First of all, I want to share a very important way of thinking:
Target Reverse-Result-oriented
——& gt； & gt RMB 6,543,800 yuan a year.
——& gt； & gt provides at least 654.38 million pounds per month (20% rejection rate).
——& gt； & gt By reasonably selecting customers and projects, the goal can be set to complete 2 positions.
——& gt； & gt 10 people enter the terminal every month.
——& gt； & gt 40 people arrange interviews every month.
——& gt； & gt monthly 100 report
——& gt； & gt 300 calls per month
——& gt； & gt Looking for 600 potential candidates every month.
——& gt； & gt Read 2,000 resumes every month.
——& gt； & gt Find 500 resumes every week to read effectively.
——& gt； & gt Corresponding resume source channel/professional knowledge reserve judgment/industry research
Of course, different backgrounds and industries have their own characteristics. The above is only a qualitative reference. The specific data still needs to be set according to your own situation. When the ability of different dimensions is different, the reference value of transformation ratio is also different.
There are also many reference factors, such as economic situation, market stage of industry development, company development stage, consultant's own judgment accuracy, consultant's own professional depth and so on.
These can help us to "quantify" better. From this process, we can at least "qualitatively" sum up the capabilities and work we need at different latitudes and think about which links to cut in, so as to complete the goals that need to be completed today. Specifically, there are the following five aspects:
1. Channel construction
2. Personal brand building
3. Professional (person/occupation) knowledge learning
4. Industry research methods
5. Overcome the skills and psychological barriers needed to cross each stage.
Channel construction 1. How to define "channel construction"?
Q: What is a "channel"?
Ans: An effective, quantifiable and systematic channel to obtain contact information of target candidates.
Q: What is "construction"?
Ans: collecting channels from various channels-> analyzing the characteristics/laws of different channels->; Form an effective system method and make good use of all kinds of channels->; Get the output.
Q: What do you think of "channel construction"?
Ans: systematization+quantification.
When we find that there are not enough candidates we can contact, we can ask ourselves from several angles: What other channels are there? Am I clear about the rational use of each channel? Do I insist on the continuous implementation of quality and quantity?
2. What are the "channels"?
Curiosity: study the method of getting points quickly and efficiently, and study how to communicate with candidates to get feedback. It is not a problem to get 30-50 contacts from them every week.
Zhuopin: It's not a problem to get in touch with 30-50 a week, just like "hunting".
LinkedIn: The essence of accumulation, the more you accumulate, the more you get 10-30 contacts every week.
Pulse: cumulative, the more cumulative, the more contacts you get 10-30 every week.
Introduction: the essence of accumulation, the more accumulation, the more irregular it is.
List of enterprises: the nature of accumulation, the more accumulation, the more irregular it is.
……
Add up the above, how many people can there be every week? At least 100 people, 400+ people per month, from which 100 effective reports are generated->; 40 interview->10 face->; Two proposals.
3.？ "channel construction" problem
Often we will find that there are not many headhunting consultants who really find 100 effective candidates every week. Why?
Without professional (personal/professional) knowledge accumulation, it is impossible to effectively select candidates;
Do not understand the industry, can not effectively judge the quality of candidates, or miss high-quality candidates;
Headhunting consultants can't stick to the basic work day after day;
There are many psychological obstacles in communication that cannot be crossed, and mental growth needs to be accumulated continuously. ...
This is what we will discuss next, and these latitudes can confirm each other.
5. Different stages: primary school, middle school, undergraduate research, postdoctoral.
Primary school: the recruitment level is low, and excellent recruitment is used for research. Recruit hundreds of people, involving hundreds of people. What is a referral? Company list ... poor and happy on Saturday ~
Middle school: Recruitment finally went smoothly, and excellent recruitment was easily done. Recruited thousands of people and had the cheek to let thousands of people introduce them. Suddenly, several company lists appeared ... more than a dozen reports a week, and more efforts are needed ~
This research blog: Hunters insist on turning to the last page, and they get 10,000 to 20,000 clues, and their pulse is almost 10,000. Someone took the initiative to introduce it, and there were many lists … more than 20 reports a week, which was quite satisfactory ~
Postdoctoral fellow: The points of hunting and hiring are inexhaustible. There are several LinkedIn accounts, with a pulse impact of 500. The list is easy to get … there are not many reports a week, all of which are Offer~ ~ ~
Personal brand building 1. What is "personal branding"?
If you do not "commercialize" yourself, you will be "commercialized";
"Label" is the condensation of our "self-knowledge" in the workplace;
The clearer the "self-knowledge", the more convincing the "personal brand";
It is not "the more cattle the better", but "differentiation" that is the main theme of this era.
Our goal: to build "personal brand" through the "channel" of construction and form a personal brand circle.
