Why do so many recruiters fail?
Having just read Gavin Ingham’s article “If selling is so simple why can’t everyone do it?” An interesting question and worth taking time out to read.
It certainly made me think about all the trainees that have dropped out of recruitment for one reason or another. Added to this a good friend of mine Sarah Bennett, an excellent trainer of consultants was asked to do some training on New Business, the shock was so great for a couple of newbies they resigned!
It never ceases to amaze me that graduates still come into recruitment not realising it is a sales job, they are under the impression that it is a HR role, when in truth it couldn’t be further away.
So if you are looking to recruit another consultant and this time you want to keep them read Gavins article, it isn’t a coincidence that Roy Ripper of Recruitment Juice calls his first DVD “Its all about attitude” and in the same breath Gavin say:
“So if selling is so simple why can’t everyone do it?
Because selling is about attitude.”
On top of this I loved this quote also from Gavin, particularly with all the Recruitment Consultant vacancies asking for Graduates, kind of summed it up for me.
“Selling provides virtually unrivalled opportunities for anyone who is prepared to commit themselves. Your degree won’t help you. Your qualifications and exams won’t help you. Your CV won’t help you. The only person who can help you is you. And that’s too much of a leveller for most people.”
Recruitment Juice Training Video Review
After all the hype with the superb promotion videos for Recruitment Juice, I couldn’t wait to get hold of my copy to see if it lived up to all expectations, as I wanted to do a review here on Recruitment Views. So finally at the weekend I was able to sit down and watch the full set of DVDs without interruption from the family. The set is made up of 6 DVDs all on a theme of “The Juicy Bits of New business!!” Now as a self proclaimed expert on New Business, I had pen to hand to take it apart layer by layer.
Firstly the series is broken down into seven parts and is made up of about 2 hours of video, plus a very interesting document called “the Perceptions of the Recruitment Industry”, a must read survey if you want to be one step ahead of the competition.
The 7 sections were titled as below:
- Its All About Attitude
- Prepare & Plan For Success
- Opening Calls With Impact
- Questioning & Communicating with Confidence
- Eliminate Objections & Close Intelligently
- Strategies For Creating New Leads
- Juicy Tips
In the end I couldn’t critise any of the training videos, as I came away feeling that Roy had managed to cover every aspect of new business as well as anyone could. For me what made the training videos stand out so well was not only Roy’s opinion on recruitment but the combination of the other 5 experts. Ben Doltis from the SJB Group, Kayode Dauda From Harrison Search, Lloyd Moore from Creative Recruitment, Angela Ashwell from Ashwell Forbes, Richard Bloom from Purple Consultancy and Helen Curry from the Spencer Group. In the end it felt like they were talking about their experiences and how they succeeded when it came to new business, as if they were giving away their trade secrets to me.
Intermingled with all this knowledge was a series of sketches, which emphasised the good and bad habits of recruitment consultants when it came to new business, transmitted in a style of the TV series “The Office”. Basically the sketches were set in an imaginary recruitment consultancy named Sunshine Recruitment. The two main characters were Wayne, who is the “I’ve been there done it all before” personality, with a wonderful cringe factor and the lovely Charlotte, who is the new recruit learning how to do the job, while making all the mistakes as we all did when we first started.
So I suppose the question is wether it’s worth the £699 or £649 if you use my promotional code RECVIEWS, which Roy kindly wanted to pass on to my readers. Well the answer I suppose will depend on you, because having watched the video I can guarantee you will feel that you will have had value for money, as the series had been put together so professionally, with insights from top performers, superb tips and tricks, humour and above all your consultants will perform to a higher standard and produce more revenue, which is what it is all about at the end of the day, rather than making more calls than anyone else.
In the end I felt Roy made sure nothing was missed and even an old campaigner like myself came away enthused. But for me if I was to pick one thing that had an impact or should I say summed up the training, it was the phrase “Remember you are judged by the questions you ask rather than the products you sell”, I couldn’t have said it any better.
