The Calendar-Driven Relationship

Hey There,

Are you tired of chasing your clients? It's your job as the pro-active force in the recruiting process to set the tone for follow up and communication. Try implementing this pre-close that I learned from trainer Ari Galper with all of your new clients:

"Can I share with you the way that we have found to be the most effective method for communicating with our clients? We operate on a calendar-driven system during each step of the process. This means that we schedule a 5 minute check-in phone call during each step of the recruiting process. This is so that you don’t end up chasing me and I don’t end up chasing you. Is this workable for you?"

If you use this script with new clients, you'll find that most of them will be receptive to the idea of scheduling your communication. On an active search, you would generally schedule the check-in call for 3-5 days from the time of your current conversation. Even if a client is not open to the idea, by introducing the topic, you now have the ability to come to an agreement on how feedback will occur. If a client is totally opposed to discussing the idea, this would be a red flag that you must consider before proceeding with the search.

Good hunting.

Gary