2. How to make a "personal brand"?
Self-awareness: spirituality, learning psychology, learning career development theory, summing up life experience, reflecting on their career development, paying attention to life, and occasionally narcissism;
Tagging: Give yourself a "tag" and constantly focus on the scope. When our "label" becomes more and more focused, it is also the time when our "influence" becomes more and more "cohesive";
Differentiation: We are choosing customers/candidates, and they are also choosing us. Radish and pit attract each other, and our "differentiation advantage" will help us attract our circle.
If we still have time and a certain market operation ability, we can do some MKT activities and events to help us convert traffic.
3. In the digital age, learn network rules.
Understand the laws of different network channel construction;
Make good use of different types of functions and characteristics to realize the functions of different types of tools.
Today, the market is dynamic and relatively complete. In fact, we can find a suitable method and tool to complete every demand in different periods. Otherwise, maybe you will find a real "gold mine" (which is actually what I expected).
The best personal brand is always "word of mouth"
Strive to ensure the "success rate" of our operating projects, and "word of mouth" will always be our best "personal brand".
Professional (person/occupation) knowledge learning
1.？ Understand career development
What characteristics of people determine the industry;
Occupation is determined by what characteristics of people;
Career stage/possibility of changing careers;
Career development advice/experience;
Industry development trend/industry development judgment;
Consultation gives job seekers advice on career choice, not career introduction.
2.？ Understanding "people"
& gt Types of human brain (operating mechanism)
& gt Personality, the reasons for its formation, what is it (a lot of data learning)
& gt skills, their reasons and what they are (a lot of data learning)
& gt Interest, reasons for interest and what interest is (a lot of data learning)
& gt the relationship between interests and values
& gt The relationship between the above points and career development …
Recommendation: MBTI, DVD, Power, CareerDNA, it takes at least 2 years to persist in learning, spend money on training, and invest in yourself before you can "get started".
3.？ empathy
Think from the perspective of "customer" HR;
Think from the perspective of "customer's business department";
Think from the perspective of "candidate";
Thinking from the perspective of "examinee family";
Think from the perspective of "group leader";
Think from the perspective of "company leaders";
Never "think" about yourself, we will find a new continent.
Industry research methods
Pick up your notebook and pen.
If we don't know which companies are in this industry.
If we don't know what jobs this company has.
What if we don't know who is in this company?
If we don't know what these positions do.
If we don't know ...
Pick up our notebooks and pens: search-> copy-> organize. Perhaps the technology has improved, but the "physics study" of "writing" will be a hundred times more than that of "browsing". One day, one week, one month … we will be "experts".
The internet can tell us almost everything.
The development of the industry, the stories of important enterprises and related enterprises in the past;
Company news, background of key personnel and investigation of relevant personnel;
Gossip search, historical events restoration, blogs compiled by others;
……
Knowing how to search efficiently and establish "association" can make you "almost know everything".
3. Insert what I want to know into the communication with candidates.
What the network can't know and verify will be done through our candidate communication;
At the same time, researching online in advance will bring us more topics and communicate with candidates from a more professional perspective.
think
Think about it.
Enough IQ.
..... The rest, please start action!
5. Concerned about national affairs
To study the development/trend/prospect of the industry, please study "national affairs". Maybe we just look at the freshness at first, and if we look at it more, we will find the rules inside, and maybe we will be "half a step ahead".
Overcome the skills and psychological barriers needed to cross each stage 1. Pick up our phone.
Most people will encounter a problem at first. The more they think, "Should I make this call?" The less they will answer the phone, and then simply comfort themselves. This person is actually not suitable ... so they won't pick up the phone, maybe they will start thinking. This is a psychological phenomenon.
What should we do?
The best way to learn to swim is to force yourself into the water.
2. Bored/tired
At certain stages of a week, a month, three months, half a year and a year, people often begin to feel "tired/tired". If it is caused by values, it may be that it is really not suitable for this job and has not found self-worth; If you just work, the best way is to learn and grow. Because most of this feeling comes from our inner lack.
3.？ Dare not (want to) meet.
One thing that headhunting consultants need to break through is to meet the candidates, which is the same as starting to call.
4.？ negotiation skill
Attend a training class
Actual verification
sum up （the） experience
Practice again
……
This is "hard work".
5.？ Questioning skills
Learning to ask questions can stimulate thinking and communication more than learning to introduce.
The best way to become a "consultant" rather than a "salesman" is to learn to ask questions.
6.？ "I don't deserve it."
This is a potential psychological factor, and most people will have "self-restraint": I have done quite well, almost ... This kind of "self-restraint" often restricts personal development, and it comes from a psychological mechanism: "I am not worth it".
In fact: there is no limit in this world, and the only limit is "self-limitation".
If you do all the above, stick to it for more than two years, I believe you will get into the habit and get the repayment ability of 1000+ 10000 yuan per year. These are the basis of becoming a qualified headhunting consultant, that is, the basis of serious work.
I hope the answer of basil net can help you.