Are you looking?

I am reading a great sales book at the, moment where the author demonstrates how around only 3% of people are actively buying at any time.

Yes, some may buy under certain circumstances, but only 3% are actively in the market right now. Some may be interested if there is a great offer. Or may be looking in 6 months. Some won't be looking right now under any circumstances. But, the key point is that if only 3% are actively buying right now, what is your strategy for survival? Cold call the 3% more often than your competition? Well, that's what most agencies do.

What about applicants? What percentage are actively looking for a job right now? 15%? 20%? Whatever the number it is not that high which is why those organisations that are still hiring, struggle to fill their vacancies when all they do is JUST advertise. Like the agencies, they just advertise more, shout louder, to try and get those few active job seekers to apply for their jobs. Then it is a bun fight to get a hire. Too few active applicants for too many jobs.

Imagine you are the only sales person talking to the prospective client. Imagine you are the only recruiter talking to the prospective employee. Wouldn't life be a bit easier? It's all about relationships.

If you are an agency you can differentiate yourself quite easily. If you are a recruiter, you can get to the best candidates before your competition do. In the meantime, you can use better ways to advertise ahead of your competition. Sound easy? Just ask.