3 Reasons Why You Should Not Send Your Corporate Presentation To A Recruit

So the big question is this: how do recruiting leaders like us who have 12 to 15 other job responsibilities win at this game of recruiting? How do we build a system that allows us to recruit effectively in a minimal amount of time while motivating recruits towards meaningful change? That is the question, and this podcast will give you the answers. My name is Richard Milligan, and welcome to Recruiting Conversations. Welcome back. It's another Recruiting Conversations with your host, Richard Milligan. And this one's gonna be a short one. And the reason why I'm keeping it short is because I have a little bit of time. And so we're gonna go at this one quickly because I wanna continue bringing the audience here at Recruiting Conversations value. Here we go. Here is a topic that came— I came up on this week. Someone asked me this question in reference to Some responses they were getting with recruits that they were engaging over the phone. And actually, they were pretty excited about the responses they were getting. And I think that once we had the conversations, their excitement might have been diminished, but I wasn't trying to diminish their excitement. What I was trying to do was give them clarity around what was actually going on. So let me, let me fill you in on this conversation. This individual had actually been able to get a lot of people directly on the phone during this week, and they'd actually set I think 3 appointments directly with recruits in just a minimal number of conversations. And if you follow any of my phone scripting, you know that my phone scripting goes along the lines of, I've done my research on you, and in my research, I see some similarities between your core values and my core values. And because of that, reaching out to you, and that's kind of how it starts. So, it's a core value-oriented phone script. And if we're gonna make that statement, we're gonna do a lot of research on the individual. Before we actually engage them in a conversation. So I think it's about quality over quantity. So let's establish that. But then in this convers— in multiple conversations they had had during this week, they had this come up. The individual would respond to their phone script with this: I would love to see some more information on your company. And that was the immediate response. There wasn't a lot of conversation going on. It was simply phone script. The person responds and the person says, will you send me some information on your company? And the individual that I was coaching felt like it had been a win because they'd had 3 or 4 people this week say, send me more information. So guess what they did? They sent more information. And the question they were asking me was, I'm sending this information. Should I be sending this or should I be sending something out, something else? And they were surprised by my response. My response to them was this, you shouldn't be sending anything at all because that's actually them pushing you away, just like it would be a, I'm not interested. It's literally getting you off the phone, right? And so when we simply send information, then we're missing out on opportunities to actually have a better conversation. And this is what I know. This is my own story. I go back between, you know, I spent 15 years inside the mortgage industry. And so I go back between 2002 and really 2013, almost an 11-year window of time. If I would've gotten that response, you know what I would have done? I would have sent a corporate presentation. And that's a problem. You know why? Because after 11 years, you would've thought that smart old Richard would've realized nobody ever responded to my corporate presentation. And let me just tell you, It was a beautiful corporate presentation, okay? So if my beautiful corporate presentation never got a response from anybody, then maybe I was doing the wrong thing. And now in hindsight, what I know is this. Come into 2013, and if you know my story, you know I had 2 real distinct seasons in recruiting. One where I had very average results and one where I had phenomenal results. And in that second season, One of the things that I changed was when someone would respond, would you send me some more information? I would not send them a corporate presentation. I would work towards something else. Okay, now there's a lot depending on your position and depending on the role in your organization and the resources around you, that something else can come in a lot of different shapes and sizes. So let me give you an example of this. So for this particular individual, they were actually a recruiter. That they were doing all of the recruiting. And what they were doing in their first next step is a handoff to what I would call a recruiting leader. So this is a senior vice president at an organization that would then take any type of meeting that had been established in the next step. So in this particular situation, what I coached them to was when someone says, will you send me some more information? Sure, I'll get your email address. Right. I got your email address. And then I'm going to get creative in the next step. So there's lots of creative ways that you can utilize that information and what was said in that phone conversation in the next step. So as an example of that, that particular senior vice president could actually record a video. And that video could be along the lines of, Richard, I know that you were talking to, you know, whoever, Jane. And Jane said that you were looking for some more information on our organization. So I wanted to drop you this video and say I'm open on Thursday afternoon for a short conversation. Let me know what your schedule is. I'd love to pass some more information along and have a non-recruiting conversation with you, simply relationship building. Look forward to hearing from you soon. That would be one way that you could actually handle that. Okay, look, I use— I recommend using a tool like BombBomb, which is actually a great video recording tool that you can incorporate your email with. You can incorporate your text messaging with. You can actually use— it syncs links up with LinkedIn so you can send videos on LinkedIn, and it's got analytics built into it so that you know if the individual's played the video or not. And I think that's very beneficial. So one of the ways you could utilize that email address again is by not sending them the corporate presentation, but by having that same senior vice president actually sending a video through a tool like BombBomb where it would say something along the same lines. You were talking to this person that was reaching out to set an appointment for me. You— I know you asked for more information. I wanted to drop you a quick video and let you know I'd love to have a quick conversation with you over the phone. Let me know what your schedule's like over the next couple of weeks to get together. No recruiting, simply relationship building, should you say yes. Again, that's another creative way to come at this. Okay, but here's— just make sure we, we get this in play right now. You should not be following up and responding to that particular ask with an actual email that contains a nice presentation about the company. And here's why. For years, people would say this about me. I know everything I need to know about Richard and the company he's with because he sent me an email presentation. We disarm ourselves as recruiting leaders When we send that corporate presentation. And here's— there's a lot of reasons why, but let me give you a really important reason why. The conversation that we're trying to have, if you followed any of my podcasts, you know this. The conversation we're trying to have is a conversation around core values. It's not a conversation around the company toolbox. When someone asks me to send my corporate presentation, that is going to always be predicated and built around The company toolbox. Yes or yes? So what I'm not going to do is I'm not going to send that because immediately it takes everything that I'm going to want to tell them in person about the organization after I've established a relationship, after they know what my core values are, after they know what my clear vision for my market is, after I've had a chance to storytell to them and build trust and bond with them and build relationship with them. After all of that, Then I'm going to talk about my organization. So what we do when we send an email with this beautiful corporate presentation on it is we've now circumvented the opportunity to lead with our core value system, which is the driver. It is the motivator of why someone leaves one organization and goes to the next organization. So it's a misinterpretation of what's important. And we actually validate that when we send that email with that information on it. Okay, so hopefully this brought some value to you today. No longer should we be sending those corporate presentations via email, and I think this may be the most times I've actually said corporate presentations via email in my entire life. So now that we've documented this via podcast, just make sure you follow it. Make it worthwhile. Like I said, a Guinness World Record for saying that— that— that— I'm not going to say it again— for saying that. And so just make sure that I've planted the seed deep enough in good soil that you actually don't do that any longer. Get creative. You can solve this problem in lots of different ways. And so if you need more help solving that problem, you know how to reach me. My calendar's live at bookrichardnow.com. And so there you have it, a less than 10-minute podcast for maybe once in the history of all the podcasts I've recorded, but I'm going fast, wanting to bring you value. Have a great week, everybody. Until I see you again, if you know somebody that's sending a corporate email presentation— I said it one more time just to solidify the, the world record in using that in a 10-minute window of time— send this to somebody that would find value in this to say you shouldn't be sending it, and you've brought value to them as much as I brought value to you. Look forward to seeing you again on the next Recruiting Conversation. Have a great week, everybody. Want more Recruiting Conversations? You can register for my weekly email at 4crecruiting.com. If you need help creating your own unique recruiting system, you can book a time with me at bookrichardnow.com.