Recruiters! “Get on the phone!” That’s what was said in the early 2000s, and continues to be said in every recruitment office across the globe.
But with so many systems (Bullhorn, Adapt, LinkedIn, Job Boards – and a plethora of other systems designed to help you source, scrape, spy), where on earth should a recruiter start? How are you supposed to get on the phone when you are surrounded by tech? Here are some tips recruiters love from my Inbound Sales Training Workshop.
How to Get a Recruiter on the Phone – HIIT Them!
Recruitment Leaders want their teams on the phone more. Recruiters often want to be on the phone, but need a purpose for the call, and they’re being distracted by systems and software. They need some inbound sales to kick start the sales process.
I’ve been talking about HIIT (high intensity interval training) for a while. I am a Joe Wicks devotee, a gym fanatic with a PT who has made me sweat in places I didn’t know I had places. I’m addicted to logging my workouts – my Garmin is one of my most useful bits of tech. As a multi-tasker HIIT is a gift.
We use HIIT in our recruitment training to help recruiters get value from their time – we’ve found that this new approach to recruitment training is a massive improvement. You just don’t want to be away from your desk for 4-6 hours. The forgetting curve is a recruiter’s enemy. You need a high intensity, passionate training session to get the blood pumping and the sales coming – and to make your training stick!
I have created a 9-minute HIIT for Recruiters to help you get on the phone. It’s nine, 1-minute hacks to drive more purposeful calls. Get in for 08:30, get a strong coffee, warm up, set your watch, and get started!
3-2-1 Recruiters! Go!
1. Check your LinkedIn SSI (social selling index) – it’s free, and has tips to help you improve your approach. This takes less than a minute. Quickly check – don’t get distracted. Make a note of where you need to improve, then, move to exercise 2.
2. Now you need to spend 1 minute attracting attention from the people you want to sell to (and get the CV of). You claim you are a niche recruiter – now’s the time to prove it. Spend 1 minute sharing some content that they are likely to look at, that once they have looked are likely to look at your profile. (And you’ll see them do it and can add to your call list.)
3. Repost your top jobs in 1 minute. No-one is staring at your profile all day, so you’re unlikely to wind anyone up by sharing jobs every day. Get cracking – you need job applications and you won’t get them by posting them once and walking away for 30 days!
4. Whilst you’re posting content and jobs think about my hack for getting the damn things read and actioned! Spending 1 minute whispering will get you nowhere. Be smart and get noticed – try my LinkedIn posting hacks:
“The doctors in my medical community with love this post about the best apps for medical professionals – I especially love # 5”.
Trust me, recruiters! This will attract doctors, market your brand and get them wanting to know what # 5 is. Click bait!
“This a great job for IT Managers who want to work in a business with the best hardware and a bought-in board of Directors who really get what IT can do for a business”.
Recruiters – mention the pain points of your community and they’ll read your job adverts. (More job advert hacks here)
5. There’s plenty of things a recruiter can do one-handed ;-)! And sourcing is one of them. You do not need lengthy boolean strings to pickle your brain and test your patience. There are at least 13 places in LinkedIn where you can source with one hand (and two eyes). Try areas like your home page, the pages of your ideal candidates – look for “people like” etc… and who has liked the content of your competitors / clients. These are warm gifts, not cold calls! damn! Get on the phone and source one-handed at the same time… it’s possible!
6. Right – I know you think know how to connect, but I have a hack for you to get you super-effective. When you send your ideal connection an invite, add some content which gets your contact hooked. If it’s from your website, rock n’ roll! Ask your marketer to set up something like Leadfeeder – this tells you who has been to your website. You should have a target list of people you want to convert. Send them your content, see if they bite. Add them to your call list if they do. Rinse and repeat if they don’t!
Try this TURBO in your HIIT, recruiters! I have worked with a few recruiters using Calendly… a really cute (free) bit of kit that shows your prospects areas of your diary that you want them to book for a call. Send them a link with some call date options. Let them know (think) that that they are in charge. Without lifting a finger, fill your diary with your target’s interview appointments! This is one of my favourite Recruiter Hacks.
“Hi Uzma, I’m sending you this link as I have a role that I know you’ll be great at and it has such a great benefits package and training and development opportunities. Feel free to book a call with me at a time to suit you.”
7. Spend 1 minute getting under the skin of your prospects. Use Crystal Knows to study the profiles of your prospects, and use the tips it gives you for how to convert them. It’s a scarily accurate profiler!
