Make Friday Work For You
1. Audit your Pipeline
Remember that the bigger your pipeline the more effective your closing. If you have more than one job to work, and more than one candidate on each job, you can relax, forget about a brilliant glib close, and just deliver offers. Or as you will hear me say at all my seminars, “Most recruiters fail because they have too much psychological investment in too little activity.”
2. Plan for Monday morning!
Why should we plan every day? Most recruiters attribute low production to time management issues, lack of focus and direction. A strategic plan will provide you a roadmap to success.
3. Analyse your Numbers and Ratios
Do you know what superstar recruiters have in common? They all track their numbers and ratios on a daily basis. Do you? Do you even know what they should be? One of the key components of running a successful search desk is keeping and analyzing daily numbers. How many marketing calls does it take to write a new job order? How many presentations do you make before you get a sendout? How many sendouts does it take to make a placement? If you don't know the answers, you should.
4. Cover ONE Job
You can’t work everything! Qualify and then cover ONE job order based on the following…
Whoever has retained you or paid any sort of fee up front
Whoever has shown, in past placements, an ability to hire quickly and effectively
Failing the first two, default to:
What kind of quantifiable pressure does the client feel? Is there a deadline, a consequence for not hiring. (REMEMBER MY MANTRA, THE MORE PRESSURE THEY FEEL, the less perfect the candidate has to be in order to get an offer).
Is the job in your niche? If it is, you have more candidates to contact and a greater chance of success.
Does the client have something to sell? Is the word on the street that it is a great place to work, a compelling story? If so, it gets priority because the close on the other end, the candidate end, will be easier.
This is granular, but important. Do I have respect and cooperation, measured by 1) a cell phone 2) routine call backs or email replies without delay 3) are the send outs scheduled promptly?
The more a job fits the above criteria, the more confident you will feel about going after it. You want to be Covering Jobs you made good choices about, not RE- covering from the disaster caused when we made bad choices.