New to staffing or looking to develop your work ethic? Chris Orkney, Sales Executive at Bond International Software, shares five invaluable ‘work hacks’ for full desk recruiters new to the job to help you get up and running, make the most of your time and achieve more every day…
During my time as recruiter, I noticed several behaviors which were very telling when it came to how long people stayed in the staffing industry. People who did certain things and behaved in certain ways tended to stick around and keep their jobs, and those who didn’t often struggled. The following tips aren’t ‘bullet-proof’, but they can certainly aid your development as a recruiter from day one.
Don’t be afraid to make mistakes
I’ve seen a lot of people hiding in corners, trying to avoid making phone calls for fear of making mistakes and facing the criticism of their peers. It’s not worth it. Office criticism is just something that happens and, more often than not, it’s a term of endearment helping you to become part of the team. Everybody’s been there, nobody makes a call and ‘nails it’ on their first attempt; and your colleagues know that. It’s all about practicing and developing your phone skills. When you ‘fluff’ a call, roll with the punches and soon enough you’ll improve.
Research outside of office hours
When I started as a recruiter, one thing that helped get me up and running was doing my research during the evening or outside of office working hours. That way, during regular business hours I would have my research ready with a list of numbers to call, and I would be on the phone non-stop. Allocate an hour to business development, start dialing and as soon as you hang up (and document the call in your recruiting software), dial again. If you stop dialing and start looking-up company websites, you’ll break your flow (and it is possible to find out too much about a company). The most important thing is to get on the phone and talk with people. Unless you’re an extrovert it’s uncomfortable initially, but if you develop your research and calling ethic, both will become second nature.
Listen to your Manager
Genuinely listen to what your Manager says. They’re not there to make you ‘do stuff’ that’s irrelevant or unimportant. Do what they say, don’t over-complicate it, don’t turn it into rocket science, literally do what they say. If they say ‘Call this person, find out where they worked in their last five jobs and what they expect out of their next position.’ – do exactly what they ask because they are giving you the best way to get things done. Recruitment Managers or Owners haven’t just fallen into their positions by luck, they’re there for a reason and they want the best from you. As a rookie recruiter, I was guilty of over-thinking things, but you can keep it simple and succeed quicker than I did.
Quality and quantity
When it comes to business development calls, being successful is very much a case of making a high-volume of well-informed calls. I’ve seen people make calls and obtain insightful information, but not enough of them; talented people who eventually dropped out of recruitment because they were unable to meet the required volume of calls. When you’re working through a call list, it may seem a little monotonous at times but it’s part of the job. Hang in there, be tenacious and get through your lists – your effort will be rewarded in the long term. Recruitment isn’t about a quick deal here and there – yes, those are cool – but it’s about building-up your contacts and the future pay-off.
Play the long game
I’ve seen plenty of people get caught-up in the results others were getting. Recruitment isn’t about short term gain. You can deliver a hundred perfect phone calls every day for two weeks and your colleague can still pick up one incoming call and do more business then you’ve done in all that time. It doesn’t matter. It’s not about answering that one phone call, it’s about being persistent and doing the right things – long term.
Remember, it’s ‘water off a duck’s back’
Successful rookie full desk recruiters develop a thick skin. Think ‘water off a duck’s back’, don’t think about what your colleagues are doing. Listen to your Manager, forget about everything else, focus on your work and it will work for you. Staffing and recruitment is an interesting, rewarding profession and getting to the stage where it becomes fun is just brilliant.
In the second blog of this series, Chris shares five more work hacks for recruiters and offers some heartfelt advice to those considering a career in recruitment…