03 Aug |
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OK...so I've been getting a lot of "what should I be doing?" questions lately because of the economy and the slow down in '09. Let me tell you there are no easy answers to this question but I can tell you one thing for certain. 95% of the people I've talked to about this are still missing one of the most fundamental elements of correctly attacking their desks in this environment. They are not properly planning their work. So let's talk about that a minute. You have zero chance of talking to the right people and the right numbers of people if those people don't know you want to talk to them. You absolutely can't be waiting - you've got to be driving. So you have to set a goal for outbound dials each day and then hit that goal! I would tell you at MINIMUM that goal should be no less than 75 calls in this market environment. You need at minimum two 1 1/2 hour blocks (90 minutes) each day where all you do during that 90 minutes is dial out to people you are trying to reach with either business development or recruiting as your mission. Also, this is not the time to follow up about submitted candidates and call it business development this is "I'm trying to get new business" type calls. You should be able to get AT LEAST 60 calls made during this time. Then you just need to squeeze in that extra 15 calls somewhere else in your day. There is no way you will get these calls made if you are taking the approach of - Dial the phone - think about who to call next - Dial the phone - think about who to call next. You will never get the right number of calls made if you don't pre-plan these calls. Start will this simple idea and you'll start to notice results in the first couple of weeks. If you want more than that...you need to drop me a line and we'll get specific. Don't let things happen - Make things happen!! |
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