On this Labor Day holiday here in the states, I got to thinking about the labor intensity of our business and how this actually decreased for many of my clients this year. Their story was most likely like yours – too much to do and not enough time to do it. Long hours, never ending task lists, an over-abundance of e-mails, stacks of papers, and not enough hours in the day to make all of the necessary calls and visits to clients and candidates. It’s no wonder that 52% of people who sell staffing and recruiting make only one call to a prospect and then never follow up again.
My clients who have committed to reducing labor intensity are:
> Touching more clients in less time.
> Connecting with twice as many candidates and having more quality interviews.
> Submitting better talent faster than ever.
> Experiencing nonstop growth this year in both their revenues and profits.
If you’d like to do something about your labor intensity, start by answering the following questions:
1. Do you ever work on orders that are not thoroughly qualified?
2. Are you often pursuing candidates to check on their status or acquire necessary paperwork?
3. Do your follow-up conversations with clients or candidates last more than three to five minutes?
4. Are you touching e-mails and pieces of paper more than once?
5. After submitting candidates to a client, do you have to follow up to get feedback or schedule interviews?
6. Are you spending more than 30 to 45 minutes each day managing your e-mail?
7. Do you struggle to make more than 60 outbound sales or recruiting calls on a daily basis?
If you answered yes to one or more of these questions, you are making your work much more labor intensive than it needs to be. The more yes answers you have suggests you are probably burning yourself out as a result of wasted time and effort.
Reducing labor intensity in our business is not some pie in the sky fantasy. With a few actions, you can begin a path of progress in taking much of the labor out of your work. In addition to addressing the areas noted in the questions above, here are three additional steps to take today:
1. Immediately eliminate at least one thing you do each day that no longer serves you well. This could be a meeting, research of a database, participation in an event or function, or any other activity that does not give you a large return on your time investment.
2. Cut your candidate interviews down to a maximum of 20 minutes. Don’t think it’s possible? Not sure how? That’s only because you have not decided to do it and then made it happen. I have worked with thousands of recruiters who are conducting their best interviews ever in 20 minutes or less.
3. Make your clients call you. If you say you can’t, then you’ve not done the legwork to make your messages more enticing and conversations more engaging. Once you do, you’ll love how much your clients hunt you down.
With a little bit of…well…ummmm…labor, you’ll permanently change how much effort your job takes. Now that’s a great way to celebrate this Labor Day!