8. We all know that video is the biggest thing to hit the web, and its going to the biggest thing to help you convert. Try Loom to record a 30 second “hi” video that you can send to your prospects.
Get an ideal client’s job advert on your screen and talk to them about the candidates you have for them.
“Hi Luke, I see that you’re looking for a Project Manager. I work in your field and understand how crucial this role must be fore you. I have currently got 5 candidates that I know would be a great asset to your business.”
Get your prospect candidate on your screen and record
“Hi, Emily. I can see that you are a ###, and that you get a kick out of ###. I’d love to talk to you about ###…”
Sending someone a video about themselves, with your face in the bottom left, and you’re talking to them – they’ll be hooked!
9. Spend 1 minute checking your LinkedIn notifications (bell, top right!) Look for birthdays, promotions, who’s viewed your profile, who’s liked your content. All of the stuff you’ve done above will be reaping rewards. Grab these leads. Add this to your call list.
Recruiters! It’s not even 09:00 and you’re ready to rock!
Get on the Phone and Sell, Recruiters
We deliver these recruiter hacks as part of our Inbound Sales Training Workshops. Contact me if you want to not only get your recruiters on the phone, but also generating some genuine and convertible leads.
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 leads, and colleagues (3Cs).
How to Use Recruitment Awards in 2022 to Drive Your Sales Pipeline
We’re passionate about recruitment awards! Whether you’re entering, winning, attending or spying, there’s ROI to be had for recruiters, beyond simply having a recruitment award trophy.There are 2 things I want to talk about today:The Recruitment Awards happening in 2022A top tip on how to run your recruitment sales strategy with awards, without even submitting an awards entry!We Are Award Winners!We are proud to be triple award winners, including the APSCo award for Affiliate Member of the Year. Luckily, we followed our own advice when submitting our entries. As a frequent judge and recruitment marketing mentor, I help recruitment marketers to craft their awards entries and to focus on which awards are really going to add value.(Recruitment Award Winning Hack: often the best awards are the ones which are NOT recruitment specific – i.e. the ones for your sector… which are not always recruitment – IT / Games / Medical, etc.)1. Your List of Recruitment Awards for 2022Check out our 2022 list recruitment awards list below! (Have we missed any recruitment awards for the remainder of 2022? Contact Us to get them added.)This year recruiters need to do more with less. The goal is never to win an award. The goal is to generate more speed and pipeline. To give you support, we’ve created our Recruitment Awards Toolkit for recruitment leaders, recruiters and marketers to improve their awards submissions, and see ROI from the events (whether they enter, win, or simply attend!).Onrec AwardsMarch 2022 - The prestigious Onrec Awards 2022 Ceremony now in its 16th year has cemented itself in the calendar as the industry's must attend event. Not only is it an evening to celebrate the very best in Online Recruitment but it is also a chance to network with the very best suppliers and HR in recruitment.Recruiter AwardsSeptember 2022 - The iconic Recruiter Awards is the UK’s largest event for the entire recruitment community, recognising outstanding achievements by agencies and in-house recruiters. Achievements in recruitment marketing and technology also are spotlighted on the night.APSCo Awards for ExcellenceSeptember 2022 - The APSCo Awards for Excellence are a prestigious accolade in professional recruitment. The awards celebrate outstanding achievements in the professional recruitment sector and are a unique indicator of professional standards. They are widely recognised by clients as well as the recruitment sector. The awards are free to enter and open to all APSCo members.TIARA Recruitment AwardsOctober 2022 - The TIARA Recruitment Awards recognises excellence in the UK’s best performing recruitment companies with revenues above £5m.The Recruitment Marketing AwardsOctober 2022 - The Recruitment Marketing Awards 2022 feature 26 categories plus the “Grand Prix” overall winner. They recognise how outstanding creativity, combined with the right medium, results in successful recruitment campaigns.The Global Recruiter UK Industry AwardsNovember 2022 - The Global Recruiter Industry Awards celebrates the best of the best in recruitment. The Awards are totally free to enter, which means that the smallest and newest players in the industry have the chance to be recognised alongside established organisations.NORAsNovember 2022 - Established in 2001, the National Online Recruitment Awards have been created to acknowledge and reward excellence in online recruitment practice. They are dedicated to the continual improvement and evolution of the candidate experience. As a previous judge and recruitment marketing whizz, my expertise in