As you read this article, take a moment and tune into the sounds of
your workplace. Do you hear the hubbub of lively conversation, with
everyone talking at once? Or do you hear the clickety-clack of
If your sales bullpen sounds more like a “typing pool” than a
“trading floor,” it might indicate an over-reliance on email. I’ve
noticed that many recruiters prefer to email instead of actually
speaking to their clients and candidates.
Here are nine reasons why that's a bad idea...
1. You can’t build relationships by email. Imagine if you only
emailed your friends and family instead of calling them. How strong
do you suppose your personal relationship would be? The same applies
to your business relationships.
2. The telephone is intimate – you have the chance to really connect
with another human being. Email is less personal – you miss the
chance to build trust and rapport with your clients and candidates.
3. It’s harder to influence other people’s opinions and decisions by
email. Think about it. The telephone is a two-way channel of
communication. When it comes to selling, a dialog beats a monolog
4. It’s difficult to convey tone of voice by email no matter how
many “smilies” you use :-) There’s always a danger of being
misunderstood and a perfectly innocent email can spark a negative
reaction from the recipient.
5. Because you can’t read body language by email, potential deal
breakers are much harder to detect. Clients and candidates can
string you along more easily by email than they can by telephone.
6. Every conversation is an opportunity to re-qualify the candidate,
gain leads, referrals and market intelligence. Much harder to
achieve by email.
7. When problems arise, a quick telephone call is often all that’s
required to resolve things amicably. On the other hand, a heated
exchange of emails can quickly escalate issues past the point of no
8. You have no control over how quickly someone responds to your
email. When you need an immediate answer, use the telephone.
9. Reading and replying to email wastes a lot of time. It’s easy to
get bogged down. Instead of spending the first hour of every day in
your “inbox”, spend it on the phone instead. I guarantee you’ll see
an increase in billings.
When I first started in recruitment, we didn’t have email. Remember
when you had to send resumes by fax or post? I’m not advocating a
return to the dark ages of recruitment; email certainly makes our
job easier. But I’ve noticed that Big Billers still spend a lot of
time on the phone.
So the next time you’re about to write an email, stop and ask
yourself: “Could I get better or faster results with a phone call?”
If the answer is yes, then pick up the phone!