How to Use Recruitment Awards 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 3 things I want to talk about today:A top sales tip on how to run your recruitment sales strategy with awards, without even submitting an awards entry!Industry Awards you can use within your niche sector to increase your pipeline.2023 Recruitment Awards you may want to focus on to improve your recruitment business.We are proud to be triple award winners, including the APSCo award for Affiliate Member of the Year, so know how awards can help you improve your sales pipeline and grow.1. Sales Tip - Use Recruitment Awards for BD and Account ManagementLet's face it, now more than ever, your sales strategies(business development and account management) are absolutely crucial in a post-pandemic world where the war for talent is raging, counter offers are rife, and clients need recruiters that they can trust, who understand their niche.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?My top tips to add turbo to your business development and account management: 1. Speedily research which awards are prevalent in your niche sectors.2. Plot the dates into your diaries (the submission dates, shortlist dates, date of the event, day after the event).3. Make a noise, connect with the VIPs, shout out about these events - they are important to your niche sectors.4. Use this data by at least sending LinkedIn messages to the VIPs of these businesses when they are shortlisted, and then begin networking using your CRM and automation.5. Have targets and goals to convert these high-growth businesses into retained clients.Clients entering awards are "sure things" - be sure to have them in your BD and account management pipeline.We have plenty of other sales tips, as well as sourcing tips, candidate management, job qualification tips in Recruitment HIIT, too.TRY RECRUITMENT HIIT FOR FREE2. Recruitment Industry AwardsYou can utilise the upcoming awards within your niche sector to ensure you find, engage, nurture, and retain your clients. That's right, you can use the awards within your industry to generate sales without even submitting an awards entry. Your ideal clients are likely to enter awards within their sector to drive growth. Use the UK Industry awards list to spot potential clients you can engage with to improve your BD, account management tactics, and your pipeline.This is a great opportunity for you to show you understand your target client's niche. The UK Industry awards list alongside our sales tips in step 1 is a surefire way to improve your awards sales strategy. 3. 2023 Recruitment AwardsIf you want to use Recruitment Awards to attract attention and drive sales, you can of course enter some awards.Check out our 2023 list recruitment awards list below! (Have we missed any recruitment awards for the remainder of 2023? Contact Usto get them added.)This year recruiters need to do more with less. The goal could be to win an award, but it's actually more likely to be bigger than winning. The goal is to generate more speed and pipeline (whether you enter, win, or simply attend!).Investing in Talent AwardsJanuary 2023 - The annual Investing in Talent Awards asks: Do your recruiters love working in your business? Is your company the consultancy of choice for contractors and temporary workers? If so, it’s time that your business receives well-deserved recognition for Investing in Talent. Onrec AwardsMarch 2023 - The prestigious Onrec AwardsCeremony has cemented itself in the calendar as a must-attend event. Not only is it an opportunity to celebrate the very best in Online Recruitment but it is also a chance to network with the very best suppliers in recruitment.Recruiter AwardsSeptember 2023 - The iconic Recruiter Awardsis 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.APSCo AwardsSeptember 2023 - The APSCo Awards for Excellenceare 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.TIARAOctober 2023 - The TIARA Recruitment Awards recognises excellence in the UK’s best-performing recruitment companies with revenues above £5m.The Global Recruiter AwardsNovember 2023 - The Global Recruiter Industry Awardscelebrates 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 2023 - Established in 2001, the National Online Recruitment Awardsacknowledge and reward excellence in online recruitment practice. They are dedicated to the continual improvement and evolution of the candidate experience. ... and for Other Sales Tips for Recruiters...Our high intensity interval training - Recruitment HIIT - helps recruiters and resourcers source, convert quicker and develop healthy pipelines. We aim to save every recruiter and resourcer at least 1 hour per day (6 working weeks a year). Hence, more billing time and more fees!We’d love you to try Recruitment HIIT for free. Or book a call to discuss your recruitment training.TRY RECRUITMENT HIIT FOR FREE
