“Often, I donâ€™t think recruiters are being honest with themselves,” says Fisher.
“When recruiters get a job order, they want to start working on it. Theyâ€™re afraid to ask the questions to qualify the order, because if they ask those questions, they may find out that the order isnâ€™t qualified. Then, they are back to making more sales calls. So they trick themselves into working job orders that arenâ€™t real,” he says.
Other advice that Davis and Fisher share in the Bullhorn report is to recognize that fee resistance might mean you are talking to the wrong person — it is vital to speak to the proper person when dealing with larger accounts because in this economy, it is not the time to work harder to make less money — and to set clear standards when qualifying a hiring manager for your CRM.
Download Part 1 here to read the entire report.