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The Fordyce Letter

Straight Talk for the Recruiting Profession


Ask Barb, For Managers

How Do I Get My Recruiters Back On the Phone?


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Ask Barb

Dear Barb:

How do I get my recruiters to get back on the phone? All they do is email and text which is not the best way to build profitable relationships. They tell me I’m old fashioned, but we are not hitting goals set. How do I prove the value of calls?

Steven M., St. Louis, MA

Dear Steven:

You are in a position of strength, because production goals are not being attained which also means income goals are not being hit either. If you can show your team the WIIFM (What’s In It For Me) of talking with clients and candidates vs. email, results will change.

Often, it is fear or a lack of knowledge that prevents your team from making calls. Provide consistent training, scripts, role play objections and responses and help build confidence based on knowledge. As their confidence and results improve, sales and income will, too. Once this happens, you will not have to prove the value of making calls.

Barbara J. Bruno, CPC, CTS

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 support@staffingandrecruiting.com.