1. Donâ€™t try to fill every job:
â€¢ Top recruiters are at peace with the idea that they canâ€™t place every candidate and they canâ€™t fill every job order.
â€¢ Managers: Require rookies to get permission to work a search.
â€¢ Pre-close: hiring process, urgency, what happens if it goes unfilled?
â€¢ Focus on marketing stars rather than filling orders.
â€¢ Get comfortable saying â€œno.â€
â€¢ Know your target: if youâ€™re a micro firm, go for higher end searches where you can have an impact. If youâ€™re a mid sized firm, you can target mid-level searches with lots of openings where you can tag team.
2. Label each job order as an A, B, or C:
â€¢ An â€œAâ€ must have: Cooperation, urgency & marketability.
â€¢ For every 15 orders that you write, maybe 5 will be worth a full search.
â€¢ Put these on a white board.
â€¢ Label your candidates too. Screen thoroughly.
3. Require Timely feedback:
â€¢ Pre-close timely feedback: â€œThe clients who get the full focus of my team are those who respond and give us feedback.â€
â€¢ Your clients will treat you the way you teach them to treat you.
â€¢ Let them know why youâ€™ll call: Either to clarify specs, present someone or ask for feedback.
â€¢ Ask them to notify you of any changes so that you can pace yourself.
â€¢ Pre-close this with candidates too.
4. Address any lack of feedback:
Article Continues Below
5 Ways to Hire Like It’s 2021
â€¢ Remind them of what schedule they committed to if they flake out.
â€¢ If they are not responding, be clear on the fact that the search is on hold until you hear back.
â€¢ Let them know their decision making and timeliness are being observed by the candidate.
â€¢ Make 2 calls, then send one fax. If they still donâ€™t respond, move on.
5. Get concrete commitments:
â€¢ Get interview times in advance.
â€¢ Add â€œclient responsibilitiesâ€ to contract.
â€¢ Get exclusives/containers.
â€¢ If nothing else, get a $2,000 engagement fee.
â€¢ Schedule follow up calls while your client is on the phone.
Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. Gary offers a FREE special report, â€œThe Search Process Checklist: a 17 step recruiting toolâ€, on his website. Get your copy now at www.therecruitinglab.com.