So if you want to find out more then please visit www.recruitmentjuice.com
It must be Valentines Day!
After the launch today of www.oraljobs.com.au we get Jobsite launching be my Interviewer, a site exclusively made to help candidates prepare for an interview, rather than describe a job.
I have to say Jobsite’s offering is excellent, because it offers the prospective Job Hunter a few clues on how to succeed in an interview, although after watching a few of these successful CEO’s one couldn’t help feel one would end up being more confused with their different styles. It certainly shows how easy it is to slip up, with an innocuous questions like “How was your Journey?” put by Ruth Badger.
In truth it gives a superb insight into the minds of these successful managers and will not only help the Job Hunter but also the recruitment consultants and their clients.
So hats of to Jobsite for producing such a well thought out interview aid, but hey shouldn’t we consultants be doing the briefings anyway!
Hmm and Jacqueline Gold, that reminds me I should go out and buy something for Conchi (My Wife) if I dare of course.
A Worlds First….Apparently
By accident I came across this World 1st, a specialist web portal that delivers jobs in a fully audio and visual multimedia environment, well that’s how they have put it.
Although there are other sites using video, I have to admit this is unique, in that they are using Avatars to present jobs. One thing is for sure this site will be talked about and will undoubtedly bring in more candidates and clients for Personnel Concept Group, which is what its all about at the end of the day.
I will not go into too much detail as I think the fun will be in the looking around, rather than me talking about it.
So pop over to www.oraljobs.com.au and see what they are shouting about…Not sure if I would have used the word oral though!
Putting Consultant back into Recruitment
I just wanted to bring some attention to an excellent article over on the ideal people blog in regards to Linkedin and the worlds most influential headhunters.
Although Ideal People used it to self promote and rightly so, I did want to add a few of my own thoughts.
If I had found the time to put together my predictions for 2008 like a few of my peers, Linkedin would have been top of the list in its growing influence on the recruitment market place.
When I think of the criticisms aimed at our industry from clients and candidates and in many cases they have a point, I cannot help feel that Linkedin can re address this. There is no reason for anyone to say that "x consultant knows nothing about my industry" because their background and track record is all there to be seen, as Ideal People clearly outlined.
Linkedin could single handedly put the word "Consultant" back into Recruitment Consultant, and we could then be judged again on our ability to do the job we are asked to do and not be judged on the ability to send the fastest cv.
I cannot help think that Linkedin could be the most influential product for our industry, in its ability to expose the cowboys, something the REC couldn’t do!
So as recruitment consultants we need to continually show our credentials with our Linkedin profile to candidates and clients, if we are to improve the standards within Recruitment and stand out from the crowd.
Oh not so very nice to meet you!!
In case no one picked up on this article found on the BBC, in regards to an overly strong handshake where a Kathy Rentas managed to floor the Assistant Attorney Jennifer Keene.
I just couldn’t help not to give it a mention, particularly after my comments on handshakes in a recent article.
So Andy do you recon it was a bone crusher or a hand wrestler or could we add a new one to your list, a GBH!
A Cheaper Alternative to Microsoft Office
One thing I have always tried to do with Recruitment Views is to pass on any tips to save you money and this post is one more, which I hope you find useful.
When it comes to setting up your own recruitment company, apart from recruitment software you will also need to buy a Microsoft Office suite or an alternative for opening and reading those cvs, but with a price tag of £329 for the Office Standard Edition, it can put a dent in those set up funds.
Obviously there are ways to get around this, like borrowing a friends disk, downloading an illegal version or even paying for it with your credit card. But the other day I cam across an alternative via my web hosting company www.fasthosts.co.uk, where you can get a legal version of Microsoft Office from £4.99 per month, more details can be found here. OK it is rental but at least you can get up and running before you need to fork out £329, and if you combine that with a 3 months free trial from Microsoft you can spend the savings on some advertising or a coffee machine for the office.
Now if you still want to pay nothing and do it legally you can always go with www.openoffice.org and combine that with Thunderbird a good alternative.
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