Recruitment Radar - Issue 7

The one with Stan.

Hello you, welcome back to another Recruitment Radar!

Thanks to those of you who have sent messages to let me know what saved posts you're finding most valuable. I'm sure there's a whole heap of other great content I'm missing if you think someone needs to be on my radar. I'd love to know.

Last week, you might remember the saved posts that generated 6 numbers to punt on the lottery? How did I do? I was a winner baby! I won a lucky dip ticket for the next draw. My take away from this? You've got to be in it, to win it! And reading RR is putting you in the draw for another week. If you've not yet done so, hit the subscribe button.

I've been giving some thought to how I show appreciation for the content I think is just perfection. I was thinking about introducing "Migsy Mwah", a bit like a Hollywood Handshake, but with more love. Look out for the 🤌 Too much?

Posts are hyperlinked to the titles. Go, Go, Go! 👇👇👇

The top "saved for later" for last week

1. Navigating Downturns: Strategies for Recruitment Agencies When Job Levels Drop

Howard Greenwood rolls up his sleeves and shares his strategies for navigating downturns. It's proactive, and action-oriented and will help leaders check in on their course of action. This won't be the only time in this newsletter you are reminded that money is left on the table with existing clients.

STRATEGY

2. I blame Eminem for all of the aggressive cold email sequences lately

Smart, funny, and painful. The truth hurts. Shaun Henry writes it how it is.

EMAIL SEQUENCES

3. This Stanford Business School experiment will blow your mind...

Sahil Bloom shares a lot of great posts. This one, about a Stanford experiment, is a great story to challenge you and make you think about how you are approaching things.

What do you recognise in your behaviour and approach? What might be distracting you from achieving your full potential? What is your most valuable asset and how are you using it? What are the real problems you are trying to solve? What assumptions are you making? What alternatives exist?

Thanks to Michelle Flynn who put Sahil on my radar with the question "If you were the main character in a movie of your life, what would the audience be screaming at you to do right now?"

CRITICAL THINKING

4. Pretty much every objection could be avoided if you switch from making statements to asking questions.

It's simple. See your role as asking questions, not arriving with answers. Josh Braun puts it simply. Buyers have the answers, sellers have the questions

OBJECTIONS

5. It can take as little as 8 minutes to feel not alone

This gave me all the feels. We all go through hard times sometimes. In this short clip, Simon Sinek tells the story of his struggling friend. It's not always obvious when someone is asking for help. When someone is struggling, all it takes is just 8 minutes from a friend to get them back on track.

When I ask for help, I message, "Hey how are you?! It would be so good to see you!" The other person has no idea. Why would they?

But what if I asked, "Have you got 8 minutes for a chat?" I could do that. And what if I offered an 8-minute chat to my friends?

WELLBEING

LinkedIn Events to get involved with

How to Win High-Value Clients and Double Your Profit

Wednesday, May 15th, 2024, 1:00 PM - 2:00 PM GMT

Mike Ames runs weekly webinars and this one is on how to make your BD more strategic and develop higher-value clients. The webinar promises to fully explore strategic BD from who to target and getting the all-important first conversation, from overcoming objections, to what to do if they're not ready or able to buy.

BUSINESS DEVELOPMENT

And one to catch up on

"5 Tips For Winning New Business In 2024"

According to Bullhorn GRID research, winning new business ranks as the top priority for agencies today. Ryan McCabe Dougie Loan and Joe McGuire share their 5 tips for winning new business. Well worth a watch. Here's a summary to whet your appetite.

Tip 1: Building Community is Key - less than 6% of agencies surveyed by SourceWhale hosted 1 in-person event with candidates or clients. 🤯 Yet, agencies that run them attribute 48% of their revenue to them.

I led a workshop on how to run in-person events back in 2018. At the time, the 3 recruiting pros running these events attributed £500,000+ in revenue.

Tip 2: Multi-Channel with Content that Works - data keeps showing that multi-channel is most effective. 3 channels increase engagement by 112%. Remember, we're not Stan. Emotional intelligence is required. Reference the other channels you've explored "I've sent this to your email as well, but I can imagine that gets clogged up" Approaching other contacts with insights may give you a leg up the decision-making chain. Going high and asking for help from the CXO level may give you a good top down approach. Ryan McCabe confirmed Odro 's experience of this "Above the Line" and "Below the Line Discovery" opening up more conversations.

Tip 3: Personalisation is Key - personalising to the person, not the company. It comes from observing, spotting, and uncovering an "angle" for contact. The upside is hyper-personalisation which wows people and gets more results, the downside is you have to put the work in.

My advice is to run some experiments on your desk, or in your business. Let the results speak for themselves and find the sweet spot of personalization.

Tip 4: Don't Get Caught up in New Logos - New client generation is important, BUT there is huge new business potential within existing customers that can be unlocked. Existing customers offer higher fill rates and generate more job orders. Customer retention is showing at 40% of customers retained each year. Is that because our attention is on new business only?

Tip 5: Data Should Be the Driving Force Behind Everything - What data evidence do you have to make the decisions to lean into the effort that will give you the most ROI. This feeds back into the idea of tactical vs strategic BD and how you spend get ROI in an hour.

BUSINESS DEVELOPMENT

What made me laugh this week...

Posts are linked to images to show your appreciation. "My First Day as a Hitman" is a must-watch clip. 💀💀💀

Thanks The Recruiter Life No explanation needed 😅🤌

Peter Tan , I'd forgotten about saving this. I've laughed even harder the second time around. Thank you!

My First Day as a Hitman... 💀

That's a wrap.

The sun is finally out. Enjoy it.

Migsy