What Got You Here Won’t Get You There
There’s a famous book called “What Got You Here Won’t Get You There” by Marshall Goldsmith
Its title is something I’m constantly reminding myself and the Recruitment and Search Business Owners I speak to
One of the biggest roadblocks holding you back right now is clinging to old strategies, tactics, or even beliefs about your business
Whatever level your business is performing at right now is a result of the things you’ve done in the past up to this point
If you keep doing the same things, you’ll keep getting the same results
Think of it a bit like going to the gym and lifting weights
The first time you lift a weight at a certain level there’s some strain and discomfort
But you keep lifting the same weight over a period of weeks or months and over time your muscles grow and you become more comfortable
Pretty soon your muscles stop growing and instead of that weight giving you any growth
It just maintains its current level
Your business is exactly the same
There’s nothing necessarily wrong with that
You might be happy to maintain your current level of performance with no improvement
But if you want growth… Something has to give
You need to add more weight or perhaps even try a different exercise
This is where a lot of Recruitment and Search Business Owners get stuck
They get so comfortable with what worked for them in the past they’re scared to let it go and try something new
And so the very strategies, tactics, and beliefs that got them so far become the very same things that hold them back
“What Got You Here Won’t Get You There”
Where do you want to take your business over the next few months and what do you need to let go of in order to get there
Two things most Recruitment and Search Business Owners fail to realise
Recruiters spend so much time, energy, and effort trying to “stand out” and “be different” not realising it’s costing them sales
Two things most Recruitment and Search Business Owners fail to realise is that their version of “different” isn’t really that “different in the first place
They say things like
“We specialise in X…” (you and half a dozen firms within a mile radius)
“We have X years experience” (Do you think you’re the only experienced Recruitment Business Owner?)
“We pride ourselves on great service” (as if this shouldn’t be the bare minimum)
Bla, bla, bla…
I speak to dozens of Recruiters daily and this might be a controversial statement but “Unique Selling Points” in Recruitment died a long time ago
I’d be happy to be proven wrong on this but any time I speak to a Recruiter who thinks they have some sort of “uniqueness” that sets them apart
I can show them a long list of examples of competing firms who have the same “uniqueness” worded in the same way
More on that another time
Because even on the very rare occasions I speak to a Recruitment or Search Business Owner who has something that makes them unique it does not necessarily make them better or give them any competitive advantage
And just in case I needed to spell it out for ya
Hiring Managers don’t want “different” they want “BETTER”
Being “different” without being better isn’t a selling point
“But Terry! I really am better!”
Great!
But the key to the game is actually convincing your potential clients of this before they buy otherwise you won’t make the sales you should be making!
VIDEO: Recruitment Mistakes: How Discussing It Wrong Repels Potential Clients
Recruitment Mistakes: How Discussing It Wrong Repels Potential Clients
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Recruiter Fuel Daily: How to find 100 Hiring managers in the next 100 days
How to find 100 Hiring managers in the next 100 days
Every week we get the Recruitment and Search Business Owners to share some of their biggest wins…
Here is a selection of our favourites…
8 Triage Calls in One Week
https://youtube.com/shorts/U-4V1m2-Omg?feature=share
How I generated 30+ meetings and 90k+ in revenue (so far)
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