- “The more you put in, the more you get out.” When you can’t close a deal to save your life and you’re wondering why you ever got into recruitment, pick the phone up. Something will happen.
- “It’s a contact sport”. Next time you start writing an email, ask yourself why you’re not making a phone call. Then pick the phone up.
- “Have the conversation”. Not sure about the candidate? Speak to the client. Discuss your reservations; you won’t be wasting your client’s time. What if you don’t and your competitor does?
- “It’s not what you know, it’s who you know.” Relationships and networks are the lifeblood of what we do.
- “Trust your gut instinct.” A hunch is normally based on something that went well, or badly, in the past.
- “There’s no such thing as a nice surprise.” If it’s a surprise in a recruitment process, you probably don’t want it.
- “Billing is a habit.” Unfortunately, so is not billing.
- “Old school” works. Listening skills, open questions, objection handling, closing. Activity, activity, activity.
- “People buy people first.” Would you spend money where you got no service, no value, no peace of mind?
- You can’t win ‘em all.” Sooner or later one of your competitors will place a candidate you are working with, that you decided wasn’t right for the role.
- “Internal recruiters are washed-up billers.”
Ten of the above are true.