Sales rejection is a b**!
Any successful recruiter will tell you that.
Who hasn’t experienced the following and likely all in the same week:
- That candidate you thought was OUTSTANDING flakes, goes AWOL and doesn’t turn up for the interview.
- The client you have been smooching for months says sorry you haven’t made the PSL this year.
- That placement you were banking on got a no because someone new on the hiring team made the final decision.
- …. Then on Friday you hear that ACMEengineering have a recruitment freeze and those five candidates you had prepped and ready are twiddling their thumbs.
Sound familiar? I know I have been there and got the tee shirt to prove it too!
The thought of losing a placement can be gut-wrenching. However, let’s focus on winning for a second, and developing strategies that will ensure that the occasional loss this year won’t throw you off track.
Get Your Mind Right
I was recently reading about a young entrepreneur who made the Forbes list of 30 under 30. Though not a recruiter, this guy had some amazing lessons to share.
Before the age of 25, he had two failed businesses and was living in his mum’s garage.
This wasn’t your usual rags to riches story because he was adamant that his success was down to cultivating a can-do attitude, embracing failure and being exceptional at what he did; in other words, work hard and have a learning and growth mindset.
Lessons for us all.
The fact is failure happens and will continue to happen if you are moving forward. We learn through failure; it’s how the world works.
Motivational memes are one thing and committing to learning how the mind works and how you handle rejection can totally shift your results.
Step one, get yourself over to Amazon, invest in a few books and read them. Read books on how entrepreneurs became successful as inspiration too.
Sir Richard Branson tells a fascinating story of being denied funding from his bank and sitting on the steps of his mansion which he was about to lose.
He picked himself up and moved forward. Why? Because he was committed.
Walt Disney was fired from a newspaper cartoon job because he lacked imagination (I know you couldn’t make this stuff up, could you!).
As a side note, the Kansas newspaper that fired him was bought by the Disney Corporation 40 years later.
Disney and Branson didn’t stop and felt sorry for themselves – they moved on; you can too.
As you focus on getting your mind right at the same time, it’s critical to increase your options of scoring a win.
Keep Moving Forward And Plan For The Ups and Downs
Here is the thing – recruiters can be creatures of habit and a good week for some means an opportunity to take your foot off the gas… DON’T!
Failure is just around the corner for us all and knowing this, maintaining continued momentum is key.
Successful recruiters don’t stay down long because they have another 20 things on their to-do list that will bring in more candidates or clients.
Here is something I notice: when recruiters get stressed out by failure, it’s generally because their pipeline is poor.
So, their loss hits home because there isn’t anything else to take its place; sound familiar?
Being a recruiter is incredibly rewarding both emotionally and financially, the impact of what you do can benefit so many lives; yours included.
Though it takes work, so let’s get practical….
Use The ABP Model
A classic sales film with Alec Baldwin as its star was Glengarry Glen Ross, which spawned the famous quote of “always be closing”.
I don’t see it this way. My view is, Always Be Prospecting.
That way your pipeline is full. Consistent action brings results, and today it’s easier than ever to connect with people and get into conversation.
- Sharing content and help that is invaluable
- LinkedIn messages
- LinkedIn comments (yes people notice)
- Facebook messages
- Referrals from a friend….. and much more
In a previous blog post on social media, you can read here, I shared the fascinating fact that over 70% of the world’s population is on a social network.
There are numerous blogs I have written over the past couple of years on how to prospect well. Check them out again and make sure you are ruthless in prospecting every day.
A minimum of 90 minutes a day, as a start, will completely change that empty pipeline.
What is fascinating is that the more opportunities we have, the less failure hits us…. a lesson on what to do next then?
Here’s to a fabulous year for you.
Until next time,