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December 13, 2017

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Getting Timely Feedback From Clients

2 Minute Coaching Tips

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:

  • Pre-close the issue of timely feedback: “The clients who get the full focus of my team are those who respond and give us feedback”.

  • Set the tone early in the relationship: Your clients will treat you the way you teach them to treat you.

  • Let them know the 3 reasons why you’ll call: Either to clarify specs, present someone, or ask for feedback.

  • Get interview times in advance.

  • Ask them to notify you of any changes so that you can pace yourself.

  • Pre-close this topic of timely feedback with candidates too.

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:

  • Re-close: “The clients who get the full focus of my team are those who provide us with timely feedback. I want you to be at the top of our list.”

  • Remind them of what schedule they committed to if they flake out.

  • If they are not responding, be clear on the fact that the search is on hold until you hear back.

  • Email a request to schedule a 5 minute phone meeting.

  • Let them know their decision making and timeliness are being observed by the candidate.

  • Make 2 calls then send one fax. If they still don’t respond, move on.

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:

  1. How many sendouts (interviews) am I getting each month?

  2. On average, how many sendouts does it take for me to make a placement?

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.