Today’s guest blogger is Bill Benson with WilliamCharles Search Group located in Grand Rapids, MI. WilliamCharles is an executive search and professional recruiting firm specialized in finding managerial and executive talent in finance, HR, operations, sales/marketing as well as president/CEO roles. They have a concentration of clients in Michigan but they also work across the US. Bill is the secretary/treasurer of the NPAworldwide Board of Directors. In this post, Bill shares some tips for new recruiters that he wishes he’d learned earlier in his career!
Do you sometimes wish you could go back in time and apply what you know now? I’m not talking about high school dating! Let’s help the newer readers in the audience by sharing some tips for new recruiters. Here are a few of mine:
Retainers are available. ASK FOR THEM! You can do this with previous contingent-only clients. You can do this mid-search on difficult assignments. You can do this to test the seriousness of the client. Nothing ventured, nothing gained. Maybe they will give you an exclusive. Usually when someone says no, they *will* say yes to something else. Just do it.
Ask for testimonials. I have filled hundreds of positions. I wish I had hundreds of testimonials. They become your most powerful tools in developing business.
Say no more often. Some clients, jobs, and candidates are a waste of time. It is okay to say no. All you have is your time – so protect it.
Consult, rather than service clients. Explain your process to the client rather than letting them determine the process. You are the expert! You also gain influence when you are direct. Remember that listening and asking questions is more powerful than pushing information.
Candidates and monkeys. Don’t let the candidate put the monkey on your back. Have them call you to keep in touch. Have them call you after interviews. Have them answer questions in writing to help you with their submission. Tell them a good offer — or any offer — depends on how THEY perform on the interview. Put the monkey on them.
Use the take-away. Take the job away from the candidate. Take the candidate away from the client. Sometimes subtle and sometimes overt, but keeping this tool handy is necessary. If they let you take it away, then you never had it.
Set phone appointments. I have found the best way to manage my time and stay on the phone is to use email and texts to set appointments. This helps eliminate phone tag and it makes your time look more valuable. By the way…your time is valuable!
Develop trust. Trust is developed when the other party believes you are looking out for their interests or the collective interests rather than your own. This happens when you listen to them and demonstrate understanding around their concerns and preferences. Take time during the evenings to talk to your best candidates and listen. You can’t develop trust over email!
What personal best practices, words of wisdom or other tips for new recruiters can you share?