Ask Barb: Phone or Facebook?

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Jun 13, 2012

Dear Barb:

My recruiters are convinced that clients want to communicate by email, text, and IM vs. telephone conversations. I still think we should pick up the phone and have conversations with our clients. They [the recruiters] spend most of their time on Facebook and LinkedIn and are rarely on the telephone. None of my sales team are hitting their production goals, which is why I’m reaching out to you. I don’t want to be old-fashioned and dated, but when we picked up the phone – we hit our goals! My team likes your NOBSNewsletter and respects your opinion so I’m putting this ball in your court to answer. Thanks!

Michael P., San Jose, CA

Dear Michael:

Recruiting has been, is, and always will be a relationship building business. It’s difficult to build a relationship communicating only by email, text, or IM. I believe you have to use all means of communication, but I also believe every third contact should be a telephone conversation! In this competitive market you want to elevate your client relationship from “one of many vendors” to the status of “trusted advisor.”

Clients will give more business to individuals they trust and like. The more you allow clients to talk about themselves, discuss their challenges, or complain – the more they will like you! You can pick up buying signs or issues during a phone conversation that you can’t in an email. When I speak to audiences of Corporate Executives, one of their biggest complaints is they only hear from us when we want something. I explain that we are workforce/workplace experts and they find that surprising. It’s important that we communicate consistently with key accounts whether or not we are working on a current opportunity.

Regarding Facebook and LinkedIn… LinkedIn is valuable if utilized properly because you can learn inside information about companies and connect with prospective candidates and clients. However, unless you are a full time researcher or sourcer, research on Social Media sites is not done during prime time. As an owner, I will never believe that having Facebook minimized on a computer is in my best interest. Facebook is normally used to play with family and friends!

Some of you may think it’s old-fashioned to pick up the phone and have a conversation, I’m telling you it’s the most effective way to consistently hit your production and income goals! I agree with you 100%,Michael!

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

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