Recruitment Marketing ROI for 2021 with Members Only
Recruitment sales and marketing is a time and numbers game. 2020 was a massive distraction and disruption for the market – what do we need to do in 2021 to ensure that we spend the right time generating the right numbers? (Leads, candidates, opps, sales, recruiters?)Recruitment Marketing ROI for 2021How can recruitment marketing help with?:Data-based selling – which will be the dominant approach by 2025! Sourcing – the average recruiter spends in excess of 13 hours a week sourcing, only to find that most of their placed candidates, were already on their internal system! How to save time and money through recruitment marketing Retention – 2020 taught us some serious lessons about retaining candidates, clients, and colleagues – how can automation, and database monetisation help? Lead generation and business development – what should recruitment marketing be doing to rebuild recruitment businesses in 2021?Lisa will be talking Recruitment Marketing ROI 2021 with the knowledgeable Simon from Members Only - who shares her passion for marketing driving sales and recruitment business growth.Watch the Recruitment Marketing Webinar with Members Only HereREAD ABOUT OUR MARKETING TRAININGBOOK A CALL TO DISCUSS MARKETING TRAINING
Improving the Value of Your Recruitment Business with Greg Savage Podcast
Recruitment leaders who want to get ROI from their recruitment tech, have marketing deliver viable candidates and leads, and make sure that their recruiters are super-productive, need to listen to this recruitment podcast…Oh! And if as a recruitment leader, like many of my clients, you are looking to hire more recruiters, this podcast has a couple of great ideas to help you with your own recruitment strategy. Straight Talking - No Messing - Advice for Recruitment LeadersDo you know the value of your business?A buyer will typically be looking at 60-70% of profits coming from temporary or contract recruiting. Do you know how many of your recruiters quit last year simply because they did not have the training to do their job?Do you know what your marketing function should be doing to generate the 4Cs? (Candidates, clients, colleagues, and cash?)In this episode of the Recruitment Leaders’ Podcast, I'm delighted (understatement!) to be talking to Greg Savage. He offers some "straight talking - no messing - advice for recruitment leaders who want to be more successful".I talked to Greg about:What are the main changes he feels have happened in the recruitment industry?What are most recruitment leaders doing differently at the moment?Where is the “danger”?What are investors who are looking to buy your business looking for?What does he think of permanent dominant-recruitment businesses?What could add the most value to your recruitment business? And devalue it?How can we attract the best recruiters?What 3 things are crucial for recruiters to be trained in?What are the three skills every recruitment leader is going to need in the next 3-5 years?This is seriously one of my favourite recruitment leader interviews and I think every recruitment leader (current or budding) will benefit from spending 30 minutes listening to this and planning their strategy.We talked about how there isn’t enough process around recruitment CRM systems. Listen to this episode of the Recruitment Leaders' podcast to hear more.And for recruitment marketers who want to demonstrate and deliver ROI from their marketing efforts, check out our blog post on connecting recruitment sales and marketing.Listen to this Recruitment Leaders' Podcast!Thanks, Greg, for being such great guest on my Recruitment Leaders’ Podcast.Listen and subscribe to the rest of Barclay Jones’ Recruitment Leader Podcast Series on SoundCloud or find us on iTunes!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). TRY RECRUITMENT HIITBOOK A CALL TO DISCUSS MARKETING TRAININGREAD ABOUT OUR MARKETING TRAINING
Recruitment Marketing ROI Defined for 2020 - Sales NOT Admin!
