Recruiter Training: Cold Call For New Searches by Kimberly Schenk

Recruiter training should include how to initiate conversations with potential clients. If you want to operate as a full cycle Executive Recruiter finding new clients is a regular part of your recruiting life. It's not hard to find new clients, even though it seems the majority of recruiters prefer recruiting candidates to finding new searches.

When cold calling, the trick is to engage your prospect quickly. He or she is busy so be direct. Two methods work best, in my experience. Either ask about their immediate needs after you introduce yourself as an expert in their industry niche, or lead in with the facts of a candidate. When leading with a candidate use facts only and be brief. When you lead with a candidate, you close with, "Can you use a person with this background?"

If you understand your niche and the most desirable candidates many employers seek, within a few phone calls you'll get a positive response. If an employer asks, "How much?", that's a strong buying signals. They have a need. Generally, tell the employer your fee range and without hesitation continue to the search. "My fee can be anywhere from 15k -24k on average for a person with this skill set however to give you an exact quote, and make sure you have the best person for your situation, I need to ask a few questions. If this candidate's not be a perfect match for you there's no sense interviewing her...What position are you looking to fill right now?"

How the employer responds at this point can vary and as recruiters we keep asking and answering questions until we have a fee agreement, know we're talking with the top decision maker, and believe we have a healthy win/win search assignment. Where many recruiters get hurt is by accepting a search that has unrealistic requirements compared to what the employer wants to pay...(translation, you won't be motivated to work the search or continue the relationship). If you don't respect the employer and don't want to place good candidates with them, move on.

Don't be afraid to be selective. We're talking about your livelihood. Everyone wins if there's mutual respect and clear parameters surrounding expectations on both sides. The more information you have, the better you’ll be able to serve your clients and candidates.

When it’s time to make a formal candidate presentation, stick with several facts about the candidate that align with the requirements your client advised were of the utmost importance. Presenting candidates is not meant to be a complete life story. A good presentation concludes with a scheduled interview, not more questions. But that’s a topic for another day.
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Do you have call reluctance?

Going Into the Recruiting Business? Be Ready For A Wild Ride!

Executive Search is a dynamic and exciting profession. Do you have stamina, confidence, and that burning desire to be in charge? Are you a leader? Do you like calling the shots? Are you decisive? Ready to command the income you deserve? The beauty of a recruiting business is you can design your firm to fit your personality and strengths. The choices can be overwhelming because there're so many options. Don’t let that stop you…dive in headfirst and your path will become clear.

Here’s my prescription to be successful from the start. 1. Get recruiter training. You must understand all the steps in the placement process before you begin. You don’t want your car mechanic or your dentist to wonder what their next step should be; the recruiting business is the same. You’re the conductor of this symphony so you must understand what part everyone plays, beginning with your role. Your number one responsibility is to make placements. Sounds obvious, but you’d be surprised how many recruiters get befuddled and confused by events.

2. Recruiting is a sales position. You’ll help company clients and candidates. Your impact on people’s lives can be enormous, even profound. I was recruited years ago and the experience was wonderful. My salary took a leap and I loved my new responsibilities. Don’t under estimate your influence and don’t abuse your power. The ability to ask questions and listen will serve you well as you execute your recruiting responsibilities.

3. In the placement process there are more twists and turns than an espionage mystery flick. People are full of surprises. It helps to be quick thinking, and nimble minded. Your job is to ‘tell it like it is’. You're a diplomat and master of framing news in a sensitive, yet poignant manner. Don’t manipulate. People will trust you and you’ll make more money. Don’t be tempted to take short cuts. Do your job right every time.

When you understand the recruitment process, and are armed with top-notch recruiting tools, you can decide if your business is a lone eagle operation or on it’s way to offices in 50 states or 50 countries.

Finally, exposure to how other recruiters work is helpful in finding your own style. When I started recruiting I had a few years experience in the corporate world and had owned a business in the Chicago area investigating casualty claims for big insurance companies. I was used to asking questions and finding facts. I met a Big Biller Recruiter who had owned a large recruiting firm and was winding down his career. My mentor charged me $5000. to train and coach me. He told me if I followed his instructions I’d make a placement within 6 weeks. I made one my first week and never looked back.


I added tips to my notes for years. Now I coach people who want to be Headhunters. Getting a placement quickly does wonders for one’s self-confidence. Success breeds success.

The recruiting process is not difficult or mysterious. Recruiting is not complicated even though there are multiple steps. Execution of each phase takes practice. Most often practice takes place during real life situations and can be uncomfortable. No one likes making mistakes. Once learned the recruiting business is never ever dull. Like playing an instrument there are always new things to learn and great satisfaction in performing your art.


To expedite your success you may wish to work with a recruiting coach. Having an expert at your side during your first few placements can help you avoid the pitfalls of  each phase. In recruiting there are decisions to make hourly. A coach keeps you on task and provides continual insight into how to make productive choices. You'll feel more confident without second-guessing your ability or the process. Within weeks you'll have a placement and your fee should cover the coaching fee and give you a profit. The ROI of a recruiting coach will last as long as your career.

In the recruiting business there are no income limits. If you’re methodical, creative, enjoy working with people, have a good work ethic, and are not afraid to work on commission, then the recruiting business may be your road to success!

by Kimberly Schenk, Author, Headhunter (20 yrs) and Recruitment Coach