Recruiting Resources

Today’s guest blogger is Julie Parsons of Premium Consulting in Brisbane, Queensland, Australia. Julie is a member of the NPA board of directors. Premium Consulting is a boutique independent recruiting firm that provides professional and practical recruitment consulting advice specializing in retained recruitment, partial services, psychometric assessment and appraisals, outplacement and career counseling.

Work-life balance is being able to balance your personal life with your career. No one should sacrifice one over the other. Read the rest of this entry »

The book “Closing on Objections” was written in 1984 by Paul Hawkinson and is still a best seller today for independent recruiters trying to convince a prospective business to turn in to a client, or persuade a passive candidate to enter the job market through agency recruiting. These tips are useful for old professionals as well as those starting recruiting businesses that are determined to close the deal.

Recruiting and placement is the toughest sales job for the sole reason that it has two unknowns: the candidate and the employer. Closing a sale in recruitment is simply motivating, instructing, encouraging, and reassuring people that they have made the right decision by doing what you want them to do. Here are some highlights from the book that you might try to incorporate in to your closing practice.

The Tie-Down

These will come at the end of your sentence or presentation. You are able to tell the truth as seen by the client or candidate, thus having them agree with you as a response, which is a small victory because it gives you the “yes.” Read the rest of this entry »

Happy New Year! It is not a bad idea to set recruitment goals at the beginning of each new year. In fact, there is good evidence that indicates that those that set goals and then are held accountable are far more likely to hit those targets. I find that goals that are about new recruitment habits and behaviors are better drivers of results than those goals that define the result only without addressing the behaviors that help you attain new benchmarks.

Here are a few behavior-based kinds of targets to consider that will drive a positive result for your recruiting business in 2014:

Know when to say “NO” and do so more often. Read the rest of this entry »

Today’s post is courtesy of guest blogger Neil Lebovits. Neil Lebovits, CPA, CPC, CTS, before taking the industry by storm as a trainer and top class consultant, was a global president for Adecco, the world’s largest staffing & recruiting firm, where he sat on the global executive team. Previously, Neil was the president and COO of Ajilon Professional Staffing for North America, where he oversaw over 300 offices. Neil has done it all in the industry: permanent & temporary placement, sales, branch management, regional management, COO & president. He founded a leading industry training & development company, The Dynamic Sale, in 2009. Neil will be a featured speaker at NPA’s Global Conference in New Orleans, March 6-8, 2014.

Simply put and clinically proven…people buy for emotional reasons, but they justify it with logic!

Yes. People are persuaded by EMOTIONAL reasons and then they will try to back up their decision and prove it was logical. Yes, they really bought that Rolex for prestige and not because it’s so well made (even though it is well made). Therefore, you need to always be selling/ persuading using emotions! Sure, you need to continue to throw out the usual pros/selling points/logic…they’ll definitely need that!  HOWEVER, it won’t really persuade them. It will just provide the very necessary “justification.” Read the rest of this entry »

Today’s guest blogger is Meri Laird Jones of Davidson Laird, Inc., headquartered in Louisville, Kentucky with a remote office in northern Michigan. Meri is a current member of NPA’s board of directors. Davidson, Laird Inc. places technical, operations, sales and manufacturing professionals, primarily in the renewable energy, automotive, paint, plastics, chemical and processing industries.

Anyone in the recruiting business has probably heard: One thing for sure, candidates lie and clients lie. Read the rest of this entry »

Business networking is a socioeconomic business activity by which groups of like-minded businesspeople recognize, create, or act upon business opportunities. This has been pounded into our minds as a necessary tool for growing business and in general, succeeding in any type of venture. Recruiter networking is a subset of this, and critically important for sourcing candidates and new business opportunities.

Now, there are those people who seem to be the Hollywood actor of professional networking. It is as if a spotlight is cast upon them as they gracefully swagger around the room, kissing babies and shaking hands, causing smiles and laughter as they take on the evening. Read the rest of this entry »

NPA’s Independent Recruiter blog is going on hiatus until early January. Best wishes to all of our readers for the holiday season as well as a happy, healthy, and prosperous 2014!

In case you missed any of these, here are our five most popular recruiter blog posts of 2013:

5 Reasons Independent Recruiters Don’t Return Candidates’ Calls
Candidates are often surprised to find out that recruiters don’t work for them; recruiters work for clients. This post outlines 4 other reasons why you may not have heard back from recruiters. Read the rest of this entry »