As a recruitment marketer and recruitment leader you’ll be focused on ROI: adding real value to your recruiters and helping them attract the 3Cs – candidates, clients, and colleagues. (And ideally help them convert these into cash!)But often, marketing is seen as merely admin - and in many recruitment business, it is. But it should be sales!Marketing is SALES if Done Right - It's ADMIN if Done Wrong!As an award-winning Affiliate of APSCo, my team of recruitment trainers and I have a passion for ROI. We work with recruiters and their marketers to deliver what we call the 4Cs – candidates, clients, colleagues, and cash. Recruitment Marketing ROI should never be just theory - if you plan for candidate attraction, client leads and colleague job applications, they will happen!But often, when I start mentoring Recruitment Marketers, they are beyond busy. Busy doing lots for things which can often lead to very little ROI. Sales is not connected to marketing in reality or even in theory. Lots of marketing tasks lead to a lack of the 4Cs - and ultimately a disconnected approach which forces recruiters to have tenuous (and stressful) pipelines. This also means that the data on your Bullhorn, Adapt (and etc...) recruitment system is so worthless that extra systems are needed just to find candidates. What a massive waste of time and money.Recruiters need to spend an average 13 hours per week sourcing outside of their key recruitment system80% of leads are never followed upRecruiters get very little time to get on the phone and improve candidate and client experience, so that their own experience is not great43% is the average attrition rate of a recruiter (25% higher than the "norm")72% of the placements made last year were with candidates already on your Recruitment system, before you wasted crucial time sourcing them from elsewhere76% of recruitment marketers can't use the recruitment system you have, or the data contained within itBut still sales is sales and marketing is marketing...? No - sales is marketing, if done right! Both marketers and sales need to get SMART.This Has to Be a Smart Year - Connecting Sales and MarketingAs the new co-chair of APSCo's Recruitment Marketing Forum I recently spoke at their quarterly event. My slide deck below talks about:How to get sales and marketing connected – and avoid the colouring-in-department badge!What ROI is crucial in 2020 and how to measure itWhat tech hacks I use in my mentoring and coaching of Recruitment Marketers and Sales LeadersFlick Through My Recruitment Marketing 2020 SlidedeckRecruitment marketing 2020 - sales and marketing get connected Barclay Jones from Barclay Jones: Making Recruiters More SuccessfulNeed Recruitment Marketing to Deliver ROI in 2020?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).TRY RECRUITMENT HIITBOOK A CALL TO DISCUSS MARKETING TRAININGREAD ABOUT OUR MARKETING TRAINING
My Top Blogs and Podcasts for Frustrated Recruitment Marketers, SEOs, and Content Writers
Recruitment marketers have a tough enough time managing their time and workload, let alone staying up to speed on the ever-changing tech, process and best practice for generating more candidates, clients and colleagues for their recruiters.Through my recruitment marketing mentoring, I create SMEs “subject matter experts” in recruitment marketing – I help them (you) become aware and stay ahead of the trends that will affect how you perform and deliver ROI.(And if one of your frustrations is that recruiters are not engaging with Adapt / Bullhorn effectively so you can monetise the data for marketing, there are LOADS of Adapt and Bullhorn Training tips on our Recruitment HIIT on demand training platform. Click for a free trial.)How Do I Start Recruitment Marketing and Stop Simply Being the Colouring-in Department?This marketing blog will give you some crucial hacks that I use in my marketing training, and help you stay focused on what genuinely needs to be done to deliver growth to your recruitment business.The Search Engine Journal Show SEO is NOT what it used to be - a dark art, full of keyword stuffing, crappy copy writing to fool Google, and so dull, geeky and technical that outsourcing was your only hope.These days, Google has made it more “pedestrian” for the express purpose of appealing to a wider paying audience. We’ve been empowered to create keyword decks that can be the breath of not just your website, but your job adverts, phone calls, LinkedIn profiles etc…I love this SEO podcast – there are some great listens to give you confidence and easy hacks to help you focus on what you need to do. It talks a lot about content and is super-practical for recruitment marketers who want to do my mantra - “less content, more marketing”.Copyblogger FM Talking of “less content, more marketing” – if 60-70% of content is never actually used, you need to be sure that the precious time you spend as a recruitment marketer is spent delivering something that is capable of more than simply filling your day!Your content needs to be:SwiftAssertiveRelevantAnd able to convert humans to candidates and clients… and recruiters into your best friends!Although I don’t agree with all of the topics, there are some great ideas in this Content Marketing Podcast.Recruitment