1) HAVE A SENSE OF URGENCY: Drivers would rather be spending time with family, eating, sleeping, driving or playing sky crane for stuffed animals than talking to recruiters. Recruiters need to give drivers every reason to go and do one of those five things instead of calling other recruiters as a result of talking to them.
2) ANSWER THE PHONE QUICKLY: If drivers reach voice mail or an automated voice system, over 50% will hang up.
3) TRACK ADVERTISING: If recruiters don't track advertising down to the source of their hires, they won't know which advertising sources are working. This could result in canceling the wrong advertising.
4) GET AND USE THE DRIVERS NAME: Drivers will decide to accept your offer of employment because they trust the recruiter. Getting and using their name builds trust and relationships.
5) USE CONVERSATION TO GET PHONE APPLICATIONS: Use conversation to identify the drivers specific needs and fill the application out as the conversation flows. This will save a lot of time.
6) GIVE CONTINGENT OFFER OF EMPLOYMENT: Let the driver know you are interested and invite them to take some sort of action. Give them a reason not to call another recruiter.
7) UTILIZE ON-LINE REPORT SERVICES TO GET INSTANT RECORDS: You can run most reports (Employment, MVR, Criminal, etc.) while you are still on the phone; this helps to make informed offers of employment.
8) FAX SIGNED RELEASES: This helps to speed the qualification process and notify the driver of his/her rights.
9) FOLLOW-UP ON LEADS: Recruiters must have the mindset that once a driver is in their “system” no one comes out of their system until they decide they come out of the system. Make the most out of every lead by pro-actively following up on them.
10) UTILIZE THE INTERNET: In a recent ATA survey identifying “Driver's DNA,” a majority of the drivers surveyed said they would use the Internet for their next job search.
________________________________________
For more information visit: www.impacttrans.com
COURTESY: IMPACT TRANSPORTATION SOLUTIONS, INC. |
