What if you could double the size of your sales team overnight without paying an extra dime? Right now, numerous companies around the world are halting their hiring process, but missing a critical strategic advantage! Read on to learn how Recruiters can drive revenue during the COVID-19 crisis.
In March of 2020, the world was shuttered by an exponential global pandemic, the likes of which hasn’t been seen in over 100 years. The loss of life has been staggering, and governments, businesses, and people are struggling to adapt to a new way of life-in-place.
As far as work goes, sales are plummeting and many HR functions are screeching to a halt. While companies implement hiring freezes, furloughs, and layoffs, we have the choice to sit around and wash our hands for the 100th time, or problem solve and try to help in any way we can.
Enter The Recruiters
Yes, that friendly group of people who usually have 2,487 tabs open on their desktop. They are your secrect sales weapon, especially for Business-To-Business (B2B) companies! Read on to learn why.
Recruiters Know How To Hunt
Recruiters Spend their days finding all kinds of people. We search for potential employees with specific role profiles, job titles, employers, industries, and educational backgrounds. We use sourcing tools like LikedIn and ZAPInfo to locate specific people.
Leveraging AI, we can also use systems like Arya, by Leoforce to find email addresses, phone numbers, social media profiles, and more. Arya can even automate the outreach to these targets and initiate the sales process.
Since recruitment has come to a standstill, it’s time to join our lead generation friends on the Sales Team! You know those cold lead sheets you haven’t had time to get to because you’ve been putting out fires with existing clients? Well dust them off and hand them over to us! We’ll scour the web and find the phone numbers, email addresses, and decision makers needed to start the sales cycle.
Recruiting Is Sales
Recruiters, gauge your Sales Team’s comfort level with sharing this sensitive information with you. As you go along finding key points of contact for their top leads, you’ll likely be able to help even further by initiating the first cold calls or email blasts. We’re used to reaching out to complete strangers for job opportunities, so it’s not that big of a stretch.
If you get to this stage, it’s a good idea to partner with your Marketing Team for branded campaign content, fact sheets, and call scripts. You already know how to connect with passive candidates and peak their interest, now use this content and set your sights on sales leads!
Two Birds With One Cold Call
The last area to be mindful of is who you are contacting in all of this cross-functional collaboration. If you’re a part of a B2B company, many of the leads you’re contacting may also be prospective talent for your company in the future. Use your talent database, LinkedIn Projects, or an old fashioned spreadsheet to track the leads that show promise as a fit for your company.
I hope this post planted a seed for experimentation or at least trying something new for you. Whether your a recruiter, sales person, or business leader, thinking outside the box is a lot more fun than sheltering in it for the another five weeks.
As the COVID-19 pandemic ebbs and flows, the uncertain times we attempt to navigate may not yield the results we hope for. However, as the great poet LL Cool J once said: “When adversity strikes, that’s when you have to be the most calm, take a step back, stay strong, stay grounded, and press on.” Be well, and best of luck out there my friends.
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Check out my other posts to learn more about Machines Learning:
1) You don’t need to code, to recruit with AI
2) Future-proofing Your Career
3) A.I. Stepping Into Life Series
Follow me on Twitter: @zacengler
Want to learn about how artificial intelligence will impact the future of your career? Find more at zacengler.com OR follow me on Twitter: @zacengler