Today's topic: Getting past the gatekeeper
The fact is, I didn't become a million pound biller by
waiting for people to call me. Sales calls are a bread and butter activity for
every recruiter, but so often fail to reap rewards. It's important that you learn
to love sales calls, and that means developing nifty techniques for getting
past common blockers. Think of it as a challenge, with you as the intrepid
explorer, attempting to navigate past a range of fiendish obstacles.
Firstly, motivation and persistence are key. No-one ever
achieved anything worthwhile by being half-hearted and easily put-off. Whenever
you call, be aware that you're likely to hear the usual array of instant
knock-backs: 'We don't use agencies', 'we have a preferred supplier list', and
'there is no recruitment budget'.
Feel free to make a bingo card for yourself and silently
tick off the top knock-backs if it keeps you cheerful. But immediately spring
into action. It's vital that you are prepared to hear these responses, and that
you have a range of subsequent strategies up your sleeve.
'We don't use agencies'
If you encounter a reception gatekeeper with a great line in
no-nonsense brush-offs, go to evasive tactics. This individual has years of
knock-backs behind them and won't be charmed or wheedled into playing nicely
with you. Neither will they put you through to the decision maker. So ask to be
transferred to an unlikely department. The warehouse is ideal. These guys (or
girls) will usually then transfer you to the decision-maker without query. They
simply won't care. Three cheers for the warehouse teams - the inadvertent
friends of recruiters!
For your back-up plan B, pretend to be someone else. Yes,
this is particularly crafty, but you are on a recruitment mission, and no administrative
gatekeeper is going to thwart it. Pretend to be a solicitor and you'll be
whizzed through instantly. Remember, however, that impersonating an officer of
the law is an offence...
'There's no recruitment budget'
You should have done your research here. If the target
company has implemented a new project, or are advertising, then a 'BUDGET'
alarm will be ringing in your head. Find out more. Google their recruitment
pages, read the business news and talk to your candidates to find out more.
Candidates are a great source of prime knowledge. Speak to your colleagues too,
especially more experienced colleagues with a great array of tricks up their
sleeve.
'We have a preferred supplier list in place'
Honestly, no you don't. But although both you and the
gatekeeper know this, it's a tricky one, and designed to keep recruiters away. Ultimately
– You are not speaking to the right person here! Bottom line… A hiring manager
looking for a niche skill will not care about whether you are an approved
supplier! They care about delivering. Never mention preferred supplier lists or
you'll give gatekeepers ideas. To get around this, work on your long game. Only
ever send through the highest quality candidates and targets will soon be
taking your calls. If you know that this potential client is looking for
someone in particular, and you have that perfect CV, then essentially you are
calling them to help. Hold this high ground in mind and use it to fuel your
mission.
Final good tips
A good recruiter can handle rejection. Not just once, but
constantly, and repeatedly throughout his or her career. I may be a million
pound biller, but I still face rejection. Does it bother me? Not in the
slightest. Learning to separate the personal feeling and the business is
imperative. A business 'no' is not a judgement against you as a person, so
simply brush it off and plan a fresh approach.
Know from the start that your career will be a mix of yes's
and no's. By making as many sales calls as you can, you will increase both.
Persevere. You create your own 'luck' by working hard. A thick skin is a
perfect shield in this business, as is the work ethic and planned approach that
sees you constantly refining and perfecting your approach.
Also learn to be positive even when the going gets tough.
Any individual can be chirpy and positive when the odds are in their favour. A
true professional, and someone marked for great things, will display similar
optimism, great attitude and energy, even when they are facing a seemingly
constant stream of rejections. Mark yourself out as that rare individual who
perseveres, regardless of circumstance.
Remember:
Research is essential to success. Never make a sales call
unless you are clear about your objective and know who you are calling. Make
notes to refer to during the call if necessary. Write up outcomes and keep
clear contact records. If contact a fails, plan your contact B carefully, and
make it work.
Never ring a potential customer simply for the sake of it.
Call because you can offer them value - a service that they need - and be
prepared to demonstrate this. Remember, they aren't interested in doing you a
favour. They need you to solve their recruitment problems and do so better and
more persuasively than the competition.
And finally, knowledge is power. Be the person who reads
more, networks more, and generally knows more than your peers. It will all pay
off in time - when you become the big biller!
