Finding Employers

Employers Overview
Before we make our first telephone call, we must first establish whom we are going to call and how. One of the most important things you can do in this business is to establish a specialty in which you would like to focus. For example, you may choose to focus or specialize in placing Human Resource Professionals throughout the State of New York. Or, you may choose to focus in placing Real Estate Attorneys throughout the Western United States. Some recruiters will go as far as choosing a specialty such as, placing Corrugated Box Sales Representatives to corrugated box manufactures throughout the United States. The danger with having a general specialty (i.e. placing accountants) is that you will never be specific enough and you will find yourself working on jobs and speaking to people who don't necessarily help facilitate your work....Keep Reading

The Marketing List
One of the best ways to find out which companies are hiring is to go through the “help-wanted” section in your Sunday newspaper. Also, you can go to the Internet and surf the job boards. Your job as a recruiter is to become familiar with the Internet job boards that focus in your specialty. However, it is important that you don't make the Internet your only source for finding available jobs. Not only because you will be competing with the candidates the clients are able to source on their own; but you will also be competing with the other recruiting agencies that choose this method to source potential clients....Keep Reading

The Gatekeeper
As we have discussed, if you are going to specialize in placing accounting professionals, then you would want to contact the Controller or CFO. Obviously, since we do not specifically know the name of the person we are trying to reach, the receptionist will have three questions for us. 1 - “Who are you?” 2 - “Who are you with?” and 3 - “What is this in regard to?” I have found that if you take away the first question, oftentimes the receptionist will forget to ask questions two or three. If the tone of your voice indicates that you are a professional calling another professional, they will usually transfer the call with no questions asked. However, if they do ask what your call is in regard to, say that it’s a personal business call, because it is about “business” and it is “personal”....Keep Reading

The Marketing Call
The introduction to the marketing call is very critical because it sets the tone for the entire presentation. In theory, there are three different reasons you might call a potential client. For example, a company may run a help-wanted ad in the newspaper or online and you may call to introduce your services. Another example would be if you were to cold call potential clients from the yellow page ads to introduce your services. And, the last scenario would be for you to market a candidate to a list of potential employers in hope that you might find a vacant position. My experience has been that the most effective way is to market a candidate to a list of potential employers....Keep Reading

Recruiting Objections
Before you can resolve an objection, you must know what techniques are available and when you should use them. For example, restating the concern will cause the client to explain in greater detail what they truly meant, which will result in clarification. If the employer says, “we don't pay fees”, the recruiter can respond by saying, “do you mean that you don't pay fees for accountants, but you pay fees for other positions?"....Keep Reading

Future Business
Once you are able to determine that no current needs exist, you must be able to assess for business in the future? There will be rare situations when the company may truly not have any positions available at this time. Once you are able to determine that the potential client truly does not have a need, you will want to move into asking qualifying questions. Again, the reason a company will use your service is because you take the time to build a relationship of trust with them. If you ask proper qualifying questions, not only will they give you more information about the company, but also it will assist in building rapport with the contact. Try not to sound too robotic when you ask the following qualifying questions:...Keep Reading

Marketing Multitasking
When we speak of multitasking, we are simply stating that any call whether it be; a marketing call, reference check, feedback call after an interview, or a follow-up call after a new employee has started, or any of the other multiple calls, it should be viewed as an opportunity to sell. It shouldn't be scripted or structured but it can be something along the lines of:...Keep Reading