Leaders’ PodcastDammit, I’m plugging my own podcast for recruitment marketers and their leaders.With this content, I want to:Stay current with the trends and thoughts of the leaders in our lovely recruitment industry. Create content to help my clients and mentees.And, of course, use it to generate leads for my own business.There are marketing tips, ideas for tech to automate recruitment and marketing, and some common-sense advice from the leaders of our industry.LISTEN TO RECRUITMENT LEADERS' PODCASTIf you are struggling to monetise your CRM, this podcast about how marketing can really make money for recruiters can help too... How Can Marketers Make Money for Recruiters?We work with recruiters, their busy marketers, and ambitious leaders, to help them generate the 4Cs – candidates ,clients, colleague 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 leads, and colleagues (3Cs). TRY RECRUITMENT HIITBOOK A CALL TO DISCUSS MARKETING TRAININGREAD ABOUT OUR MARKETING TRAINING
Artificial Intelligence and the Death of the Recruiter
Every recruitment leader I am working with is asking me about AI (artificial intelligence) and machine learning in recruitment technology. Equally, the recruitment marketers I mentor and coach are thinking about AI in marketing and how it can help them improve job adverts, and brand, and sales.This blog is a speedy 3-minute read with 2 key takeaways for recruitment leaders and their marketers who want to understand how AI will affect recruitment.Recruiters and Their Marketers Vs Artificial IntelligenceWhen asked about AI, I have been saying:“Chill! Recruitment and marketing need humans!”But I am extremely aware that AI and machine learning is starting to disrupt recruitment - at least it is disrupting the conversations, which often leads to a disruption of the job and the product.If it’s disrupting my marketing mentoring and recruitment training sessions, it will be disrupting the calls that recruiters are making, and the meetings that marketers are having with their recruiters.I have been listening to Brad Geddes and his Podcast on Humans Vs Machines. Brad has been in paid search / for as long as you can pay for searches (1998) and has some great insight into AI and machine learning, and the role of humans in business. This podcast was a speedy listen, and made me think about 2 key takeaways for my recruitment and marketing.AI Vs Humans – When Do Recruiters Get Replaced?Is AI / machine learning going to replace humans (and in this I mean recruiters and recruitment marketers)?Brad makes a great point that computers are great at numbers and data crunching. I feel that the average recruiter and marketer have very little time to do this job – so, yay to computers!Humans are great at strategy, while computers are not going to nail this (yet!). But again, the marketers I mentor and the recruiters my team train often have little time for marketing strategy and recruitment strategy – both roles (at the moment) are fraught with a JFDI approach.BUT Brad makes a great point: when you link the two – when you link humans and computers... BINGO!Takeaway: Recruitment leaders need to step back from AI – and ask:“How can I link AI and my humans together? How can I get the benefits of AI without removing the human element that Recruiters are genuinely great at, and that is often my USP?”You need to look at your workflows that the tech people are trying to sell you, and ensure that when you put the two together they are both very clear on where they stop and start! Have a growth strategy, not just a purchasing one.Also, consider this: if you have small data sets, you will benefit less from machine learning than your bigger competitors…. AI needs data to be great!AI and Job AdvertsCan computers write job adverts for my recruiters?Brad also talks about adverts (I translate this to job adverts).He’s found that when machines write adverts they get more clicks, but then the sales people complain about the quality… sound familiar? The last thing a busy recruiter needs is more randoms applying for jobs, and leads coming through the website that are not genuine sales opportunities.I feel that recruiters need to write their own job adverts. It’s not admin to sell or pitch. Plus, Google for Jobs tells us to get our job adverts sorted as they are crucial at attracting the right data… A great job advert will fix so many issues in a recruiter’s pipeline (candidates, AND clients AND colleagues!)Takeaway: Recruiters need to improve their job advert copy. Marketers need to have a strategy for marketing the jobs more effectively. AI is NOT coming to rescue you from crap candidates applying to crap job adverts.HIIT Me Robots!Our high intensity interval training - Recruitment HIIT - helps recruiters source, convert quicker and develop healthy pipelines, and helps marketers generate more of the 3Cs. We aim to save every recruiter and marketer at least 1 hour per day - more billing time, more fees!TRY RECRUITMENT HIIT FREEREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
RecTech 2020 - AKA Rise of the Recruitment Machines
