IMPROVING YOUR SKILLS AS A RECRUITER
Harry Morgan, best known for playing Colonel Sherman Potter on “M*A*S*H”, died a few years ago at the age of 96. One of his best lines as Col. Potter has become a mantra with me: “The world is too big of a place to be in competition with everyone. The only person I need to be better than is the person I am right now.” Improving ourselves must be a primary focus for all of us, regardless of career, age or social status. Recruiters have a unique opportunity to help people improve themselves, but how can we improve ourselves at the same time?
To begin the process of self-improvement, we must know where we are now. Examine your own work habits and find places where you could be better. Analyze everything you do from the opening call to the final placement. Revisit the basics to be sure you’re not ignoring them. If you can, record your calls and study them later for ways to improve them. Don’t expect this to be easy: we all have egos and we have to keep them in check during this process.
Recruiters are in the people business. We must recognize the impact we have on the lives of the people we want to place. Take the time to get to know these people. Probe to find out what matters to them as they seek a new position. Listen carefully as they answer your questions, and note down anything they say that could inspire further questions. Use your knowledge of your clients and their available positions to fine-tune a match between candidate and career. Above all, keep at it—no matter how much research you do, there’s always another avenue to explore.
Recruiters are also in the sales business. We must convince our clients that we can deliver quality candidates in a timely manner, and to do so, we must convince our candidates that our clients are offering them a unique chance to improve their lives. To achieve these goals, being persuasive is one requirement and being a good closer is another. Can you convince someone in an argument, no matter how ridiculous the premise? If not, read Jonathan Swift’s masterful parody “A Modest Proposal” to see some of the methods to create a strong argument. And how many ways can you close a sale? Can you quickly adapt your standard closes to fit the immediate need?
Finally, recruiters are in the follow-up business. As a liaison between companies and candidates, it is vital to keep the communication channels open throughout the recruiting process. Keep everyone in the loop and keep the process moving so the placement can happen quickly and smoothly. If things start to disintegrate, find ways to fix the problems and retain the momentum. And if a deal does fall apart, let all of the parties know that you’ll work hard to complete the work you started.
Your own level of self-improvement will depend on your own experience, but striving for a better version of ourselves is an ongoing process which extends to all aspects of our lives. So make 2014 better for everyone, starting with you. Happy hunting!