Letís say you made a killing on Wall Street, and youíve got a fat wad of cash in your pocket. Do you carefully manage your new capital gains---or fritter the money away? The answer should be obvious.
Yet, recruiters squander their hard-earned assets---their candidates---every day, without even realizing it. They work hard to identify qualified people and then proceed to alienate them on the first telephone contact.
In sales, this is called "burning a lead," and it's a cardinal sin. Why? Because each candidate is precious, and can open a wide door of possibilities, none of which can ever be realized if the recruiter fumbles with the key.
The Irony and the Ecstasy
Electronic recruiting is revolutionary, in that it gives us the means to quickly find, attract and evaluate prospective candidates. But after all is said and done, recruiting is inherently a value-added function. In other words, it takes considerable training, skill and insight to consistently transform a mountain of data into an employment transaction; and it serves little purpose to harvest a bumper crop of candidates and then damage the goods in handling.
As a recruiting manager and trainer, I see the symptoms of ineffective first-call presentations all the time. Itís downright painful to witness recruiters who:
The irony is that the ability to locate a candidate often exceeds the ability to recruit the person. Which is too bad, because a weak presentation not only snuffs out a potential placement, it wears out your welcome and fatigues your candidate base.
Learning the Tricks of the Trade
By contrast, the best recruiters I know are those who build relationships on the strength of their very first presentation of the job opportunity. Here are their secrets to success:
By assimilating these techniques into your recruiting vocabulary, you can maximize your first-call impact and turn one-night stands into beneficial, long-lasting relationships. Remember, a powerful presentation is what makes the difference between a data-gatherer and a fully-functioning recruiter.
- Bill Radin, President