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Kim Shepherd Bylines in ERE: Take a Sales Approach to Recruiting

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Decision Toolbox CEO Kim Shepherd contributed a byline article to ERE, which serves corporate recruiters and talent acquisition professionals by providing news and insights about the recruiting industry, opinions on what’s hot in the talent acquisition space, and evaluations on the best technology for recruiting.  ERE attracts over 200,000 unique visitors each month.

Excerpt from Take A Sales Approach To Recruiting (And No It’s Not The Same As An Employment Brand):

Most recruiters know that, in this hot talent market, you need to woo candidates. Yet even that may fall short. To land those A players, you need a more aggressive approach than recruitment as usual. Look beyond the borders of human resources and you will see people in your company who are aggressive for a living: sales and marketing.

The sales process is tried and true, and it aligns nicely with recruitment. The first step is to treat candidates as customers — not only because it will help land talent, but also because every candidate is, in fact, also a potential customer. That means nurturing every candidate who sends a résumé. At a minimum you should acknowledge receiving the résumé, and if you find someone with the skills you want, you need to pour it on.

Nurturing candidates builds your employment brand as well as your company brand. If you don’t, it could hurt you. According to Tracey Parsons, director of recruitment marketing practice at SmashFly, “Lack of nurturing creates brand resentment.” Alienate a candidate and you’ll also alienate a potential customer.

The full article includes tips for creating a sales approach to recruiting, real-world examples of companies who are doing it well, and shares some best practices you can implement right away.

Check it out here.

 

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