A New Dawn? Social selling versus good old fashioned cold calling
I have been thinking about posting an article for some time now, so I thought I would kick off the year with my first ever post. Please don’t judge too harshly.
Without sounding like an old recruitment duffer, I'm one of those recruiters that started out using an A4 drop trolley, full of candidates CV's and a box of cards on my desk, full of client’s names. (If you don’t know what I am talking about, you are fortunate enough to be able to call yourself young still). This practice was my world when I started, and both needed regular calls to maintain knowledge and control.
Fast forward 20 + years (told you I was old) and I am now in a completely different world of engagement. Gone are the days of a good old-fashioned telephone call (although there is still a place for that which I will revisit later) and it seems that clients and candidates engagement techniques have evolved into a much smarter, more creative approach. Something that I was initially outright opposed to and I would often be overheard saying "get on the phone".
They call it social selling, and by definition, it’s the art of using social media to find, connect with, understand, knowledge share and nurture sales prospects (According to Linkedin). At first, I thought it was a fad and would pass, but the more time I spend with those that are experts in the ‘art’, the more I am starting to believe it’s the future. If we spend time understanding our market and demonstrating we know the challenges and pitfalls these respective clients and candidates face, then it seems that they are considerably more willing to work with you.
I do believe that nothing will completely eradicate the need for a phone and some calling of clients, but I have been blown away by the amount of opportunity social selling seems to create.
I plan to get more involved, try and keep up with the kids and post more engaging content as time goes on to evidence the benefit of this fresh new way of selling.
Do you think it’s the way forward? Should I revert to the drop trolley?
Answers on a postcard or better still post online.
I develop grounded and truthful, distinct strategy, taking clients on a challenging journey of discovery to create authentic and unique brands.
4 年You cant go far wrong if you are seen as a "go to person" in your space.? In Recruitment, truly Knowledge Is Power.... so the more people who SEE you are the one who know's who is who and what they do, well the more people who will lend their ear and their trust to you.?? Network, engage, share, inspire and grow.... strategically use all the tools from social on line to winning a meeting face to face.? The difference between good and Giant is directly related to how many people recognise your AWESOME and want a piece of it.
Regional Director at Reed Technology
4 年Nice one Dan, in my humble opinion it is not a case of versus, we need to using all the tools available to us to build brands and develop relationships. Ps I’ve still got my box cards much to the offices amusement but they don’t even know what a good RPG programmer looks like!
Principal Grade Recruiter (Data / Software / Cloud) Company Owner 07403172159
4 年Nice to see you contributing haha!, I remember joining my first agency and it was a groundbreaking week I stepped into the world of IT Recruitment as we had all finally got our very own email addresses. Leading on from this i will always stand by an email written with care, relevant and thought provoking gets the job done, especially with 2 cracking cv’s attached. Most prospective clients appreciate the fact you’re a recruiter with a brain (who’d have thought it) This social networking “art form” has its place but it’s sector specific to digital, design, marketing, Dev amongst others but still not not relevant in other IT job classifications (in my humble opinion). The phone is still king as is getting your ass off the seat and in front of organisations. Maybe I’m resistant and I’m just a recruitment dinosaur. Send out the pigeons! See you at chelts Xx
Revenue Enablement Leader - Coach, Author & Speaker
4 年I feel for initial engagement and nurture where there is no current vacancy social selling is the way to go. Well done for your initial article.
?? Content Marketing Manager at SourceWhale | Industry-leading recruitment platform revolutionising the way recruiters work | Educating through the power of content ??
4 年Interesting that you mention needing to make regular calls to maintain knowledge and control. I grew up with the ability to access any information I needed online, bypassing ever having to pick up the phone. Therefore, I would be more engaged with a smarter, creative approach online as opposed to a phone call, as that would relinquish my control rather than maintain it.?