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The dumbest thing a recruitment manager ever said to me.

It was one of the million cups of coffee I have with recruitment company owners every year.

And don’t get me wrong. I love those meetings. This is where I learn, and keep my finger on the pulse.

This particular guy wanted to talk about business development. He needed to crank up client acquisition. The pipeline was drying up.

He was an old-school sort of guy, (not old, he is 20 years younger than me at least), so he soon expressed his love for a good KPI. I took no umbrage. I believe in measurement too. And I believe in activity. But I believe in smart, quality activity.

He was quick to tell me that his recruiters were tasked with hard-core cold calling targets. He was proud to elaborate.

“In fact we demand 100 cold calls made a day. Measure it closely too’, he beamed.

I asked. “How is that working for you?”

His reply was both predicable and shocking, and I quote verbatim.

“Pretty shit actually”, he said, “but don’t worry, I have a solution!”

Now I leaned forward. This was good. He had some fresh ideas. I could learn something new.

“Yes“, he said, as he sipped on his soy latte in the Westin Hotel coffee shop, “we have upped the KPI to 150 calls a day”!

He leaned back and smiled broadly.

I could not help myself. I gave him both barrels.

Something along the lines of, “you have proved what does not work, so you ask your frazzled recruiters to do more of it! You grind them into the dust, destroy their morale, and waste their expensive time, on a tactic that is not working?”

He was unperturbed.

“But Greg, for every 100 calls we make we get a lead. So if they make 50 more, we may pick up another one!”

I am all for smart business development, and I love the use of the phone, but lets get smart about turning cold calls into warm calls. Let’s use social media, and specifically social selling, to turn a closed door into a half open one. There are a hundred ways a call can be finessed to create rapport, have a reason, offer value, follow up a previous engagement.

We need to use automated marketing and predictive analytics to connect with people who want to hear from us.

The ‘have you got any vacancies’ call is past it’s use by date. If you actually ever get to speak to a prospect at all!

 

Blind untargeted, mindless cold calling is in reality a race to see who can piss-off the most prospects.

This is the biggest issue with some recruitment leadership the world over.

No innovation. No fresh ideas. Worshiping on the alter of tired old tactics that were only marginal in a business world that has long gone. And ineffective, even damaging, now.

There is a lot of criticism of slow to adapt recruiters as the world changes about us. But really, the bigger issue is leadership.

We want recruitment leaders with high ‘Change Intelligence’, willing to disrupt old ways, and try new ideas.

Recruitment is not only about sales. Selling remains absolutely key, but it’s about smart marketing too.

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  • Posted by Greg Savage
  • On December 5, 2017
  • 13 Comments
Tags: Employee engagement, managing stress, recruitment, Social recruiting

13 Comments

Chris Heswall
  • Dec 5 2017
  • Reply
150 cold calls a day per recruiter, seriously..... ?? Think of the time wasted leaving voice messages, yet no time to build relationships, source candidates, or importantly, make fees! How do they still have a business... ?
Digby Ross
  • Dec 5 2017
  • Reply
Nice one. And speaking of the number one, you only need to make one call to get one lead, if it's the right call. But it's not just the recruitment business. Currently I am working in a CFO role, and I had some Inside Sales guy from some office supplies company sending me multiple emails and calling me multiple times, to try to schedule a meeting with one of their sales guys. Eventually I relented, because I know how hard it is, and the sales guy was supposed to be here at 10.30am.... And guess what? After all that, he never showed up!
Claire Scott
  • Dec 5 2017
  • Reply
When do they have time to fill their jobs, never mind research the company they are cold calling properly so that they can have a conversation that might add some value to the prospect and open the door.
Anil Kumar
  • Dec 5 2017
  • Reply
Good one Greg ! I guess this is what insanity means - doing the same thing over and over again and expecting different results.
Phil
  • Dec 6 2017
  • Reply
I can see this happening, not at my firm of course, but I can see where someone might have that "bright idea". With so many ways to reach a prospect why would you try 150 calls or 100 cold calls for that matter. In the end, a smart recruiter will have a few actual calls and a bunch of dummy numbers to make up the rest of the metric which is a huge waste of time and money. Greg, you pose a good question in this conversation and that is where are all of the innovative thinkers? I like your stuff keep it coming. Phil
Samantha
  • Dec 7 2017
  • Reply
I am in Network Marketing, so like a recruiter reaching out to people is key to our success. However, building relationships is what has built my business, not increasing the number of cold reach outs. I connect with people everywhere I go. How can companies expect to gain new c uatomers if they don't know their target market. Calling 50 more people a day is ridiculous. Recruiters need to research the company they are calling so that they will know what their needs are and that they can offer a solution for them. Thank you for this article.
Dianne Young
  • Dec 8 2017
  • Reply
What type of metrics do you suggest to replace number of calls? We are trying to get away from call numbers and replacing this KPI with others. Any help is appreciated!
    Chris
    • Dec 12 2017
    • Reply
    @ Dianne - Well ultimately fees is the best measure ! Personally I would look at Client Meetings and Leads generated - not actual call volume. Some consultants will be busy with execution and some will be in generation, so having a blanket daily target is a bit weird. I would measure over a month.
David Stone
  • Jan 19 2018
  • Reply
Good grief. Should have run a mile as soon as he ordered a SOY latte...... That was your warning sign, right there..... ;o)
Terry Edwards
  • Sep 18 2018
  • Reply
As usual Greg, you have hit the 'nail on the head' Cold calling doesn't work because hiring managers don't like getting them. I am yet to hear a hiring manager say 'I love having my day interrupted with cold calls' Cold calling doesn't work; because most recruiters don't like making them, so asking them to make 150 per day will have a negative impact on staff morale. If a good recruiter is forced to make 150 cold calls per day, they will probably leave that company Cold calling is an inefficient method for getting business There are over 100 different ways a recruiter can get business without making cold calls Thanks for sharing Greg
    Greg Savage
    • Sep 18 2018
    • Reply
    Thanks, Terry, hope all well with you...
Lynne Mayer
  • Nov 12 2018
  • Reply
Terry, I agree with you. I've been in calling situations that reminded me of the old I Love Lucy episode when Ethel and Lucy are working on a conveyer belt in a chocolate factory. Insane. Just like much of the candy went by without proper wrapping, some fell on the floor - Lucy and Ethel could probably have handled it with the aid of crystal Meth...for a few days. The conveyer belt speed was upped and it made for good comedy, not anything else. Anyway, I've noticed that the best callers paced the calls out, took a few moments, and relaxed enough not to sound like they were in a timed race-which works with what type of prospect, anyway? It is about quality of calls, it is about focus, it is about research and other tools. I've actually talked to a recruiter whose client wanted 200 calls/day. What skill set is being applied? In such a case, I think trained spider monkeys should be on the desks, making the calls and signaling when someone answers....yeah. That would be more fun.
Alex Babic
  • Mar 14 2019
  • Reply
Sublime stuff. As ever, Greg.

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Greg is the founder of leading recruitment companies Firebrand Talent Search, People2People and Recruitment Solutions, and a current shareholder and director of several others, including Consult Recruitment. He is a regular keynote speaker worldwide and provides specialised advice for Recruitment, Professional Services & Social Media companies.





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