7 Techniques to Stay Motivated on a Daily Basis
(Editor’s note: the following article is by industry trainer and speaker Barb Bruno, CPC/CTS of Good as Gold Training. Barb has served as a keynote speaker at recruiter networking events like the Top Echelon National Convention and Fall Conference multiple times. She has also presented webinars for the Top Echelon Recruiter Coaching Series. Barb is a trusted voice in the recruiting and staffing industry, as well as a valuable contributor to the resources that Top Echelon provides.)
— — —
You’re in the recruiting and staffing industry, which is a sales profession. Our profession is filled with rejection and disappointments on almost a daily basis. We’re constantly pulled in different directions, facing competing top priorities. One of the greatest challenges recruiters face is to stay motivated, in order to establish consistent production.
It is NOT the job of your owner, manager, or co-workers to motivate you. Motivation is an inner drive that propels you to consistently hit your recruiting goals. The inner strength is something that only you can surface.
If another recruiter is more successful than you, they have just taken more “No’s.” It’s important to realize that every “No” is one step closer to your next “Yes!” If you are not hearing the word “No” on a consistent basis, then you are not talking to enough new people each day.
It’s important to realize that they are not rejecting you. They don’t understand the WIIFM (What’s In It For Me), so they are rejecting the services you are offering. If you are personally affected and get upset by rejection and the word “No,” you might want to consider a different profession. Being told “No” on a daily basis is part of what we do.
7 specific techniques to stay motivated
1. Realize your attitude is everything.
Whether you think you can or you think you can’t, you’re absolutely right. Your success depends 10% of what happens to you and 90% on how you react. Often the best decision is to decide not to react. No one can upset you without your permission.
2. Have clear expectations.
Hard work does not guarantee success in our profession. A lack of hard work does, however, guarantee failure. You have not accepted a job; you have accepted a career, which means working whatever hours are necessary to succeed.
3. Remain a student throughout your career.
I believe that every master was once a disaster. Just look at the great leaders or athletes and you will see endless examples of this fact. Michael Jordan was cut from his high school basketball team because they didn’t feel he was good enough. You need to continually improve your base of knowledge and have the opportunity to learn. The difference between an average and exceptional recruiter or account executive is education and the implementation of techniques.
4. Focus on the 5% of candidates you will place.
Our profession places 5% of the candidates we attract. You may place more as a result of your Top Echelon split recruiting partners, but there is still a majority of candidates you will not place. Unfortunately, they are often the most vocal on social media. Provide resources for them so you can focus on the 5% you will place. If you don’t have a resource, consider our Career Portal, which is private labeled for your agency, generates passive income, and only takes 15 minutes to set up. For more information, to go www.happycandidates.com. We will extend a discount to Top Echelon members if you call our office at 219.663.9609.
5. Identify your top talents.
Figure out the 20% of what you’re doing that provides you with 80% of your production and focus more time on the 20%. You need to stop what you’re doing that is a waste of your time and focus more time on your results-oriented activities that provide you with success.
6. Be prepared for problems.
It is critically important to focus on solutions vs. problems. We are in sales, which guarantees a high level of rejection and issues. When issues arise, immediately become solution-oriented.
7. Never make WWD (What We Do) presentations.
When you are contacting prospective candidates and clients, you must focus on the WIIFM (What’s In It For Me) of the person on the other end of the telephone. WWD (What We Do) calls don’t work unless the person understands how it benefits them.
When a candidate or client rejects your services, they don’t realize what you could do for them. They also don’t realize the level of service and results you provide.
Your top client this year could be someone you have never spoken to. You don’t want to only service your current client base. Ask every single candidate where they want to work and make sure you are representing the most desired companies.
Implement any of these seven techniques and you will stay motivated because you know that “No” is just part of your daily routine and positions you for your next “Yes!“