Bless you recruitment marketers, surrounded by recruiters avidly trying to hit target, asking for pretty pictures and business cards, asking for you to organise events, create PDFs, memes, job adverts and PowerPoint decks! And at the same time you all say to your boss and I...
I want to add value
I have written about the approach many recruiters take to their marketing departments, in that they treat them like the CID – the colouring-in department.
Recruiters Are from Venus
And bless you recruiters, stressfully avidly trying to hit target in a pre / during / post / wherever-the-hell-we-are Brexit world. With clients having the same access to recruitment tech (LinkedIn) as you, and all you want is the candidate to apply / turn up for interview / dazzle the clients and start on time (and stay long enough!!!) And at the same time you all say to me
I want my marketing department to add value
So the colouring-in department is avidly crayoning their value into the recruiters’ pipeline… And it’s often lost in translation. Marketing departments are often surrounded by colours and, wait for it, criminals.
I want to highlight another CID that I see in recruitment marketing:
The Criminal Investigation Department
Is Your Recruitment Marketing Department the CID?
When I work with recruitment marketers – all levels from Strategic Global Heads of Marketing and tactical Marketing Execs – I often start by reviewing the perception that the sales (recruitment) team has of the marketing department. It is often disconnected, blame cultures exist, marketers feel devalued (but keen to add value) and sales dread being asked to do marketing “stuff”.
Marketing is not seen as true sales support, rather it’s seen as more administrative than that.
Hours of “change requests” to make sales more effective by creating PowerPoint decks, mailers which don’t generate leads – potentially lots of “colouring in” and not enough convertible leads.
Sometimes the lack of perceived value which marketing brings to sales is driven by what seems to be stringent rules about what recruiters can’t do… and we know how recruiters love rules!
Marketers Are from Mars. To Police or Protect?
The marketing department is often seen as “policing” sales. Branding Guidelines are issued with guidance on how to position a logo and which version of blue you need to stick to.
LinkedIn Recruiter, Job Board and Broadbean licences are audited and given and taken away. The goal of every marketer to protect the recruitment firm but in the process (and likely due to lack of resource and time) they police, rather than protect. Hence the 2nd CID kicks in.
The goal is sound, but the outcome often divisive. Lots of “no you can’t do that!”, “can you stop doing that?” “have you read the brand guidelines?” Rather than time for...
Have you thought about…?
I know that you’re trying to… I’ve come up with…
I saw this online last week and know it’ll help you solve…
I know you have a campaign for… I’ve got something that’ll really improve…
Marketers Need to Be Allowed to "Get" Sales
Recruitment marketers need to be allowed to “get” Sales, generate leads, demonstrate value and get into the thick of a growing recruitment business. They need to be given the time, mentoring, and information to develop clear paths to successful sales-led strategies, or they risk simply saying “no” to people who tend to not take no for an answer.
Then the crayons and handcuffs are retired in favour of genuine value-added services delivered by marketers who are seen as crucial to the sales process.
I train and mentor recruitment marketers to deliver the 4Cs - candidates, clients, colleagues, and cash!
HIIT Us, Recruiters!
Our high intensity interval training - Recruitment HIIT - helps recruiters source, convert quicker, and develop healthy pipelines, and recruitment marketers attract, engage, and retain candidates, generate clients, and colleagues (3Cs).
MS Teams Tips for Busy Recruiters
Whether you have MS Teams as your video / chat platform, or you need to use it when a candidate or client sends you a link to a Teams meeting, you need to nail this crucial tech.Simply using Teams for the odd chat or video call, and pressing Join and Leave is not smart. Knowing how to use it to communicate, screen and sell is critical. Don't allow the tech to let you down.MS Teams Tips for Smart Recruiters... Nail your Comms, Screening, and SalesWe've launched our new HIIT workout for you lovely recruiters. It's focused on helping you look cool, be productive, save time, and nail your screening and sales calls. We've got Teams tips like:Chat on turbo (no time to waste!)Mute distractions (focus on what's important).Listen to chats (reading is so yesterday!)Stalk - How to get notified when someone comes out of a meeting. (So you can pounce on them!)Engage with Polls, Praise, and other super-engaging Teams features.Screen and Sell with our "Beast Your Meeting" workout.Look younger! Oh! And it can take years off you with its "soft focus" setting too!If you're an existing HIIT client login and complete the workout.Want a free trial to see how HIIT can help improve speed and pipeline?CLICK HERE FOR YOUR FREE TRIALRecruitment TrainingThis video is part of a series of recruitment trainings in Recruitment HIIT, our online recruitment training platform.Our training helps new and experienced recruiters qualify their jobs, speedily source and advertise, and improve their screening. It boosts CV to interview ratios, whilst giving great tips to prevent counter offers, and secure the placement and beyond.Plus, if you have Bullhorn, Analytics, Automation, SourceBreaker, LinkedIn, Calendly, Teams, Daxtra, Broadbean, idibu, Hinterview, Paiger, Adapt, we train on those too!TRY HIIT FREE HERE
Need to Optimise Your Recruitment Accounts? Get Automating
Recruitment sales - BD and account management - are top goals for recruiters, not just this year but every year.But this year has been an especially tough year for sales for many recruiters. Downsize? Scale? I'm OK?Whether you are downsizing, or trying to scale, you need an automated account management process. Being complacent about sales, or bashing the phones in panic, does not make for a sustainable stress-free recruitment business.If you have Bullhorn Automation, or are considering it, there's plenty it can do to help you drive, secure, optimise, and maximise client relationships.BD is great - but account management may be better! Who wants cold, when you can be HOT?!5 Ways to Drive, Secure, and Optimise Your AccountsOur last Bullhorn Automation webinar focused on Sales. I covered why you need to automate sales, and some ideas for how to automate. Watch it here.In my next webinar, I'm zoning in on the clients you already have - the current and lapsed - and exploring how you can drive them smarter with automation.Plus - your key goal with automation should be to improve recruiter productivity. You need to generate some serious heat from your Bullhorn data. This will help create focus and revenue-generating activity.So, join me 9 Oct to review how to:Automate your BDStrengthen your client relationships (and pipeline),Reduce reliance on third-party systems, andImprove recruiter productivity and happiness!REGISTER FOR THE WEBINARAutomation, Training, Bullhorn1stWe're a passionate team of recruitment, tech, training professionals set on helping ambitious recruitment businesses, big and small, improve speed and pipeline.For help with Automation, creating a Bullhorn1st culture, and Recruitment Training...CONTACT US
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