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Posted - 27 October 2010 : 11:51:09
More powerful than Twitter, Facebook, and Myspace combined, this technology tool gives you IMMEDIATE access to high level decision-makers and also creates an environment which gives you a positive EDGE in your fee negotiations with them.
It gets you DIRECT ACCESS to those candidates who are worth the highest placement fees in the market.
Plus, it gives candidates an incentive to open up their rolodex to you to give you more direct REFERRALS than any social media website.
Where can you find this tool?
It's right there in front of you on your desk. And it's called a telephone.
If this tool is so powerful, why do most recruiters fail to use it properly? In my opinion, there are two main reasons:
1. The allure of technology.
Social media gives us the hope that we can find exceptional candidates through a wide-net mass marketing approach that is based on 'permission marketing'. But direct recruiting is based on 'interruption marketing.' If you want to find those candidates who are truly amazing, the impact players who are next in line to be promoted within their companies, you have to reach out to them over the phone and interrupt them. That's why working with a proven recruiting model or script based on influence psychology is the best way to reach these performers, much better than a tweet about your latest job opening. Social media isn't bad. It's just one small tool in a tool belt and shouldn't be seen as the silver bullet of recruiting exceptional passive candidates.
Plus, through social media, the candidates that you are reaching is the exact same crowd that your clients' internal recruiters are reaching. They are uncovering the exact same candidates that you are. The only difference is that yours has a $25,000 fee attached. If that is the case, then you are now irrelevant.
The only way you can set yourself apart from other search firms, and even your own clients, is to produce candidates who are amazing. And you do that by reaching out to them over the telephone.
2. The fear of rejection.
Let's face it. Most of us would rather spend time in the dentist chair than face rejection all day. Instead of making phone calls, some recruiters spend time doing "work" on the internet all day. You have to manage your emotions through exercises that keep you focused and facing your fears instead of escaping them. One idea is to ask yourself, 'What's the worst thing that can happen if I make these calls?' Once you process that, then you'll see that they can't reach through the phone and slap you upside the head. There's nothing to fear from being on the phone.
Remember, that fear exists only in anticipation. There is no fear in action. Simply by getting on the phone and taking action, you will find that you remove your fear. Through action, it dissipates. Be tough and develop the mental resilience that it takes to be a champion and reach those champions who are worth a full fee.
Get back on the phone. It's where the action is.