Finding a name in today’s wired and increasingly smaller world is obviously a piece of cake. But finding a name easily does not mean it’s easy to find a suitable person to hire. On the contrary, the truth is: easy to find = but difficult to hire.
I mean, after you have that name and LinkedIn profile, just reaching out, asking the person if she is interested in a new job, surely will not cut it. But then again, this is the question inexperienced recruiters, corporate or recruitment companies, gladly ask right after they have introduced themselves. And don’t forget that HR managers are in HR and not in sales for a reason. Few in HR find cold calling someone and selling a job opportunity to their liking. And yes, a huge part of recruitment is Sales with a capital S.
You must bring unique selling points to the table when you establish contact with a person you find on the Internet or LinkedIn. We call these points for Employee Value Proposition in executive search. You must be good at selling the job opportunity, have a high influence factor, be able to quickly establish a good rapport, have a strong impact when you communicate and be full of confidence. These traits are the hallmarks of a great sales manager and a top recruiter. (more…)