Marketing a Most Placeable Candidate
The bulk email for recruiting is working far better than I could have expected but on the marketing side I am not getting the same type of response. Is there a follow-up call program I should be following up with on marketing emails? Lance from New Jersey Answer: I am...
Handling the “You Need to Talk to HR” Objection
Mike, can you help me find out how to handle the objection of ‘you need to talk to HR’. I have my own thoughts on this, but I wanted to get your take. - Kay Answer: So, there’s a couple of scenarios that can happen, both are very similar. The first scenario is when I...
What to do When an Existing Client Wants a Discount
I lead a direct hire business unit which is 90% me, under the umbrella of a temporary staffing firm. Our temporary staffing clients all expect a discount from the search division based on the volume of business we do on the temp side. Would you give me some ideas to...
What to Look for When Hiring Recruiters
What personality traits do you look for in recruiters that you hire? Where do they come from: specific industries, straight out of school, etc.? Chris from Florida Answer: Chris, recruiters are very much like Rudolph the Red-Nosed Reindeer, if you are fan of that...
How to Effectively Market an MPC
Hi, Mike. My question for this month is, in regards to cold calling hiring managers to gain new search assignments, I find I struggle when I have an actual live person on the phone. However, when I receive their voicemail, I’m not certain what to say and I feel I’m...
Meaning of Metrics: What Counts as a “Presentation”
I have heard you emphasize repeatedly the importance of metrics with the end goal of hitting a goal of certain number of presentations per day, per week. What counts as a “presentation”? Ken from Denver, CO ANSWER: Great question with a very simple answer. But first,...