Barbara Bruno
on Nov. 2, 2011
Dear Barb:
For the past sixty days I’ve been using the voicemails that you suggested leaving for both marketing and recruiting presentations. It does work to get clients to call me back. In fact, I now have an 80% call back percentage. However, one of my prospects, a VP of HR, was upset when she realized I was a recruiter. She insisted on knowing the reason for my call and who referred her to me. How do I overcome this type of reaction?
Jill F., Springfield, IL
Nate Elgert
on Aug. 2, 2011
To commemorate the fifth anniversary of my career in recruiting which recently passed, I am sharing with you over the coming weeks the five biggest learning lessons I’ve experienced thus far during my time at the Aureus Group. Last week, I discussed a search that took me through a full year of heartache and toil before I tossed in the towel (and by the way, the ‘client’ is still working to fill that vacancy!).
This week, I bring you…
Amybeth Hale
on Jan. 7, 2011
Would you hire this guy?
http://www.youtube.com/watch?v=hxtRCXhi5E0
His qualifications include:
He needs:
He will:
Have any of you ever received a voicemail like this?
Steve Finkel
on Sep. 21, 2010
The following letter was sent to the Editor by regular Fordyce contributor, Steve Finkel, in reference to an article by Jim Domanski from the September Fordyce Letter print issue titled The War Against Voice Mail – Part I: 11 Sure-Fire Ways to Get Past Voice Mail and Reach More Decision Makers:
Dear Amybeth,I would like to compliment you – and quite obviously the author – for the exceptional cover article in the last issue of The Fordyce Letter (“The War Against Voicemail”, by Jim Domanski).
Our industry is sufficiently different from all others that practitioners should mainly rely upon the best industry-specific training to enhance production. Nevertheless, there is no doubt that in some areas effective business-to-business techniques transition to our industry exceedingly well. Mr. Domanski’s article on voicemail is a good example of this.
TFL readers might also be interested in a book on a similar subject entitled “I’ll Get Back To You! 156 Ways to Get People to Return Your Call” by noted sales author Robert Shook and public relations expert Eric Yaverbaum. This book may be out of print at this time, but a glance at Amazon would reveal quite a number of used copies available. I would venture to say that there is no one in our industry who can read this exceptional book and not benefit significantly.
Again, my compliments on an exceptional article by Mr. Domanski. There is much to be learned in some areas from non-industry authorities and this is a good example of that fact.
Most cordially,
Steve Finkel
Professional Search Seminars
St. Louis, Missouri
If you have a letter for the Editor, please email it to amybeth@fordyceletter.com
Neil Lebovits
on Sep. 21, 2009
Dear Neil: My greatest challenge is in securing job orders. Specifically, how can I go about getting more returned calls from my clients when I leave voicemail?
Here is one sure-fire tip to massively increase your call backs. It is quite simple: take advantage of the fact that you are a recruiter!
Your product is a person (as is, of course, your prospect). ALWAYS (especially with C-level or higher targets) start your call as a recruiting call. Yes, even if you are calling HR and don’t place HR people. You can always market them if they are good. This is great when trying to reach the line. You can easily leave a very cryptic/mysterious message.
For example:
“Hi, Neil. I was referred to you and thought we ought to talk. I don’t want to leave a message about the subject, please call me back at 555-123-4567.”
Of course, if you weren’t actually referred to them, then skip that part. You can still just let them know that you have something to discuss that you’d rather not leave on voicemail. There is nothing wrong with this and who will NOT want to see what this is all about?
I have been told by some that this is a ruse. It is not! Everything you say is true. You are going to recruit them (or try to, which is something you should always be doing anyway).
When they call back, you will explain who you are and why you wanted to be very professional and cautious with them during the message. Recruit them. Make it about them. Then, after the initial conversation, turn it into a marketing call or call back later. The gate will be open! I am surprised how few people do this all of the time!
Try it, you’ll like it!
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