There are three core competencies of recruiting: Influence, Resilience, and Achievement.
- Influence: getting others to do what you want them to do and then have them thank you at the end of the process.
- Resilience: How to bounce back from adversity because our business is built on disappointment, emotional turmoil, and heartache.
- Achievement: Being able to put yourself in a state of peak performance and achieve great things, even when you don't feel like it.
Once you have made a few placements in your client’s organization, it’s time to meet them face to face if you haven’t already. Quite a bit of search work takes place outside the region in which the recruiter lives, which has both advantages and disadvantages.The advantage of this is that distance always brings credibility. When you are far away, you are perceived to have more credibility and authority than someone who lives close by. The disadvantage is that you are hindered in your relationship-building skills, which is a key way to build trust and relationship with candidates and clients; close proximity, meaning that you can meet your candidates and clients easily, will always enhance the placement process and accelerate the close quicker.
1. Break bread. Make sure you have a lunch or a breakfast or cocktails when you visit. When you eat with someone, a personal bond takes place, and that’s the primary purpose of the meeting, to build a personal and agenda-free bond. It’s not about the business, it’s about the bond.
2. Follow up on previous work. Find out how previously placed candidates are doing, and ask for feedback. Is there anything in my process that I should change? If we worked again, is there anything different you would want me . . .