A Boston Technical Recruiters Blog

I love this article! Sometimes, because of my relative inexperience of 2.5 years in recruiting I doubt some of my insights. I have a lot to learn about the business yet when an industry top gun comes out and supports my view point it’s a huge confidence boost.

Candidate control is BS, it’s all about trust.  

Dear Valued Client,

To become proficient at closing deals, it is important to fine tune your skill of “persuasion.”

When used for good purposes, good results typically occur.  The opposite, however, can also be true.

I don’t believe that attempting to achieve  “candidate or client control” will provide positive results.  On the other hand, developing client and candidate rapport based on trust is extremely effective.

It is when you have built this rapport that you can effectively persuade another individual during their decision making process.

There are two types of persuasion:

1. Positive
2. Negative

Positive persuasion is honest, truthful and principle-based.
Negative persuasion is where a person will say and do practically anything, including misrepresenting the truth (lie) in order to move someone over to their side of an issue.

We have a tremendous responsibility to develop positive persuasion skills because we have a major impact on the lives of the
candidates and clients we represent.

A great example of “persuasion” can be observed by the 2008 elections.   I know many of you may be “tired” hearing about every move and comment made by the political candidates.  Decide today to fine tune your persuasion abilities by observing and listening to election coverage from a different prospective.  They are paying millions of dollars to learn how to persuade voters!

Often the candidates are so focused on obtaining the office they are seeking, for the “sake of the people” they tend to
justify what they say as not “really” lying.  Listen carefully to the speeches, news conferences and debates you’ll hear over the
next few months.  You will hear the truth stretched, even if you’re rooting for that
particular candidate.

These political campaigns happen to be an excellent time to learn some great persuasion skills.  Watch what they say and how they say it.  What are the techniques and tactics they use to make people “feel” a certain way? What do they
say to get people to rally behind them? What to they say to move people to take
certain actions? 

Why do some candidates generate a high level of excitement and enthusiasm, while others do not?  Also observe what is said that “sounds good” but doesn’t mean anything.

Now take what you’re learning and apply it to the placement process.  Be conscious about what you say,  how you say it and if it meshes with other things you’ve said.  You need to be careful that your clients and candidates do not feel you are trying to “control or force” their decisions.  They don’t mind being positively persuaded if they feel you have their best interests in mind. 

It’s important to use the phrase “I take my direction from you” to empower the individuals you represent while you are developing your
ability to persuade and establish rapport.  Fine tune your persuasion skills and you will increase your production and income!

Barb Bruno, CPC, CTS

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This is dead on.  Young recruiters tend to get over excited when *#$% happens. What’s even worse is that many managers don’t say “What’s next?”, instead they harp on this tiny insignificance and hold it against you. Luckily I only had one manager like that and  I fired him :-).

Don’t sweat the small stuff… Seriously.

VIEW IT AS AN ADVENTURE

Dear Valued Client,

Recently, I had a scheduled call with one of my friends, and an owner I truly respect in our profession…. Paul Austin from Qualitec in  Houston, TX.

His office called and informed me that Paul had a personal situation and would delay our call.  The personal issue was that Paul’s house burnt to the ground that morning, and yet Paul did call me that same day.  He explained the fire was caused by his golf cart battery, but that he, Nancy and their pets were not hurt.

I was focused on Paul, he was focused on our scheduled call.  He then explained his philosophy on life…which I just have to share with all of you……“Adversity allows one the opportunity to develop their sense of humor”
He continued to explain that they do not believe in being victims and that this was going to be a “new adventure” in their life.  They and their pets were safe and that was a true blessing.

How would you have reacted in this situation?  My home burned down 25 years ago…and I must admit I did not see it as an adventure, nor did the experience develop my sense of humor.  I cried a lot!

Paul is one of the most successful and positive men I have met.   I now know why!  He truly lives out his philosophy on life each day, regardless of circumstances.

One of the most important lessons I’ve learned in life is you have NO CONTROL over what happens to you….ever!

However, you have 100% CONTROL over how you choose to react.  Yes, you choose how you will react or you can choose NOT to react….and drive your clients, candidates, co-workers, spouse and children NUTS!

Let’s review the dreaded “problem areas” in our profession:

No Shows
No Starts
Counter-Offers
Offer-turndowns
Fall-offs

When you experience one of the above, could you win an Academy Award for your performance, or do you just say “So What – NOW What?”

When a Big Biller experiences one of these problems, their mind revert to the attitude of “NEXT” and they don’t miss a beat.  They have so much going they just move on to the next deal.

Limit the time you stay upset (my suggestion is 5 minutes- and get as upset as humanly possible) and then do what you do best….get back on the phone and make things happen!

In the long run we are judged by how well, we overcome “failures” and keep going.  Successful people fail much more than individuals who are NOT successful.  Great example: Michael Jordan (I’m from Chicago!)  He missed many more shots than he made – but that is NOT how he is remembered!

Successful people try more and so naturally they will experience failure more.  Successful people view failure as a learning experience and a chance to grow.  They dust themselves off and get right back in the game!

They do the same when they are hit with disappointment, tradgedy,  health issues and the other challenges we will all face, sooner or later in our lives.

The next time “LIFE HAPPENS” try to remember Paul’s philosophy “Adversity allows one the opportunity to develop their sense of humor” and watch how much faster you get back on your path to prosperity and success.

TWO LIFESAVING TIPS FROM PAUL:

1. Unplug your golf cart battery once your cart is “charged.”
2. Place a fire alarm TODAY in your garage and attic.

Here’s to your success and prosperity!

Barb Bruno, CPC, CTS

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Here is a great letter by Barb Bruno for recruiting sales. Barb is addressing the recruiter who works both sides of the desk, in the split model the sales executive:

Recruiting is a sales profession, which of course insures a high level of rejection. If you are to reach your potential as a recruiter it is extremely important for you to realize that objections are actually buying signs – requests for more information.

You are a sales professional, and should be able to overcome at least three objections in a successful presentation. Once you realize that objections are buying signs, they become less intimidating and easier to handle. There is only one type of objection you can’t overcome, and that is silence.

All other objections fall into four categories: Price, Service, Personal and Postponement. It is much easier to effectively handle an objection when you learn what type of objection you are facing. For instance, if someone says “send me a resume”, that is obviously a postponement objection. If you are asked to quote your rates, you are facing a price objection. A personal objection could be a complaint directed at you or the firm you represent. A service objection is easy to identify – have you ever heard the phrase “You people”?

Write down the twenty most common objections you hear, place them in one of the four categories and prepare your responses. It is very important to have your responses ready and well-rehearsed so they come across very natural. Once you master the art of overcoming objections, you will produce and earn MORE.

If you are not taking three objections you are making “customer service calls” not sales calls. Once you master the skills of overcoming objections your personal success will escalate – guaranteed!

Barb Bruno, CPC, CTS
Good as Gold Training
www.staffingandrecruiting.com

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