When I met my husband he was a Marine Recruiter. He wasn’t even 30 yet, but I can guarantee you he worked harder and was more successful than most business people I know who are twice his age. On recruiting duty he learned lessons that would guide him professionally for the rest of his career. I was lucky enough to learn a few myself that I will share with you here in the hopes that you too will be as successful in your line of work.
9 to 5 is for losers: There’s no such thing as “9 to 5″ for recruiters. You don’t stop working until your job is done, or in their case, until you’ve signed up enough recruits for the month. Recruiters have tough penalties that you may not have in your job, but imagine if you did? Try adjusting your attitude and consider that because “failure is not an option,” you will work the hours it takes to get the job done. The best recruiters don’t work 60 hours a week, because work smart and know how to do their jobs well. But I’m sure that most of them started out by burning the midnight oil to become as good as they are.
W.I.F.M.: This is a generic sales tool that is always at the top of mind for recruiters and likewise, it should always be at the top of yours. What’s In It For Me? W.I.F.M. is the golden rule for getting your way at work. Understanding that you must appeal to what others want to get out of your relationship will help your persuasion tactics, an important factor for nearly any line of work. For instance, W.I.F.M. helped me learn to pitch stories better and made me become a better publicist.
Always be closing: When my husband was on recruiting duty, we watched a lot of Glengarry Glen Ross and Boiler Room together. He was an enthusiastic proponent of “always be closing,” and taught me to be too. Even if your job is not in sales, I’m willing to bet you’re always in a position to be closing. Whether it’s pitching an idea to your boss, giving a presentation to a client or trying to hire away top talent. Being a “closer” is one of the top professional traits you can have. You’re either a closer or you’re not. But the good news is that with a little encouragement (this is where those movies come in) and a lot of practice, you’ll be well on your way.
Network is you net worth: Networking is an art and some of the best practitioners I know are recruiters. The best recruiters don’t consider their Rolodex their best weapon, but instead the relationships behind the Rolodex. They take the time to build a rapport with their recruits and be useful to each one. This investment of time benefits each recruit, but also the recruiter, ensuring that each one feels a strong sense of loyalty. Invest the same time in your relationships to build loyalty among your colleagues, clients and associates.
Recharge: Military recruiters may work overtime so they can meet their quota and have one long weekend off at the end of every month. This time is crucial. Even the recruiters, some of the hardest working salespeople around, can tell you about the importance of slowing down and recharging. If you don’t have that time, you can’t very well work at your optimum pace in the next month. So don’t be a martyr and give up and paid time off you’re offered. You’re doing yourself and your employer a favor if you take it.
Photo by: LAKAN346