recruitment websites delivering ROI could help you nail this one!2. Recruitment Awards Driving Your Sales Strategy (Without Even Entering)Let's face it, now more than ever, your inbound sales strategies are absolutely crucial in a post-pandemic world where the war for talent is raging, counteroffers are rife, and clients need recruiters that they can trust, who understand their niche.My top tip to add turbo to your sales strategy? Speedily research which awards are prevalent in your niche sectors, and track the shortlists and winners and use this data to target your client base. By definition, clients that are entering awards, tend to be high growth, ambitious, and likely have money and time to spend on recruitment too!. Surely?We know how important it is to see ROI from entering awards. It’s great to win and be recognised, but what about not entering at all, and simply using the awards process to drive your sales process? Use this great awards list website (and Google) to help you unearth a list of awards in your sectors. Plot the dates into your diaries and pick up the phone! DOWNLOAD YOUR RECRUITMENT AWARDS TOOLKITHIIT Us, Recruiters!Speaking of growth and wins, our recruitment training platform, Recruitment HIIT, was built to solve recruiter's pain points and provide solutions to help recruiters and recruitment leaders save time, develop speedy processes and generate more of the 4Cs - candidates, clients, colleagues and cash!Try Recruitment HIIT. We understand the importance of having a sales-led marketing strategy, automating your recruitment workflows and using your recruitment systems to get the best out of your teams. We work with recruiters to help them achieve their business goals and generate ROI from their key systems through Bullhorn and Herefish training, and other key recruitment systems like SourceBreaker, Cloudcall, Paiger, which you can find on Recruitment HIIT too.TRY RECRUITMENT HIITREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
How to Build a Winning Candidate Attraction and Client Partnership Strategy
If retaining current clients is 6 to 7 times less costly than acquiring new ones, as a recruiter or resourcer, you need to focus on effective account management and BD driving your sales. In today’s candidate-short market, it’s becoming increasingly difficult to stand out from the crowd, especially considering 73% of recruiters are suffering from a candidate shortage.Lisa spoke at Hinterview’s online event, Building Winning Client Partnerships to Secure Quality Candidates.Building Winning Client Partnerships to Secure Quality CandidatesYou need a simple yet effective recruitment process to attract, engage, retain and convert your candidates. How can you create a winning candidate strategy to drive a super effective recruitment process through nailing account management and comms with your clients?Lisa joined Hinterview alongside a panel of recruitment leaders and experts to discuss: Working with your client to embed effective marketing strategies that deliver serious ROI.WIIFM – the benefits of having a recruitment workflow driven by close client partnerships – more candidates, a stronger pipeline.How to work with your clients to streamline recruitment processes and secure quality candidates.Watch Lisa's 1-Minute Pep Talk to Recruiters, With HinterviewWATCH HINTERVIEW'S CLIENT PARTNERSHIPS WEBINAR HEREBuilding a Winning Candidate Attraction StrategyOn average, recruiters take 13 hours a week sourcing candidates. That's way too much time – and leaves no time for screening, interviewing and, placing! Plus, the best candidates are off the market within 10 days! In a previous webinar, Lisa joined Hinterview’s panel to discuss how you can create a simple yet effective recruitment strategy to attract your ideal candidates, so you can screen, interview and place them. (And perhaps, re-place them!)WATCH HINTERVIEW'S CANDIDATE ATTRACTION WEBINAR HERETurbo Boost Your Recruitment ProcessWe have a new Hinterview HIIT on our recruitment training platform, Recruitment HIIT, to help you add serious turbo to your recruitment processes. Hintro and Hinterview and game-changing tools that can give you the push you need to use video to drive engagement and generate significant ROI. Our Hinterview and Hintro HIIT will help you attract, engage, convert, and retain your ideal candidates and clients, and it's great for colleagues too! Watch the webinar then head over to Recruitment HIIT and discover top tips to boost your recruitment workflow.HIIT Us, Recruiters!Our high intensity interval training - Recruitment HIIT - helps recruiters and resourcers source, convert quicker and develop healthy pipelines, and helps marketers generate more of the 3Cs- candidates, clients, colleagues. We aim to save every recruiter and marketer at least 1 hour per day (6 working weeks a year) - more billing time, more fees!We’d love you to try Recruitment HIIT for free for 7 days.WATCH THE HINTERVIEW WEBINAR HERETRY RECRUITMENT HIIT 7 DAYS FOR FREEBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
Your Recruitment Training Playbook