The savage truth is that most recruiters have no idea how to build relationships with their clients, nor how to develop business opportunities through their day-to-day interaction with customers.
It’s an ironic tragedy, but the more technology we have available, the less recruiters actually use that technology to connect with clients and candidates in a meaningful way.
Walk into most recruitment consulting offices now days, and its like walking into a typing pool. Everyone bashing away at emails, texts, and social networking updates.
Now here is the point. About 70% of the e-mails we send are unnecessary, or at least the message could have been better delivered verbally. Sending email is a missed opportunity much of the time. It’s also supremely unproductive.
Recruiting is about relationships. Selling is about hunting, persuading, seducing and consummating. Email is bland, annoying and often not read by our clients.
Please do not misunderstand my message here. Email and the newer technologies and communications platforms have incredible application and I use them all the time. I am after all engaging with you via a blog and via a video too, right now. But I keep asking myself “what outcome am I trying to achieve, and am I more likely to achieve it by phone or face-to-face?”
Our job as recruiters is about compelling people to action. What we do, or should do, is create outcomes and facilitate decisions. Email does not do that. Your job is about selling, understanding and building trust. Email does not do that.
Success in recruitment is about connecting. Technology is an enabler. If you want to compete, make sure you and your team talk to clients and candidates on every possible occasion. Ask questions, listen actively, and solve problems.
Challenge people in your office. Why send an email? Why not pick up the phone or even go and see the person?
Less email, less typing, less laptop, less desktop. More talking, more listening, more asking, more necktop!
- Posted by Greg Savage
- On August 17, 2010
- 5 Comments