Like it or not, recruitment is a sales job. Maybe you call yourself a consultant, maybe you don’t, but at the end of the day, when it’s all said and done, you sell people. You sell people, opportunities, career paths and ideas. That’s recruitment. So, let’s not run away from it. Be proud of your work! If your a good recruiter, then you’re a great sales person. So, why do we dread making cold calls, why can’t we overcome objections?
Why? Because we don’t believe in ourselves. Win, lose or draw, you are still you! How many rejections you get does not dictate how good you are at your job. My son has this quote from Michael Jordan on his wall -
“I've missed more than 9000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed.”
So if Michael Jordan, arguably the best basketballer of all time (I am Told) can fail, then surely we can too.
Failure is part of this job. But don’t let it be the defining force in your career. Learn from your mistakes, make better choices next time, and enjoy the success you’ll get.
In the meantime - here’s a few tips to improve your call technique.
● Be in the right mindset. - Calm yourself down, remember that regardless of the outcome, you're still having a good day)
● Be friendly
● Listen attentively
● Be natural
● Be positive - regardless of the outcome, the person on the other end of the line is doing their job, just as you are doing yours.
● Confidence is key
● Slow down!
If phone calls are your weakness, think of every time you pick up your phone as an opportunity to hone your craft. The more you do it, the more familiar you will get.
Remember that there are plenty of resources on this site for building your skill set and recruiter salesBootcamp is scheduled for February.
As always - Be the best you can be!