Topic #1: Getting timely feedback from clients
Timely feedback is the lifeblood of any client relationship that leads to placements. Your ability to set the framework and expectations for communication will directly impact your wallet. Here are some ideas for setting the relationship up for success:
A script for pre-closing timely feedback with your clients:
“We want to fill this position for you with the best person available and do the best job that we can on your behalf. In order to do that, we are going to need your cooperation and timely feedback to let us know when we are on target and also when we are missing the mark. We give the highest priority to the clients that give us timely feedback. Our request is that we would hear from you within 24 after we leave you a message. This allows us to keep your search moving at full speed. Does this sound workable for you”?
What to do if you're not getting feedback:
Topic #2: The 3 Things that lead to Placements
What are the 3 things that lead to placements? Simple; Sendouts, sendouts & sendouts. Sendouts are more important than job orders or nearly any other part of the placement process.
Do you have trouble tracking numbers and staying focused on what leads to placements? If you answered "yes", you're not alone. Laser-like focus on sendouts can be the difference between mediocre production and exceptional production.
Here is a simple assignment for the next 90 days; just keep track of 2 things:
Think tank: If you typically make 1 placement for every 7 sendouts, all you need to do is get 14 sendouts per month and you'll make 2 placements/ month. At an average fee of $17,000, that would be $400K in production/year. Not bad, eh?
To stay focused, ask yourself this question every morning when you enter the office, "What’s the fastest way to my next sendout?"
- Gary Stauble
Gary Stauble is the Principal Consultant for The Recruiting Lab, a Coaching Company that provides Recruiting Professionals the Training, Tools and Systems to make More Placements with Less Effort. Gary offers several Free Special Reports on his website including, “$1 Million Time Management”, 15 Critical Candidate Questions” and “The 3 Things that Lead to Placements”. Get your copies now at www.therecruitinglab.com.