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The Fordyce Letter

Straight Talk for the Recruiting Profession


Articles tagged 'Relationships'

Cold Calling, Jeff's On Call!, Relationships

How To Turn Client Criticism Into A Win



Placements and the law logo

Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter burnout, limits options, stifles creativity and results in low self-esteem.

That is why overcoming objections is such an important part of any placement training program. But overcoming objections doesn’t overcome the effects of destructive criticism. This PTL column will show you how to do so and improve your bottom line.

Let’s start with your role in the placement process. With few exceptions, the relationships between the recruiter and the client are transitory. You’re in a “what have you done for me lately” business. You’re only as good as your last placement. Don’t perform, suffer a massive ego stroke, or overcharge and you’ll be history. This is a reality of business; it’s a value-for-value relationship. That’s why you charge for your services, and that’s why they pay. For this reason, satisfied clients are the key to a satisfied, successful you.

Ask Barb, For Managers

Forget Control. Think Rapport



Ask Barb

Dear Barb:

I’ve owned my business for over 25 years and have always been successful at developing client and candidate control. That has not been the case recently. Our candidates and clients are changing their minds more than ever before. It’s become impossible to control their actions.

Sylia D.
San Jose, CA

Dear Sylia:

I have never believed that we can control clients or candidates. What is effective is your ability to develop rapport based on trust. Technology and the availability of information and networking has made it easier for our candidates to find other opportunities and our clients to identify other resources.

Uncategorized

Learn to Be Charismatic and Sales Will Follow



2 minute recruiting

Recruiters who possess a high degree of self-confidence and charisma tend to dominate their market and out perform their competitors. They negotiate higher fees, gain access to elite clients, and land highly sought after retainers. Much of their marketing is done for them; new clients seek them out because their reputation precedes them.

Charisma gets people to like you, trust you, and want to be led by you. It can determine whether you’re seen as a follower or leader, whether your ideas get adopted, and how effectively your projects are implemented. It makes people want to help you achieve your goals.

But what if you don’t consider yourself naturally charismatic? What if it seems like a magical quality that only a lucky few are born with? I recently created a seminar called “The Charismatic Recruiterbecause, the truth is, most of us (myself included) don’t feel that we possess this innate charm that draws people to us naturally.

Candidates

Want to Recruit Me? Here’s What It Takes For Me to Respond



fordyce-default

bigstock-Job-Employee-Man-Candidate-Sea-8608360I recently met a “very placeable candidate” (some call them most placeable candidate) and gained intriguing insider knowledge that will show you how important trust is between a candidate and a recruiter.

To give you an overview, a VPC has great technical, communication, and leadership skills, with a personality that fits well with any company. Recruiters love meeting VPCs, but we also know they are called and emailed by many recruiters – constantly.

The VPC I connected with said she receives 50-100 calls andemails each week from local IT recruiters. I had to ask, “What do you with all those calls and emails?”

Relationships, Viewpoint

If All You Want Is To Sell Me, Don’t Bother



fordyce-default

Vendor: A person who sells something

Partner: An ally or companion

What’s the difference between a staffing agency being a vendor or a partner?

The key is how both hiring managers and agency recruiters respect the relationship. Hiring managers can’t get upset at the quality of candidates they receive when they treat recruiters like dirt. And staffing agencies cannot be upset when they treat the recruiting process like a sales transaction.

Ask Barb, Relationships

It’s Not Control; It’s A Relationship



Ask Barb

Dear Barb:

How can I establish candidate control faster? My candidates are not providing me with information; they are not calling me back after interviews, and seem to change their minds on priorities without informing me. I’ve had three offers turned down in the past 30 days. I’m tired of working for nothing. It’s almost like this younger generation has no respect for what I can do for them, and think they know more than me.

Sylvia M., Atlanta, GA

Dear Sylvia:

First of all, I don’t believe you can establish candidate control.

Ask Barb

Your Candidates Want Choices



Ask Barb

Dear Barb:

I feel more and more that we are competing with the job boards, LinkedIn and social media for our candidates. By the time we get them through an interviewing process, they’ve found another job. I’m not seeing all of this technology as helpful. I’m seeing it as a threat. How can we compete, when it’s so easy for our candidates to find interviews on their own?

Susan P.

Ft. Meyers, FL

Dear Susan:

Business Development, The Business of Recruiting

7 Steps To Saying Yes When They Ask “But Can You Deliver?”



Stairway up - freedigital

Stairway up - freedigitalIn the press to take advantage of the slowly improving economy, a growing number of recruiting and staffing firms find themselves over-selling and under-delivering. Consequently, clients are receiving inconsistent results and the quality of service standard for our industry is falling.

In response, prospects as well as clients are increasingly asking, “But can you deliver?”

You must carefully consider your response to this question. Companies are frustrated by sophisticated sales presentations that have little real relevance to the actual delivery of services. With minor modifications, they have already heard most of these presentations from your competitors. Therefore, you must ask yourself, “Can we deliver every time, on time, without exception?”

The answer can be “Yes.”

How-To, Viewpoint

There Is Not a Meeting In the Ladies Room



Business women

Business womenWhen my friends at The Fordyce Letter suggested that I write an article about specific issues facing women business owners in the recruiting industry, my first thought was, “Okay — I’m a woman. Glad they noticed.” It’s also true that I have owned a successful recruiting firm for almost 20 years. Then I tried for a month to sit down and commit something to paper that fit the bill.

The difficulty for me is that I don’t think in those terms. I was raised in a fairly average middle-class family and we all worked. We were taught the value of establishing a good work ethic and that you could go as high as the next guy if you applied yourself, worked hard and worked smart. Understand, these values were not presented as some sugary “girls can do anything boys can do” philosophy. Gender was literally never factored in. All I ever heard was hard work equals success — period. So when first entering the workforce, it never really occurred to me that being a woman could somehow be a hindrance to achieving my goals.

Business Development, Cold Calling, How-To

If the Front Door Doesn’t Open, Try Going Around Back



Listening ear girl - free digital

Spying eye - freedigitalThere are numerous definitions for the term “back channels” if you were to look this up on the internet. A back channel can be as simple as students or conference attendees using IRC or instant chat to discuss a lecture among themselves. The lecture or talk is the “front channel” (formal presentation) while the chatter being the back channel.

A back channel can also be attendees of a webinar or conference posting comments to each other as the speaker is presenting.

Taking a publicly posted commentary on Facebook, and continuing the dialogue on instant messaging (Facebook messaging) can be another back channel. I’d venture to guess there’s more dialogue going on via private messaging than there is in the visible status update sections as behind-the-scenes people are willing to divulge their opinions more openly and discuss topics of a sensitive nature.

As a result the conversations are often livelier and more informative in the back channels than they are in the formal mode. The military and federal government state departments use back channels for obtaining tips from informants.