Hi-Tech Networking Leaving Low Impact Impressions

As the electronic age continues to transform the manner in which business is conducted recruiters must be aware of the negative impact that commonly used electronic communication tools (such as email) can have on relationship oriented professions like recruiting. Like many other professionals, recruiters are increasingly turning to the electronic written word as a prime method of communication. The cost and time advantages of sending information electronically as opposed to via post are obvious. Security is the technical downside of electronic communication and for all intents and purposes we'll leave those issues to the techies. Let's examine the impact on business development.

The communication gateway of the recruiting profession has been and still remains the telephone. While networking through the telephone isn't as preferable as face to face networking, it still allows one to make solid judgements on personal character and integrity, both of which are vital to networking, managing client relationships and applicant screening. In networking based businesses deals are won based on humanity not efficiency. How many of our suppliers are selected at least partially because we like them?

Online recruitment networking practices are typically some form of email based marketing whether that translates to notifying contacts of new opportunities or seeking out new client relationships. How many more unwarranted solicitations do you receive now (spam) compared to the pre-electronic era? (junk mail/telemarketing) How has this affected your tolerance for solicitations? It may not mean that much to you if you don't mind deleting messages but consider how much attention your messages receive and how quickly they'll likely be trashed. How's that for convenience? Furthermore, no matter how strong your contact relationships you're much less likely to generate referrals from messages that may or may not be read than contacting someone directly with a presentation enhanced by your tone of voice, emotion and benefits.

Closing statements are what stick-out in people's minds long after conversations have been completed. Automated signature functions add to the depersonalization of electronic messages and letters. Electronic signatures fail to leave the same impression as hearing someone enthusiastically say "I really appreciate your help, let me know how I can return the favor!" It's really tough to build personal rapport with contacts via the written word. There are those that attempt to add feeling to messages by using text generated happy faces and such. Happy faces are cute but they don't carry the same sincerity and professionalism that verbal reassurance can. Save happy faces for personal messages.

Electronic messaging has allowed people to to hide behind their words. The fact that you are no longer communicating face to face has encouraged people to express themselves in a manner they normally would not. A friend of mine that runs a retail web site mentioned to me that many of the irate customer complaints they receive appear to be from very angry and dissatisfied people. When these complaints are followed up via telephone they often turn out being only minor inconveniences or misinterpretations of their products and services. Whether the customer is exaggerating or the company misinterprets the message the fact is that it presents an uncomfortable situation for both sides and doesn't lend well to future relationship building.

When networking online, don't rely on messaging to solicit referrals or to initiate potential business relationships. Use email to give people more information as a follow up to a conversation. Return emails with phone calls and encourage your contacts to do the same. Make it easy for them; always leave your phone number. People are becoming so used to communicating via email that personal contact is becoming a pleasant alternative. In fact, many contacts are beginning to wonder if they're not worth a telephone call.

At RecruitersCafe.com we follow up each new registrat with a five to ten minute phone call to establish personal touch with our users and offer a brief tour of our Network in order to get them aquainted with our system's functionality. Our users are often surprised when they receive a call from a real person, which is almost unheard of in the electronic era, and we can't place a value on what it means to have new client relationships start off with a clear understanding of our service from both a practical and strategic perspective. Save the electronic message for inconvenient times, administrative tasks, participating in discussion groups, responding to articles, chat forums, surveys, etc. I've yet to be convinced that typing and sending an email is more convenient than leaving a voice message and I don't understand why anyone would give up the opportunity to build rapport with a contact when they have a perfect excuse to call them?

While I argue that one should question the amount of recruitment networking tasks they perform online; the future does look promising. As online technologies specifically geared to enhance networking like audio and video conferencing become more effective, affordable and commonplace it will be interesting to follow their impact on relationship oriented businesses like our own. Nelson Abreu