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As a recruitment marketer and recruitment leader you’ll be focused on ROI: adding real value to your recruiters and helping them attract the 3Cs – candidates, clients, and colleagues. (And ideally help them convert these into cash!)
But often, marketing is seen as merely admin - and in many recruitment business, it is. But it should be sales!
Marketing is SALES if Done Right - It's ADMIN if Done Wrong!
As an award-winning Affiliate of APSCo, my team of recruitment trainers and I have a passion for ROI. We work with recruiters and their marketers to deliver what we call the 4Cs – candidates, clients, colleagues, and cash.
Recruitment Marketing ROI should never be just theory - if you plan for candidate attraction, client leads and colleague job applications, they will happen!
But often, when I start mentoring Recruitment Marketers, they are beyond busy. Busy doing lots for things which can often lead to very little ROI.
Sales is not connected to marketing in reality or even in theory. Lots of marketing tasks lead to a lack of the 4Cs - and ultimately a disconnected approach which forces recruiters to have tenuous (and stressful) pipelines.
This also means that the data on your Bullhorn, Adapt (and etc...) recruitment system is so worthless that extra systems are needed just to find candidates. What a massive waste of time and money.
Recruiters need to spend an average 13 hours per week sourcing outside of their key recruitment system
80% of leads are never followed up
Recruiters get very little time to get on the phone and improve candidate and client experience, so that their own experience is not great
43% is the average attrition rate of a recruiter (25% higher than the "norm")
72% of the placements made last year were with candidates already on your Recruitment system, before you wasted crucial time sourcing them from elsewhere
76% of recruitment marketers can't use the recruitment system you have, or the data contained within it
But still sales is sales and marketing is marketing...? No - sales is marketing, if done right! Both marketers and sales need to get SMART.
This Has to Be a Smart Year - Connecting Sales and Marketing
As the new co-chair of APSCo's Recruitment Marketing Forum I recently spoke at their quarterly event. My slide deck below talks about:
How to get sales and marketing connected – and avoid the colouring-in-department badge!
What ROI is crucial in 2020 and how to measure it
What tech hacks I use in my mentoring and coaching of Recruitment Marketers and Sales Leaders
Flick Through My Recruitment Marketing 2020 Slidedeck
Need Recruitment Marketing to Deliver ROI in 2020?
HIIT Us, Recruiters!
Our high intensity interval training - Recruitment HIIT - helps recruiters source, convert quicker, and develop healthy pipelines, and recruitment marketers attract, engage, and retain candidates, generate leads, and colleagues (3Cs).
TRY RECRUITMENT HIIT
BOOK A CALL TO DISCUSS MARKETING TRAINING
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Wayne Barclay
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Automation for Recruitment Managers: WIIFM?
Automation can be about data health, email marketing, candidate and client care, and "de-administration" of recruitment. But often, the focus is on individual processes, or people (candidates, clients, colleagues), and not on the recruitment business itself.Hence, I want to explore things from a recruitment leaders "selfish" perspective - the "WIIFM" - what's in it for me?Or rather, what's in it for managers?Automation ROIAs part of the over 400 automation projects we've delivered, where we train, coach, and do hands-on automation building, we're often asked about ROI - return on investment. There's focus on leads, sales, re-generating candidates, increasing website visits, reduced costs elsewhere (eg. LinkedIn / Job boards). We're also asked about how automation can "do more" and give our clients the edge over their competition and help them get ready for AI, and how it can help them run their businesses.3 Ways Automation Can Help Recruitment Leaders1. Create Focus on Revenue-Generative TasksWith so much data, and countless systems and processes, you'll often need to rely on the organisational capabilities, will, and skill, of your recruiters and resourcers. On a crazy-busy day, or a tough market, and with perhaps inexperienced recruiters, that may be too much to ask.Hence leaders - use automation to focus your recruiters and resourcers on the things that matter. For example:Who to call and when.Proactively managing accounts before they become "at risk".Lead conversion.Driving the job management process and not leaving it to the candidate and client to "mess it up".Generating referrals from newly placed candidates, and newly invoiced clients.2. Tracking / Managing / Escalating Poor Performance / ActivitySometimes, recruiters can focus on the wrong activities, drown in "admin", or waste time on external systems, and recruitment process becomes too busy to be effective. Or perhaps they just lack experience to proactively manage their pipelines.Also, with WFH and hybrid, activity can be difficult to see / measure.Hence, leaders ask us to help build automations to track activity, drive performance. For example:Ensuring jobs are being proactively managed and notify management of the ones that are being forgotten.Tracking who is engaging with your brand, visiting your website and opening your emails.Understanding loyalty of your candidates and sales contacts.Removing irrelevant data that you no longer work with, which can slow your recruiters sourcing process.3. Navigating / Mitigating LeaversRecruiters leaving can often be distracting, time consuming, and risky - and it can often be a sucker punch!Hence leaders can use automation to "shift" data, clients, candidates, relationships, and pipeline to other recruiters. Data and pipelines are managed and current relationships are secured. For example:Reassigning placements to another recruiter or desk to continue nurturing.Identifying and re-assigning high value, active and engaged sales contacts to a new or existing team member.Closing old and inactive jobs to ensure you have an accurate view of your current pipeline.Automation - What's in it for Managers?For those of you with automation - how are you using it to drive your business?For those of you without automation, take a moment to consider how the 3 use cases above could help you navigate the next 30/60/90 days and beyond, and help you strengthen your data, people, pipelines, and business.Automation BuddyWe are Bullhorn and Automation experts set on helping ambitious recruitment businesses who want to increase speed and sales.READ ABOUT OUR BULLHORN VISION SERVICEREAD ABOUT OUR AUTOMATION BUDDY SERVICE
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Rose Megson
Blog
Bullhorn Tip - Quick Icons for Speedy Screening, Interviews, and Sales Calls
Try this iconic 1-minute Bullhorn tip to help you prep like a star for screening calls, interviews, and sales calls. We know that being on the phone is a key part of a recruiter and resourcer's job. Being prepped for your screening, interviews, and sales calls is key!Quick Icons for Speedy and Efficient RecruitmentBullhorn's quick icons have always been there, but when we train recruiters to use Bullhorn, we often find that not all of you use them.These icons are super handy to help you prep. The Google, Linkedin and Map buttons can help you make light work of your research.Use these icons to help you speedily find out crucial intel on your candidates (and of course clients too!)Something to really be aware of is that your candidates and clients will be researching you, and each other - so get there first! Use these icons on you - what results do you get? Then use them on your candidates, prospects and clients.Watch this 1-minute Bullhorn tip - then log in to Bullhorn and try it.Watch Our 1-Minute Bullhorn Tip to Help you Screen, Interview and SellNeed more LinkedIn / Bullhorn / Automation / Recruitment Tips?Try our 1-minute tips.Be sure to sign up for (or watch the recordings of) our regular free Bullhorn and Automation webinars.CHECK OUT OUR WEBINARSBullhorn ROI + Trained Happy Recruiters = More SalesWe pride ourselves on helping recruitment leaders achieve Bullhorn ROI. We create a Bullhorn1st vision, reduce the need for other tech, optimise Bullhorn, automate their sales-prevention processes and data, and train recruiters to trust it and use it.ARRANGE A FREE CONSULTATION NOW
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