Comment by Todd Noebel on September 17, 2010 at 1:55pm

Brian - if they aren't responding to you by phone, they won't respond through social media either. At the risk of sounding snarky - stalking is not the same as sales.

Comment by Rayanne on September 17, 2010 at 2:02pm

Well said, Jerry. I think we are all starting to see where the real work takes place, has to take place.

It isn't even a matter of finding your audience, it is a matter of knowing who your audience is to begin with. Social Media is support. It is marketing. It is story-telling. It is networking. It is engagement. All great things to participate in when in sales. But MOST certainly not the only things. Face-to-face, voice-to-voice, feet up in a coffee table in a client's reception area - Priceless.

Comment by Jerry Albright on September 17, 2010 at 2:22pm

Brian - I didn't mention the phone per se. Presentations can be made in several ways. The key is to be making them. Phone is best though.

Regarding promoting yourself. Twitter isn't promoting anything. The resume writers might be making a little headway...but I'm talking about agency recruiters. Recruiters that need to send someone an invoice from time to time.

I think there might be a good number of recruiters who think that by being "out there" they are in some way getting their message across. Agency recruiters (for the most part) don't have a message. They've either got a job order - or they've got a candidate. Everything else should be left to the independently wealthy among us.

Regarding this president you can't reach - are you recruiting for him? If so - and you can't reach him - it's time to find a new client. If you are wanting to market your services to him perhaps start down the ladder a bit?

Comment by Chris Amato on September 17, 2010 at 3:33pm

Jerry, dead on, almost! Our guys tell me they can multi-task so they can stay in the "conversation" and still make their calls. They're lying of course, but I'm ok with it if they are making their numbers and if a follower, friend or connection can assist in the sales process, all the better. It's all a distraction unless it is used as a way to gather sales intelligence or building a network of champions to support sales efforts. If you breakdown the numbers, salary, benefits, overhead, marketing, PR (COGS) etc, they are very surprised. When we tell them that they cost us $73 per hour just to sit in their chair, they pick up the phone! Sounds like you re-watched GlenGarry Glen Ross. Great stuff Jerry.

Comment by Paul Alfred on September 17, 2010 at 3:36pm

Jerry is right in the end result ...But you would be surprised after I call a VP of HR/IT or a CIO, CFO of a Company etc... that in a couple days they have checked out my profile on LinkedIn ... These are tools that can be used to sharpen our craft and if you are trained in the ways of the Old School Headhunter- the WEB 2.0 Technologies can be powerful tools in the arsenal of a good recruiter...

Comment by Jerry Albright on September 17, 2010 at 3:49pm

Having a professional Linkedin profile is almost a requirement. I'll never say otherwise. It's this perceived need to be "part of the conversation" that bugs me. The conversation itself has no substance for the most part. It's an endless loop of the same trivia, links and rehash - over and over and over......a virtual mutual admiration society.......

Comment by Paul Alfred on September 17, 2010 at 4:01pm

Jerry you know how our North American Society is... unlike the Millionaires in the Book 'The Millionaire Next door" driving a Ford, we all want to pull-up in the M3 and Range Rover and in Jamaican terms "Look Pretty" .... :-) Have a good Weekend!

Comment by Chris Amato on September 17, 2010 at 4:21pm

Jerry - now you're are dead on. Converse on your own time!

Comment by Bill Fitzgerald on September 17, 2010 at 4:58pm

If I ever hire someone, I would make them tape your article on their wall next to their desk

Comment by bill josephson on September 17, 2010 at 8:20pm

Jerry is exactly right. If you aren't on the phone making 35-40 presentations a day making 150-200 outgoing calls a day it's going to be tough to succeed. Even then lots goes wrong. Sure, have a LinkedIn presence. But if you aren't accessing people companies can't find, you aren't much use to the company, in my experience.

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