Ask Barb: Phone or Facebook?

Dear Barb:

My recruiters are convinced that clients want to communicate by email, text, and IM vs. telephone conversations. I still think we should pick up the phone and have conversations with our clients. They [the recruiters] spend most of their time on Facebook and LinkedIn and are rarely on the telephone. None of my sales team are hitting their production goals, which is why I’m reaching out to you. I don’t want to be old-fashioned and dated, but when we picked up the phone – we hit our goals! My team likes your NOBSNewsletter and respects your opinion so I’m putting this ball in your court to answer. Thanks!

Michael P., San Jose, CA

Dear Michael:

Recruiting has been, is, and always will be a relationship building business. It’s difficult to build a relationship communicating only by email, text, or IM. I believe you have to use all means of communication, but I also believe every third contact should be a telephone conversation! In this competitive market you want to elevate your client relationship from “one of many vendors” to the status of “trusted advisor.”

Clients will give more business to individuals they trust and like. The more you allow clients to talk about themselves, discuss their challenges, or complain – the more they will like you! You can pick up buying signs or issues during a phone conversation that you can’t in an email. When I speak to audiences of Corporate Executives, one of their biggest complaints is they only hear from us when we want something. I explain that we are workforce/workplace experts and they find that surprising. It’s important that we communicate consistently with key accounts whether or not we are working on a current opportunity.

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Regarding Facebook and LinkedIn… LinkedIn is valuable if utilized properly because you can learn inside information about companies and connect with prospective candidates and clients. However, unless you are a full time researcher or sourcer, research on Social Media sites is not done during prime time. As an owner, I will never believe that having Facebook minimized on a computer is in my best interest. Facebook is normally used to play with family and friends!

Some of you may think it’s old-fashioned to pick up the phone and have a conversation, I’m telling you it’s the most effective way to consistently hit your production and income goals! I agree with you 100%,Michael!

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


3 Comments on “Ask Barb: Phone or Facebook?

  1. Wow, if I told my boss that I was recruiting by only using Facebook and/or LinkedIn he would slap me. Pick up the phone. I find that the more I am on the phone, the more good things happen!

  2. I average 60-80 calls a day. Im big on social media, but the reality is that you need to pick up the phone and talk to people or at least leave voicemails. The way I look at it…each voicemail is comparable to a Radio Ad. By the time they hear it 20 times, they’ll be calling you for your services.

  3. I billed $823,000 last year and so far this year I’m at $298,000. I make 10-15 calls per day and spend roughly 80% of my time on the internet; I’m rarely on the phone – maybe 1 hour per day.

    This approach may not work for everyone, but it’s been successful for me and everyone in our office.

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