Another one bites the dust. This guy has been doing this business for yearsâ€¦in fact, 27 years, to be specific, which puts him in the top 1% in the nation for tenure, and probably for career cash in as well. He was â€œretiring,â€ nothing wrong with that, but it was the way he was retiring which made me sad. He was going out the same way that washed-up prizefighters usually go outâ€¦beat up and defeated.
â€œNeil, I just cannot get the activity levels going which I used to do. For the last year, my sendout activity has been in the trash. I used to generate at least five first-time send outs per week. That dropped to three just six months ago, and one or two per week over the last three months. Itâ€™s time for me to go. I used to say to myself that itâ€™s the economy, but I was kidding myself. Now I know the real reason I am not producing.â€
I responded, â€œIf you do not answer email then you are probably still kidding yourself.â€
This friend of mine replied, â€œBingo!â€
The inventor of email was probably someone who hated salespeople in general, and our industry in specific. Got placed by someone he thought was a little too aggressive, or was a hiring authority who wanted to drag his feet, so he figured he would invent a way to get back at us.
The irony is that this person probably thought he was on to a good tool, which employers and candidates could use to hide effectively from our telephone calls.
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However, if he was REALLY smart, he knew human nature, and how most salespeople would follow a path of least resistanceâ€¦and choose email, their own poisonsâ€¦rather than do the tough thing and make phone calls.
I know at least 10 previously very big-billing recruiters who fell into the email â€œaddictionâ€ and, like a drug abuser, it sent them into a living hell and out of this business. Donâ€™t become one of emailâ€™s victims.
Email is the classic case of confusing activity with productivity. Remember to never use email in this business for anything related to selling. That means 95% of everything you do should not involve email. Additionally, only use email before work and after-hours. There is nothing on email that cannot wait until after telephone time. Instead of answering emails with emails, why not simply call that person and get it over with immediately?