Q: Given the ease at which recruiters can now find passive candidate information online, when does a cold-call to a candidate at their place of work … Read more
Jeff on Call: Where Is the Leverage in My Fees?
Q: I read one of your articles on “Does Arranging Interview = Placement Fee?” I’m reading the book SEARCH AND PLACEMENT by Larry Nobles. … Read more
What They Hear Is Related to What They See
Do you see what I see? A star, a star Dancing in the night, With a tail as big as a kite. –Do You See What I See, song lyrics I was watching a movie … Read more
Cold Calling Tips & Techniques for Selling Staffing Services
Unless you were born into royalty, you are a former president of a country, or a CEO of a Fortune 500 organization, you are going to have to make cold … Read more
Direct-Dial Directories: How to Research Staff via Phone Numbers
A valued customer asked me to ferret out 1,000 names and numbers from a satellite office of a large company (22,000 employees total). I’ve done this work … Read more
The Bottom-Line 7 Laws On Survival In Our Business
Having just read the umpteenth article about how to survive in a tough economy, I am finally going to write my “two cents†worth. What follows applies … Read more
A Fine Line Between Cold Calling and Full-On Stalking…
Good third-party recruiters bring real value to the table, but a corporate recruiter who is “mad as hell and doesn’t want to take it … Read more
Can You Do Me a Favor?
The best recruiters I know execute the fundamentals of recruiting well and have developed good “habits” within each step of the recruitment … Read more
Best of Breed: Phone or Online?
Which contact method is the best, and why do you think that way? If you’re an online person, why do you think some people prefer the phone, and vice … Read more
Dialing Into Success: Using the Phone to Win
Most thoughtful and intelligent recruiters will tell you that in order to be a good recruiter, you have to be good at sales, to be willing to take chances, … Read more
Managers or Recruiters: Who Should Make The Contact Call?
This article was originally published January 22, 2007. Would you like to increase your call-back percentage from “hard to hire” target … Read more
Testing the Gatekeeper
I get this email newsletter put out by David DeAngelo that touts his “Double Your Dating” portfolio of tricks on how men can meet women more … Read more
Zen and the Art of Original Research
We know we should go after targets to build a pipeline of candidates — but how do you do it? Let’s assume that you start with a list of 50 to … Read more
Getting Around the Gatekeeper
The air has been thick on ERE and all over the recruiting space; thick with the din of ethics, legalese, and honesty and integrity discussions. What should … Read more
How to Convert Cold Calls into Hot Candidates
Jim is the best recruiter at LNM, a division of a Fortune 500 company. Karen is a strong marketing manager who is not looking for a job. Jim found … Read more
Stop Kidding Yourself – The Numbers Matter
Stop kidding yourself. If you don’t know your numbers, you’re working blind and the likelihood of reaching your full potential, as a staffing … Read more
Defrosted Cold Calls
We all know we have to make “cold calls” to keep our client base fresh. That does not mean it is easy or even that we like it. Probably more … Read more
Building Motivation To Get On The Phone
Do you find it difficult to create the energy to start making your round of phone calls in the morning? If so, then you are not alone. Even veteran big … Read more
Overcoming Pervasive Reluctance
A few years ago, when this business of search and placement was simpler and easier, most of my clients would say “why not” when considering the … Read more