Fanatical Military Recruiting

22Face-to-Face Prospecting

Nothing replaces being in the same room, face-to-face.

—Peter Guber, executive and entrepreneur

While the telephone is fast and efficient, face-to-face prospecting (F2F) is slow and inefficient. Done incorrectly and randomly, you can easily burn an entire day, engage few prospects, and accomplish little more than wasting the government’s fuel. For scores of recruiters, face-to-face prospecting is their only prospecting channel, and the primary reason they are not making mission.

Yet face-to-face prospecting is highly effective because when you get face to face it’s easier to qualify, build relationships, and convert conversations into interviews. This is why you should plan it in advance and be intentional.

Face-to-face prospecting is the foundation of a balanced prospecting methodology in military recruiting. It will and should consume the majority of the time you block for prospecting.

Balance is the key. When you leverage F2F within a balanced prospecting routine that includes all prospecting channels, you’ll maximize your recruiting day and squeeze every drop of opportunity from it.

There are three core objectives of face-to-face prospecting:

• Qualifying: In many cases, people will give you more information in person than they will over the phone. Plus, you gain insight on your prospects’ motivations, urgency, and influencers.
• Setting up interviews and next steps: If your prospect is motivated and qualified, don’t wait—set up an appointment ...