In my previous blog post, I discussed the three things you MUST do during a recruiting cold call, and I presented an example of a cold call I received from "Suzy."
Coincidentally, within two days of my discussion with Suzy, I received a recruiting call from a consultant who opened his call in the following manner (identity has been changed to maintain his confidentiality).
You can look at a job order like most recruiters, and see a classified ad. Or you can look at it like I do, and see an episode from The Mary Tyler Moore Show.
Think about it. Every day, a zillion candidates are being pummeled by recruiters who use the black and white version as the basis of their recruiting script---a script that sounds strikingly similar to last Sunday’s classified ad:
Whether you're making an initial marketing call or a cold recruiting call, you have approximately thirty seconds to do three things:
- Gain the individual's attention.
- Eliminate (or at least not create) a "reflex rejection."
- Change the dynamics of the call from a monologue to a dialogue.
The jellyfish, having little means of propulsion, is at the mercy of the ocean’s currents. Where the currents go, so does the jellyfish.
While for millions of years this arrangement has served jellyfish well, it is bad news for anyone in business¾especially corporate Staffing professionals. In today’s fast-paced and hyper-competitive economy a passive approach is doomed to fail. The sharks will gobble you up.
Today’s professional staffing service providers need to look beyond merely compiling resume databases to fill positions. In a time when matching the right person to the right job is critical for clients looking to save money, building talent communities allows staffing providers to not only have the talent on hand, but to build relationships with the talent.