- Why don’t executive recruiters call me back?
- Why is it so difficult getting through to a recruiter?
- After all these years, why are educational credentials still an issue?
- How much information should I include in my LinkedIn profile?
- How does one find an executive recruiter that specializes in my professional niche?
The first question is interesting on
many levels, as it has both social and technological components. For
Baby-Boomers, a call not returned is a major breach of etiquette. We were
trained to be responsive to phone calls and to ensure a prompt reply. It
was good etiquette and good business. It was viewed as a reflection of
the brand. That discipline is part of our DNA. Of course,
that was before email, smart phones, voice mail, caller ID, and SMS. When
we began our careers, we had Secretaries and Administrative Assistants to
answer our phones and take messages; today, not so much. I remember
the angst created by the introduction of new digital phone systems that
automated much of the receptionist function. The loss of a personal touch
was considered abhorrent by many. The world has changed. We have
more ways to communicate, and fewer human resources to help us.
Technology has made us more capable so we are expected to be
self-sufficient. Technology has changed the
communications-etiquette-paradigm.
The issue isn’t exclusive to the
Recruiting profession. I hear the same complaint from my
colleagues regarding prospecting calls for new business. It is very
difficult getting through to a decision-maker, hiring manager, or Executive
Recruiter. Everyone is pressed for time and must prioritize their
activities. Telephones are used differently today. Most people I
know don’t even answer their phone if they don’t recognize the caller.
They let the call go into voice mail to be addressed at a later time. If
you are an unknown caller trying to sell your product, I will probably delete
your message as if you never called. I gave up making cold calls
years ago, to focus on networking and the use of referrals, (warm calls) to
prospect for new business. It is much more effective.
I receive calls every day from job
seekers who need help and want to build a relationship. Some are referrals from
friends and associates. I welcome these calls and make time to schedule a
phone conversation. That is good business etiquette! It affirms and
strengthens my relationships. I invite these people to connect with me on
LinkedIn and to join my mailing list. I use an auto-responder on my email
to make the same offer to people sending unsolicited resumes. I use my
website to advise prospective candidates about current search assignments and
instruct them on building a relationship. These digital tools help me to
be more efficient and therefore, effective. If you are a viable candidate
for one of my assignments, I will respond to you immediately. If not, I
realize that you might be a fit for a future search. I cannot talk with
every prospective candidate as I am focused on the immediate needs of my
clients.
To be most productive, I am a heavy
user of email. I do much of my marketing and manage my search assignments
via email. My initial contact with a prospective candidate is via email.
I present the basics of my search and invite the prospect to respond back if
they are interested or to advise potential candidates on their network if they
aren’t. Only after we have established a level of interest via email
correspondence do I schedule a phone conversation. Even then, that first
conversation is limited to 15 or 20 minutes. It is about
productivity. If the candidate is viable and interested then we will
schedule a more in-depth telephone conversation, followed by a face to face meeting.
This is life in the New
Normal. It isn’t personal, it is just business.
Thank you for visiting my
blog. I hope you enjoyed my point of view and would like to receive
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Jim Weber, President
New Century Dynamics Executive Search
JimWeber@NewCenturyDynamics.com
Author of: Fighting Alligators: Job Search Strategy
For The New Normal
Current Assignments
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3. Payroll-Benefits Manager, Atlanta-based Retail Company: Complete
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