So, you’ve been assigned as an Army Recruiter? Now what? What I want to do in the rest of this article is share some success tips for Army Recruiters, so you can succeed in your new job. Although I was never a recruiter myself, I got this information by talking to some of my friends that served in that capacity. I also have some experience in sales and marketing that might benefit you. I hope you find the information helpful.
# 1 Know Your Numbers
Selling is a numbers game. Recruiting is a numbers game. It’s important that you know your numbers. You need to know your metrics and conversion rates. For example, let’s assume that you have to generate 50 leads to set 35 appointments to find 10 people interested to get 5 people to go to MEPS to find one person to join. If those are “your numbers” you know exactly how many people you must approach to find a new recruit. Using this same example, if your quota is two new recruits per month, you know you need to generate 100 leads to meet that goal.
# 2 Know Your Sales Cycle
When it comes to recruiting, there is a sales cycle. This is the amount of time it takes from the time you generate a new lead and meet a new prospect, until they become a paying customer (new recruit). Most people won’t join the Army the first day that you meet them. In most cases, there is a three week to three month time period (sometimes longer) to make it through the medical screening and actually enlist in the Army. Once you know YOUR average sales cycle, you will know how many people you must have in the pipeline at any given time to meet your quota.
# 3 Focus On the Most Important Tasks
In sales, they have what are known as “money producing tasks.” This basically boils down to prospecting, showing presentations and following up. MOST of your time should be spent on one or more of those tasks. Yes, you have other responsibilities like going to MEPS and doing meetings, but make sure that you spend most of your working hours on the most productive things.
# 4 Educate Yourself About Sales and Marketing
There are lots of great resources available online, at your library, or at the bookstore about sales and marketing. It might be in your best interest to study trainers such as Zig Ziglar, Tom Hopkins and Brian Tracy, so you can learn the art of selling. Yes, selling is an art-form. Very few people are natural salesman. You must develop your skills, just like you would for any other job. Set aside 30 to 60 minutes each day for personal development to learn more about how to be successful.
# 5 Schedule Your Time in Advance
We all waste a lot of time, usually without realizing it. You must master your time if you want to be productive AND have a life, while you are serving as an Army Recruiter. You should get a good day planner and plan out your week (and each day) ahead of time. Schedule in all of the mandatory things you must do. Break your day down into 15-minute increments. Plan your time. Don’t confuse being busy with being productive. If you schedule your time properly, you will always have people in the pipeline, always have appointments to go to, and always have something to do. If you spend most of your time just sitting around the office, you aren’t doing your job right!
# 6 Master Lead Generation
Leads are the lifeblood in any sales profession. As long as you always have someone to talk to, your job is easy. It’s when you run out of leads that your job gets difficult. You can’t count on the Army to provide you all the leads you need to succeed. Come up with three or four good lead generation strategies that you feel comfortable doing and master them. Sit down with your supervisor or peers and find out what they do and recommend to get leads. Pick a few methods that work for you and focus on those methods exclusively. A few examples might include events, going to schools, setting up at fairs, job fairs, or anything else.
# 7 Pre-Qualify Your Prospect
My final tip is to pre-qualify your prospect. What you want to do is pre-qualify people as quickly as possible, so you don’t waste your time trying to recruit someone who isn’t interested or isn’t qualified to join the Army. This is where a good questionnaire, interview, and pre-ASVAB test can come in handy.
Serving as Army Recruiter is typically a job that people either love or they hate. Most people do not enjoy selling. However, I truly believe that anyone can succeed as an Army Recruiter IF they have a game plan and some discipline. Following the seven steps listed above is a good starting point.
What are your thoughts? If you’ve ever spent time as an Army Recruiter, what are some of the best success tips that you can share? Leave a comment below to share your expertise. I look forward to hearing from you.
Former Army Major (resigned)
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