like a positive person, nobody wants to sit next to or deal with a person who makes them feel depressed.
If you are positive it will come back more often than not, but if you are negative it will come back every time.
Both positive and negative thinking is self perpetuating.Above all, negative people are boring.
Successful people are successful because they have decided to be.
Things can knock you back, make you move slower, but they can't stop you.
Other people who can’t do things will always say that can’t be done.
This does not mean you can’t do it.Everybody has stronger and weaker parts to their game, note what your weaker points are, understand them and why, but always work to your strengths.
If you do that the weaker aspects will get less and less.
Concentrate on your positives.
You’re attitude is your responsibility, your decision, your choice.
Introduction
This is your job
Your career
Your livingYour ticket
Your craft
So
Learn
Train
Invest
But most of all
Most of all
Care
Your career
Your livingYour ticket
Your craft
So
Learn
Train
Invest
But most of all
Most of all
Care
A Todd Curry Product
A Todd Curry Product
v.1
The Recruitment Handbook
The Todd Curry recruitment handbook is copyrighted by Todd Curry 2010 ©
The first section of this blog (which will be marked when finished section 1) is designed for people who have little or no knowledge of this profession beforehand.
The information in this blog comes from 19 years of experience, it is tried and tested, producing billing consultants from green in month 1, the highest biller was £9,623.54.
Section 1 has been kept quite loose, not too much information to take in, but still giving a structure to follow and enough information to do so.
Not knowing what to do next and sounding nervous only makes the job harder, by giving people direction with structure to work within, the fear factor can be dramatically reduced, this can then be a self for filling prophecy of gain confidence whilst leaving space to breath as well as learn, but most importantly take control.
v.1
The Recruitment Handbook
The Todd Curry recruitment handbook is copyrighted by Todd Curry 2010 ©
The first section of this blog (which will be marked when finished section 1) is designed for people who have little or no knowledge of this profession beforehand.
The information in this blog comes from 19 years of experience, it is tried and tested, producing billing consultants from green in month 1, the highest biller was £9,623.54.
Section 1 has been kept quite loose, not too much information to take in, but still giving a structure to follow and enough information to do so.
Not knowing what to do next and sounding nervous only makes the job harder, by giving people direction with structure to work within, the fear factor can be dramatically reduced, this can then be a self for filling prophecy of gain confidence whilst leaving space to breath as well as learn, but most importantly take control.
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