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Recruiting is Sales. Please Get Over It!
I'll be in your area tomorrow. I could see you at 10 or 11. Which would you prefer?
If I could show you a way to increase your salary by 50%, would you be interested?
I was given your name by someone who highly recommended that we speak.
I've been working a confidential search for a direct competitor of yours.
We've all either used or been on the receiving end of these ancient and hackneyed lines. Back in the bad old days, when aluminum siding was new, pretty much every sales person used lines like these. Sales!
And then, eventually, things evolved and we moved into consultative selling. We tried to listen more and to find out what our customers really wanted. We consulted with them. Bottom line was we still wanted to sell something. Sales!
So what are we doing today? I don't know what you're doing but I know that I listen a whole lot more, that I'm always looking to add value, and that I totally respect the time of my customers. Sales!
Recruiting is different to selling hard goods like cars and washing machines or soft goods such as computer software and consulting services. When you're selling products or services the customer will either buy what you're selling or not. Recruiting is different because you always have to make two sales to make one. If the hiring manager wants to hire your candidate but they have a better offer somewhere else it's going to be no sale unless you can turn things around. Sales!
I used to think that I hated sales people. I know I don't care for people who only contact me when they want something. I know that I detest people who lie, cheat, or steel. I'm not interested in spending time with someone who demands my time and doesn't add significant value. I no longer hate sales people. I choose not to spend time with people who have an amateurish or unsophisticated approach to their craft.
So let's all up the ante, do a great job, focus on what our customers really want and do what we can to help them get it.
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Comment by Phil Peters on February 8, 2010 at 11:15am -
Life is Sales.. Whether we like it or not we are always selling or being sold to. This is the real reality.
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Comment by Todd Kmiec on February 8, 2010 at 12:41pm -
Great to hear someone talking about adding value and respecting customers' time. Those old lines are hilarious. Incredible that anyone still believes those are the keys to sales success. Where is Tom Hopkins now?
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Comment by Ambrish Kochikar on February 8, 2010 at 1:05pm -
great post! part of growing up is realizing that you have to toot your own horn and it better be sonorous, else you'll be playing for an audience of 1.
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Comment by Alex Putman on February 8, 2010 at 2:12pm -
Great insight. As for those old lines, they are way played out! Consultative and value, I really believe that is what everyone is looking for. Thanks for the post.
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Comment by Sylvia Dahlby on February 8, 2010 at 7:44pm -
Duh, does any good recruiter actually think otherwise? Yes life is sales -- anyone that disagrees probably doesn't get much done -- as in what did you do to deliver value to your customers today? Here's a great link to an article about how SERVICE is also SALES http://www.gitomer.com/articles/ViewPublicArticle.html?key=ajcdMiba...
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Comment by Simon Meth on February 8, 2010 at 9:46pm -
Thanks Todd. My guess is that Tom Hopkins is hanging out with Zig Ziglar...
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Comment by Simon Meth on February 8, 2010 at 9:47pm
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Thanks Ambrish. I'm impressed! Not many people can use "sonorous" in a sentence...
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Comment by Simon Meth on February 8, 2010 at 9:48pm
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Thanks Alex. Ultimately is comes down to value...
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Comment by Simon Meth on February 8, 2010 at 9:49pm
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Thanks Nick. You're clearly an old school guy. Not that there is anything wrong with that...
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Comment by Simon Meth on February 8, 2010 at 9:51pm
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Thanks Sylvia. Pleased to be of service...
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