Here is a list of five habits that I have witnessed in Top Performing Recruiters:
1. Top Recruiters spend more time asking questions and listening than they do talking.
2. Top Recruiters probe deeper for more information, rather than jumping to conclusions.
3. Top Recruiters know how to sell by turning their candidates into solutions that will solve their hiring managers’ problems.
4. Top Recruiters have positive attitudes, care about people, and quickly deal directly with their clients and candidates on any issues that arise during the placement process.
5, Top Recruiters work hard, they are deal-makers and not deal-breakers, they know how to close, and they know how to qualify all opportunities.
Everyone is always looking for that silver bullet that can take their production to the next level. What we really need to focus on are the basics of selling. It doesn’t matter what your niche market is or what type of a recruiter you are
. You have to generate activity to be able to close deals. In today’s market, leads are hard to come by, so being able to generate new clients and candidates are valuable skills.
I was talking with a recruiter recently and she was sharing her activity data with me. She mentioned that she likes to send out a submittal every day, she said “Every time I email a resume to a hiring manager or to HR it counts as a candidate submittal.”
My first thought was that anyone can send a resume and most resumes don’t sell the candidate very well. Recruiters have to sell and that means more time connecting with hiring managers. The concept of the "call & present" alone can create a drastic increase in production when done well and consistently.
Learning to be a better salesperson is a never-ending process. Throughout my career, I have continued to learn new tricks and develop new skills. What I have learned by hiring and training over 1,000 recruiters is that successful recruiters need strong sales skills and tend to follow the basic habits mentioned above to help them to stand out from the crowd.
What makes you a Top Performing Recruiter?
Craig Silverman will be speaking at the NAPS 2010 Annual Conference
in St. Louis on 9/29-10/2 as part of an amazing group of presenters
including Danny Cahill, Barb Bruno, Jeff Kaye, Jon Bartos, Mike Ramer, Rob Mosley, Jennifer Lambert, Greg Doersching, Neil Lebovitz, Patricia Drain, Shally Steckerl, Donato Diorio and more, hope to see you there!