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Increasing Call Output
Across the board, you can get quantum increases to your production by making minor changes in three key areas related to your phone calling.
Let me explain it this way: Success in the third-party recruiting business can be summed up in mastering two concepts:
You need to reach people, presumably those who arenít looking, through calling them. When you call candidates, you will find that 2 out of 10 may be openly interested in discussing career change. (Thatís 20 out of 100. 2 out of 100 will be actively seeking change). Five out of 10 wonít be open to even discussing it with you. That gives you three out of ten who are on the fence. That means that half of the people you reach give you a decent shot at having a conversation about them considering other options.
50% - "NO! I'm happy where I'm at and I don't have time for this!"
30% - "I'm happy where I'm at. But I like you and will listen to you."
18% - May be open
2% - Active
Improve in these three areas:
- Improve in the amount of time that you spend on the phone. Increase your time on the phone and you will get better results. Expand your day by thirty minutes in each direction and you add half of a work week to your month. That gives you 20 hours of phone calling each month by doing this.
- Improve your call output ratios. Use the concept of throughput to measure your connects per hour. Use the Telephone Discipline Tool on my site to turn the arduous nature of cold calling into a fun game. Measure your hourly connect ratio by highlighting the boxes on the tool. You are now breaking down your day into hourly goals. Your entire year is made up of a series of well-executed hours. Each hour counts and you make the most of it by using this free tool. If you are currently making four connects per hour, you will increase your call output ratio by twenty-five percent if you can reach just one more person each hour.
- Increase your effectiveness of conversions. That means that through sales skills, you can move more people forward in your process through your persuasive communication. This is why I spend so much time in my training discussing the psychology of ethical influence, because so much depends on people hearing you, connecting with you, trusting you, and taking the risk of considering that what you are saying is true. Yes, of course, there has to be value and truth in your speech, but if you donít know how to communicate that in an effective and persuasive manner, then you will always fall short of what you could have become had you spent time mastering classical sales skills.
Remember, minor change in major areas is the essence of authentic achievement. If you look at this business as a system, and follow a paint by the numbers approach to doing it, then average recruiters can achieve the same production levels and billings as those with natural talent.
- Scott Love
Scott Love gives recruiters a step by step system that anyone can learn. If others can be successful in this business, so can you. As a consultant and trainer to the industry, Scott has helped organizations get better margins by improving their operational performance and client development strategies, and has helped recruiters to master the business and get better production with more peace of mind. Over 2,500 search firms and staffing agencies in sixteen countries have invested in their own performance improvement through his educational tools, seminars, consulting services, and training programs.
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Copyright © 2010 Scott Love