I AM AN EXCEPTIONAL RECRUITER
WRITTEN BY DAN ALEXANDER
RECRUITMENT 101 - FROM ZERO TO ONE
There are so many recruitment companies these days! ‘The Good’, ‘The Bad’… ‘The down-right Ugly!
And the REAL truth is, as a bright-eyed-shiny-brand-spanking-new recruiter, that most of these recruitment companies can help you get from Zero to One (having never done a deal to having done a deal). Recruitment 101 is out there for the world to see, and it has been for a long time… There is nothing new here. Many of the same concepts are as true today as they were back when recruiters were sending T&C’s to their clients via 1st class Royal Mail. (Glad to say I wasn’t part of the dark ages!)
WHY BE *UCKING AVERAGE?
Often people say that the worse job in the world is an average recruitment consultant - You’re in recruitment for a reason. It’s so easy to be average in recruitment and there are far easier ways to make a living. If you’re going to be in recruitment make the decision to get the rewards from it. **IMPORTANT**: If you haven’t already, please develop an allergy to average. Repeat after me – “I am allergic to average”.
THE CASE STUDY – TOP BILLER vs AVERAGE JOE
So, you’ve been doing the job for 6/12/18 months – I bet your training notes will be in the top drawer of your desk. Gathering dust. You tell yourself “I know the job.” Put yourself up against a top biller… let’s see here:
- You both get to work just after 7am
- You both rack up 100 dials +
- You both hit in excess of 2hrs call time a day
- You both speak to the same amount of decision makers a day
- You are finding the right people with your searches
- You are both Headhunting in addition to sending InMails/emails/social media etc
- You both leave 6:30/7pm having had a productive day.
- The top biller is out billing you by X3!
WHAT DOES THIS PROVE?
That hard work alone is not enough. If this was the case, construction workers and nurses would be the highest paid people in industry. More truths for you here… Mr/Mrs Top biller is taking longer lunches than you, in reality making a fraction of the dials, and is still out-billing you! Is it hurting yet? It should be.
You tell yourself - “They’ve just got a better desk than me!”
… No. They haven’t. It’s YOU!
You tell yourself - “They’re so lucky with their deals.”
… No. They’re not. It’s YOU!
No doubt you’ve heard the metaphor about the “Redistribution of Wealth”, imagine that we levelled the playing field and all the recruiters in the world started from scratch again: 99% of the same recruiters would become tomorrow’s top billers.
OK, YOU’VE GOT ME - WHAT’S THE SECRET?
It’s your intro.
It’s your tone.
It’s how you think.
It’s your perceived value.
It’s because you’re talking up to people.
It’s because you said “touching base.” Again.
It’s because you leave weak voicemails.
It’s because you use the word “just”… “I’m just calling you”…“ just a quick call”… “I just thought”.
It’s because you’re not a consultant… When was the last time you were actually consultative!? Why didn’t you challenge/consult/guide when that person needed your advice?
It’s because you ask permission, rather than leading the sale.
It’s because your LI profile is incomplete and the digital version of you doesn’t shout “I’m worth talking to” at the top of its voice.
Its because you ask shit closed questions early in your discovery conversations and it leads to NO’s.
It’s because you feel like you’re wasting the person’s time on the phone
It’s because your limiting beliefs say, “OMG, this guy is the CEO!” rather than “Frank’s a cool dude”.
It’s because you look at the above and you think it means you need to be aggressive… (it doesn’t.)
It’s Because you don’t TRULY BELIEVE with conviction, that deep down, subconsciously, the person on the other end of the phone is going to be in a better place once you are finished helping them.
It’s your entire self-image!
Having worked with many recruiters now and studying the differences between the ‘best’ and the rest, I know that self-image is the number one thing that needs addressing once you’ve made the decision to go from average to good. From great to elite.
“What do I truly believe about my myself as a recruiter?”
Is what you believe congruent with the recruiter that you deserve to be? You have been programmed by the world around you. And if everything in life can be learnt, then it can also be unlearnt. You can be reprogrammed. You need to speak it into existence… If your internal dialogue is not saying something similar to the below, you NEED to use the below. Read it every day.
Here is what I believe:
I AM an EXCEPTIONAL Recruiter
I AM an EXPERT in my field
I leave the competition in my dust
I work relentlessly, fearlessly, obsessively to achieve my goals
I don’t give a fuck
I will cold call any person on this planet
I love the word ‘No’
No makes me more determined
I turn No’s into Yeses with EASE. there is not an objection you can articulate, that I cannot handle.
I AM a MASTER Resourcer
I find an opportunity where others fail, find the candidates that others miss, uncover hiring needs before the company themselves identify them
I FIND A WAY! If there's no phone number, I find a workaround, switchboard, network, HUSTLE MY WAY TO SUCCESS.
I provide MASSIVE VALUE to my network, my colleagues; my candidates, my connections.
I am ‘Red Hot’!
My work rate is EXCEPTIONAL.
YOU WILL NOT OUTSELL ME
YOU WILL NOT OUT WORK ME
Because I AM AN EXCEPTIONAL RECRUITER.