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and cold-call strategies. | | | | | | About the Newsletter | | | The Radin Report is published monthly by Bill Radin, a top-producing recruiter, trainer and manager whose innovative techniques have helped thousands of recruiters achieve peak performance and career satisfaction. | | | | | | How to Talk "Money" with Your Candidates
By Bill Radin "I'm not afraid of death," Woody Allen once said. "I just don't want to be around when it happens." The same is true when we talk to our candidates about money. We're not exactly afraid of the topic, but we can find lots of ways to avoid it. If the issue of salary makes you squeamish, take heart: There are a number of great techniques to break the ice, get good information and help your candidates meet their salary expectations. For starters, I never ask, "What's your current salary?" because the question might come across as being too abrupt or somewhat clinical. Instead, I ask, "Can you give me a sense as to what you're earning?" which is a bit softer and tends to ... [Read more]
The Case for Container Search
By Doug Beabout My arrival in this business was at a time when candidates were abundantly available. This condition remained until the recent past when Baby-Boomers started leaving their corporate employment in droves. Forced by economic adjustments, cost reduction initiatives, or by a desire to retire, their ranks, once a huge force is shrinking by the day and causing a 40mm person shortfall in the next few years. Yes, I hear some pundits saying that baby-boomers are staying at work or seeking re-employment since the economic debacle of 2008 drained much of their 401(k)s. I see many of them seeking alternative income sources but most are not interested in returning to the corporate ranks nor are most employers seeking them ... [Read more]
Free Resumes, Anyone?
By Mark E. Berger All recruiters I know have a fairly thorough sourcing process. We all use many Internet and non-Internet sources to keep the candidate flow going. Resume Distribution Services are one more way recruiters can obtain candidates, and the good part is they are typically free of any charge. A resume distribution service is one that actually charges the candidate a fee to distribute his or her resume to recruiters all across the country. Obviously, these are active candidates...very active...unlike the passive types I normally write about. Having said that, this does not mean they are not quality candidates. Just like any other resource, some are, some aren't. Resume distribution services allow you to sign up for free, and then have varying degrees of filters for the resumes you want to receive, depending on the service ... [Read more]
Want to Close More Sales?
Ask More Questions!
By Mark Whitby The "gift of the gab" is often regarded as a defining characteristic of successful salespeople. Unfortunately, over-talking actually loses more sales than it wins. And the problem is made all the more insidious because people who monopolize conversations usually aren't aware they're doing it and will never know how much money this habit is costing them. The good news is that there's a simple solution: ask more questions! Questions play a pivotal role in every stage of the placement process. Here are 7 reasons why questions are so vital to your success in recruitment ... [Read more]
Using Video Email
for Competitive Advantage
By Paul Siker The latest tool that I have been leveraging to my advantage is video email. Video email messages give me the opportunity to immediately distinguish myself from my competitors. First, I am afforded the opportunity to "humanize" myself. I am no longer merely a faceless, one-dimensional voice over the telephone. Instead, video email allows me to become a living, breathing, multi-dimensional person. The client or candidate with whom I am attempting to engage or follow-up has the ability to see me and to formulate impressions based upon both their visual and auditory senses ... [Read more]
Seven Creative Marketing Methods
By Gary Stauble When you're looking to turn a prospect into a client, it's important to have a number of ways to both initiate contact and then to follow up over time. Here are a few ideas that I've used myself and also with my coaching clients that may be useful for you. 1. Recruit the decision maker. Call the person that you would like to have as a client but instead of making it a marketing call, call to talk about his career. If you already work with people at his level, and you will keep your ears open for any outstanding opportunities for him, then it is OK to approach him about his career first as a softer way to develop a relationship. People tend to be much more open to a recruiting call rather than a marketing call and this allows you to build trust and rapport with him before progressing to ... [Read more]
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