In a busy sales orientated role such as a recruitment consultant, some degree of structure is normally a good thing.
I am no fan of those recruitment organisations that like to structure every minute of your day (naming no names but we all know who they are!) but in my experience, salespeople are normally more effective where they have some structure to their day.
Traditionally recruitment consultants would include some, if not all, of the following activities in a typical structure of a day;
- Cold calling potential clients
- Calling candidate to keep up-to-date
- Job searching/matching
- Writing job ads
- Interview feedback/follow up
- Team meeting
- Interviewing candidates
- Database management
…And the list goes on. But how many of you schedule time for social media and specifically LinkedIn?
I suspect that LinkedIn may be involved in several of the above tasks but what about time put aside for other LinkedIn activities?
I am specifically referring to the following;
- Accepting and replying to invitations
- Contacting people that have accepted your invitation
- Reading your homepage stream of updates and engaging where appropriate.
- Reading other content
- Sharing above content on LinkedIn
- Posting status updates to instigate conversations with your network.
- Writing a published post.
- Engaging in group discussions
All of these activities are aimed towards building better, stronger and more sustainable relationships with people in your market. I use the term ”People” on purpose because these activities are relevant to both clients and candidates.
It is my observation that many recruiters fail to consistently engage and build relationships on LinkedIn. The majority of activity that I see is directly promotional (job ads etc) and I suspect this is as a result of having a more traditional ‘non-social’ schedule.
Put simply, if you don’t schedule these activities, they probably won’t happen.
I am of the opinion that a schedule that looked more like the following would result in a higher performance;
08.00-08.30 – Create and post an interesting and engaging, non-promotional status update.
08.30-09.30 – Read your LinkedIn homepage feed with the intention of engaging with several posts.
11.00 – Post another status update
12.00-12.30 – accept and reply to LinkedIn invitations. Make contact with anybody that has accepted your invitation and reply to any other LinkedIn messages.
12.30 – 13.00 – Read articles and blogs relevant to your marketplace and schedule to share over the next few days using a social scheduling tool such as Buffer or Hootsuite.
17.00-17.30. Check groups for engagement opportunities or consider creating a new, relevant and interesting discussion.
In addition to the above daily activities you should also aim to publish a long form post at least once a month (ideally every two weeks).
These activities are unlikely to provide short-term results but they will help you grow your network and build strong relationships and….
“Relationships will always form the rockbed of a successful recruitment business”. (Tweet this)
So next time you sit down to plan your week think about how much time you have scheduled for engaging activities on LinkedIn.