Recruitment leaders! We know that recruitment is a time and numbers game. Your recruiters are spending 1/3 of their time sourcing candidates for a single role, they are checking their emails 36 times per hour, and you’re spending more and more money on recruitment tech, just to stay the same…You need your recruitment technology to be automated, to take some of the heavy lifting, and free up your recruiters so they have time to bill!Recruitment Technology and the Death of the Recruiter?The recruitment leaders we work with are concerned that that expensive CRM is not delivering ROI, and they need to boost this with even more tech!With the distraction of GDPR and Brexit stalling our growth, and the threat of AI taking over recruitment, we need to really focus on delivering profitable and future-proof recruitment businesses. Relationships, phone calls and face time have never been so important, and inbound sales should be a key strategy for next year.After all, you tell us every year that more phone time is needed! Your recruiters spend too much of their time on LinkedIn and job boards – when 70% of the candidates you placed last year were already on your Bullhorn, Adapt etc…You need time to call more clients and place more candidatesYou (and your recruiters) are constantly being interrupted (56 times a day, in fact!)You want effective automations that give you back the time you desperately needYou’re concerned by the rise of the machines and how AI will disrupt your businessIn this recruitment webinar, we talked about:What you can do NOW without spending any more money on NEW Recruitment SoftwareHow you can analyse what’s stopping Recruiters being effective, or what’s stopping a great Candidate, and Client, and not forgetting, Recruiter experience.How to figure out if your recruiters are doing the basics well.How you get a CRMFirst mindset in your business.Watch the recruitment technology webinar hereWe'd love to talk to you about your sales, marketing and recruitment productivity strategy.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).TRY RECRUITMENT HIIT FOR FREEREAD ABOUT HOW WE DELIVER RECRUITMENT TECHNOLOGY STRATEGY BOOK A CALL TO DISCUSS RECRUITMENT TRAINING
How to Stop 2/3 of Your Recruiters from Quitting
Recruitment leaders and recruitment trainers! You want and need your recruiters to be more successful. You need them to bill more. You need them to use your data and your systems and deliver “your way”.Plus, we bet you’d love to save £100,000 a year by training your staff effectively!We joined forces with APSCo to show you how in our latest webinar...Is Your Recruitment Training Working?The stats around recruiter attrition (25%+), reasons for people quitting their jobs (2/3 due to lack of training) and how much it costs to replace a recruiter (£10k per person) are not great reading – and ironically have the answer within themselves.We ran this webinar for recruiters looking to improve their staff retention and staff development strategy.You want to:Train staff to prevent them from quitting.Get them to use the systems you’re blowing your profit on.Understand why recruiters stay in a business, and why they leaveRecognise how your recruiters learnDiscover what recruitment businesses can do to ensure that the training they’ve paid for sticks.Find out the benefits of online learning.I discussed why simply buying recruitment training courses will not make the difference you need to ensure your staff are happy and effective. And I covered how you can be in control of what your recruiters learn and how they can deliver “your way”.And if, as a recruitment leader, you are looking to hire more recruiters, as well as retain those you already have, this webinar touched on some great ideas to help you with your own recruitment strategy.Watch the Webinar!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).TRY RECRUITMENT HIITREAD ABOUT OUR RECRUITMENT TRAININGBOOK A CALL TO DISCUSS RECRUITMENT TRAINING
Recruiters! Turn Your Data into Cash with your Adapt CRM
This Adapt CRM Training hack is for Recruiters who want to be more organised and make quicker matches between your top candidates and jobs.Recruiters! Place More Candidates and Place Quicker Using AdaptRecruiters tell us that we run the best Adapt Training and every month we create a quick Adapt video hack to help recruiters improve speed and sourcing. We know you need more time to bill!This Adapt Training hack will help you get the right candidate in the right job even quicker. Save clicks and start sourcing straight from your Adapt CRM search screen. Perhaps your searches pull lots of great candidates, but you need to be able to reference them quickly.You feel that time can be wasted clicking into individual records.You wish that there was a way to review all your search results and note their suitability without leaving the page.Adapt Studios are at the heart of your Adapt – they help recruiters with their most common problem – managing their data and turning it into cash!The recruiters I train on Adapt love this feature. It really helps them focus on the relationship building part of their job which we all know is the key to engaging and retaining candidates and clients.Watch the Adapt Hack here!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).TRY RECRUITMENT HIITREAD ABOUT OUR ADAPT TRAININGBOOK A CALL TO DISCUSS ADAPT TRAINING
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