TENACITY IS KEY!

By: Barb Bruno
Date: 7/1/2008

What really separates the average producer in the Staffing and Recruiting Profession from the Big Biller? If I had to summarize the answer in one word, I would use the word "tenacity." The fact that you are reading an article in an Industry Publication already proves you are above average!

If you look up the word tenacity in a Thesaurus you would see the following words: persistence, insistence, drive, determination, steadfastness, obstinacy, stubbornness, resolve and firmness. Does this sound like you?

Isn't that what it really takes? Too often we focus on how many people say "yes" to us each day, versus hearing enough "no" responses. If you are not hearing the word "no" every day of your life in this profession, you are not making enough contacts. Anyone in sales knows every no or rejection, is one step closer to closing a sale. You can't take the rejection personal!

Look at your year to date income for 2008. Are you thrilled or disappointed? The GOOD NEWS is you have total control over what you will earn for the rest of this year. Your Owner or Manager doesn't write your paycheck - you do. You are paid on your performance. The current gas and grocery prices are really difficult on people with fixed incomes. We just have to place one more person in a job!

When you are rejected just adapt the attitude "so what, now what" and move on! If you experience a "no show," "no start" or "offer turndown" instantly switch to the solution, rather than dwell on the problem. Let your brain switch instantly to the word "next!"

Ten percent of your success in this profession is based on what happens to you and 90% of your success depends on how you react. In the extremely fast paced "staffing" segment of our profession, you don't have the luxury of taking time to get over disappointments. It is empowering to realize that you have 100% control over how you CHOOSE to react. Often, NOT reacting at all is the best decision.

Do you realize it takes six contacts to earn name recognition? You wonder why you are not writing more assignments and your targets don't really know you or what you have to offer. Too often you walk away just before you succeed.

Do you realize a sales call involves overcoming three objections? If you are not tenacious enough to overcome three objections, you are making customer service calls and greatly limiting your success.

Do you realize you are probably not getting referrals because you are not asking for them? This involves "client referrals" as well as "candidate referrals." You should have a referral system in place, where you know exactly when you ask for referrals. You may have to ask more than once to get results!

Do you realize that the only thing that separates you from your competition is YOU! It's the level of commitment you bring to the table. Do you have the drive and determination to fill the orders you write? Are you tenacious enough to send in multiple candidates vs. one or two? Do your clients have your cell phone number? Is their perception that you are there for them 24/7?

Do you develop strong rapport with both your clients and candidates based on trust? You should become a Trusted Advisor to your Clients and a Lifetime Agent to your Candidates. I don't believe in Client or Candidate Control. Just think what you would do if someone tried to control you. You should also become the best "listener" in their lives.

Do you deserve more, but settle for less? Often patterns have been developed over the years that need to be broken. Write down the 20% of your efforts that provides you with 80% of your results, and do more of that in the coming months. Write down things that are a waste of your time and stop doing those things immediately. Lastly, be tenacious enough to try new ideas and don't give up when they don't provide immediate results!

Do you find it hard to stay motivated? If you answered YES - I want you to pretend you have won a $1 million Lottery and the money was just deposited in your bank account. What would you do? Where would you travel? What car would you drive? You are in sales and once you know your numbers and ratios, you can predict your income! Stop focusing on the numbers of calls you make and commit to the minimum RESULTS you need each day to hit your goals.

If you develop the trait of tenacity, you will realize... You ARE your own Lottery!

For the Ultimate Training Experience, contact Good as Gold Training for a Preview of Barb Bruno's Number 1 Rated Recruiting Training Program - www.topproducertutor.com