I was lucky (or unlucky) to have started my recruitment career in the 2007-08 Financial Crisis. When people are LAUGHING at you when trying to do BD, you know it's a tough gig.
My old boss always said... "You'll look back and be proud of how hard you're scrapping" and it was true. Never did I realise what an absolutely shite time it was to sell anything! Let alone recruitment.
So... here are some tips that every recruiter can do while at home, or while business is quieter than normal.
Connect to as many people as possible
Plan every 30 minute slot
Practice your lines / objection handling
Add value! Don’t just plug jobs
Work on your Mission, Vision, Values
Some recruiters are brilliant and adding everyone they know to LinkedIn.
BUT, maybe your target market doesn't hang around on LinkedIn? Maybe they're on Twitter, Reddit or something else.
Add people to your network by using tools like Meet Alfred.
Recruiters need a brilliant network, so keep adding to it. Every day, without fail. I hate the word "strategy"... so let's say you need a Connection POA.
If you think other recruiters aren't trying to sell to your clients - you're 100% wrong. This is an opportunity to create new relationships.
Keep in contact by adding value (more on this later) and be ready to serve your clients as soon as they need.
Perhaps this point goes without saying, but regular contact to stay top of mind is very important, when headcount is back on.
As the point above... if you're not setting up interviews - why not get in contact with new clients?
It doesn't have to be "DO YOU HAVE ANY JOBS?"
Offer value (more on this later), and make the lives as easy as possible for your clients and prospects.
I'm working from home as I write this... and it's FULL of distractions. The fridge, kids, WhatsApp... it's relentless.
So, my advice is work with every 30 minutes in mind. Set yourself daily targets or if you use OKRs - focus on your weekly goals. Whatever it may be, break your day down and PLAN where you're going to spend your time.
When times are good (and I have faith that they will soon!) - KNOWING how to navigate your way through difficult conversations will help. There's no shame in practicing. You should know your sector, practice your pitch and develop your skills.
Real pain in the ass for me is seeing recruiters only plug jobs. I've spoken to 1000s of hiring managers who block recruiters, because they fill their feed with crap.
My background is placing salespeople into the tech sector. They're far better at selling - which is why the good ones earn £300k+
Recruiters don't really seem proud to learn. Not proud of what they do. Why not? A great recruiter provides unbelievable value.
I would recommend Fanatical Prospecting.
As above, recruiters are going down the marketing route late to the party.
"Personal branding" is a term that's hot - but I don't think recruiters have quite "got it". There's no plans, goals... just waffle (and jobs).
Listen to experts like Gary Vaynerchuk and Crushing it!
Plus, learn things like Inbound on HubSpot. YouTube has hundreds of videos about marketing. You don't need to be a PPC or SEO expert in my opinion - just better at getting your message across.
"Why do you want to get into recruitment?"
Unfortunately, the clients don't share your values. Your clients might be in IT and they want to create awesome tech. Your clients might be in engineering and want to design new solutions.
Simon Sinek says "Start With Why" - read that
Just because business ain't looking rosey, doesn't mean we should all become slobs. Keep on top of your daily/weekly exercise routine - there's no excuses not to do some press-ups at home! Look after yourself and your family where you can and look after yourself... because WHEN IT PICKS UP again, you want to be fighting fit.
FWIW, stay safe and stay positive and I hope every recruiter is successful and markets themselves better.
Need help with your marketing? Book a call here
Growing recruitment agencies with better marketing