Nine changes recruiters must make - now!

Nine changes recruiters must make – now!

Everyone is telling recruiters they need to change.

Hey, half my blogs touch on the same theme!

So, you might be thinking, “OK, I get it. Change is key. But specifically, in what areas is this change meant to take place?”

Good question!

Well, luckily, we have The Savage Truth here to tell you 🙂

In my opinion, this is where you should be changing the ways you have always worked.

How you find candidates. Don’t rely on Job Boards and LinkedIn. Sure, use them if they still work, but increasingly they will let you down. You need to be a skills-hunter (candidate identification through highly sophisticated sourcing tactics), and a talent-magnet. (The best talent comes to you, because of reputation, brand and thought leadership, driven by social and digital content).

How you win clients: Most of our business development tactics are from the eighties, or earlier! The world has changed. Blind, untargeted, cold-calling is ineffective. You know this. We need to learn new techniques, including building personal brand, sophisticated networking, and social-selling.

How you engage: Get your hand off it! Your keyboard that is. Let’s have less desk-top. Less lap-top. More neck-top! Of course we must harness the best cutting-edge technology, but please, stop hiding behind technology, dumbing down recruitment, and decreasing our value. Insights and advice and process management is where the money is, so build partnerships and hone influencing skills.

How you sell. The future is social-selling. Don’t misunderstand me. Please. You still sell. You still open doors. You still make calls. You still meet prospects. The cold-call used to be the conversation starter. Now, social selling, via brand, content, social, online engagement, is the conversation starter, but it does leverage into a telephone conversation or a face-to-face conversation.

Stop doing what does not work. Blind cold-calling, spamming people on LinkedIn, screening thousands of irrelevant job-board candidates, writing bland, cliché-ridden ads, endless internal meetings about shit. I am not telling you to work harder. I am asking you to work smarter.

Screen Shot 2017-02-19 at 2.20.36 pm

Your self-image. What I mean here is your belief in what you are and what you can offer. Grow your recruiter equity. If you behave like a loser, you will become a loser. A good recruiter does good things. Something to be proud of. We find people work. We help companies succeed through talent. We do it better than anyone else. Stand tall!

Your public image. I am telling you true. Your personal brand matters. It starts with how you treat people in real life. That is the birth of your reputation. But then it is amplified via digital and social. Work it!

The type of business you accept. This has to change too. Have some pride. Reject crappy margins and clients that treat you with disrespect. Be smart; don’t race each other to the bottom by competing on speed and price.

Your ‘value’ to customers. What they will pay you for has changed. Ask yourself. Do you give your clients résumés? Or do you give them insights? And in the end, the only recruiters who thrive are those who can find candidates for their clients that those clients cannot find themselves!

Nine fundamental shifts in the way we operate. Start now

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With much appreciation to

2cloudnine      JXT      Hirabl

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About Greg Savage

Over a career spanning thirty years, Greg Savage has established himself as a global recruitment leader. Greg is a regular keynote speaker at staffing and recruitment conferences around the world.

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9 Responses to Nine changes recruiters must make – now!

  1. Terry Edwards February 21, 2017 at 9:56 pm #

    Greg

    I reckon that is one of your best blogs..

    Awesome and spot on

    Keep em coming

    Terry

    • Greg Savage February 21, 2017 at 10:09 pm #

      Thanks Terry… much appreciated….

  2. andrew brindley February 21, 2017 at 10:36 pm #

    Great points Greg, you are a great reminder of what we should be doing, I now need to write a more frequent blog!

  3. Daniel Walker February 22, 2017 at 7:19 pm #

    Very good article Greg

    I struggle to find blind cold calling ineffective. I still call people up and gain attention, high levels of interest and desire and build excellent relationships off of my first cold call within seconds, not always, but a lot of the time and then over a few more calls and if not the first, they take action.

    Not sure how to explain it so well in words but this is what I’m still building all of my business on and it is working.

    I definitely could do with more digital and social media content though of course.

    Thanks Greg
    Daniel

    • Greg Savage February 22, 2017 at 7:54 pm #

      Thanks Daniel, if cold calling is working for you.. of course.. continue! You must be very skilled at that, so no need to change. But I would recommend building other channels in parallel as I suggest in the blog, Cheers Greg

  4. Helen February 23, 2017 at 8:19 pm #

    Superb article Greg – as ever, thanks for your wisdom!

    • Greg Savage February 24, 2017 at 10:39 am #

      Thank you Helen, much appreciated

  5. Anthony Hesse March 1, 2017 at 2:38 am #

    Excellent stuff Greg, as always.
    I completely agree with everything you say, especially about using the phone rather than email. I’m not sure if it is just me, but I am finding it harder and harder to get people to actually come to the phone these days, and I’m talking about people I know and have a relationship with. Having tried a couple of times to no avail, it never ceases to amaze me that a quick email gets an instant response – grrr!
    Cheers,
    Anthony

  6. Nicole Harlow March 9, 2017 at 1:53 pm #

    Great article Greg, looking forward to more insights at the RCSA event tomorrow in Sydney! I love the point about the type of business you accept. To me it speaks volumes. Take pride in the value you bring to your clients rather than bottom feeding!

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