Being a recruiter is harder now than it was during the surge. Post 9/11 recruiting stations even had to turn people away because every seat was full – plus a waiting list. The challenges of keeping numbers up are influenced by decisions in the Capitol. However, accomplishing the mission at the ground level is paramount regardless of politics. Its your career. Here are 5 ways military recruiters can boost their quotas.
1. Don’t use high pressure tactics
First of all, they don’t work. On the off chance that they do, the effects are only temporary. You’re not the top salesman in Glen Gary Glen Ross. Human beings are complex creatures but once they figure out that you’re attempting to manipulate them – all bets are off. They’re gone forever because, at the center, trust has been betrayed. Every branch has core values. Intimidation and deception are not found in any of them.
These young minds are coming to you, the recruiter, as the first mentor they will ever have in their military career. Your actions will shape the perception they have of your service branch. What you do and say when someone is deciding to sign the dotted line will impact them for the rest of their lives. Your branch and the lifestyle it offers should be enough to get you the troops you need. If someone has been in the service for years, it’s easy to forget that the military is cool. Lean on that.
2. Pedigree is a positive indicator
Communication is key to identifying potential candidates to recruit. When you hear that someone has family ties to the military it is a good indicator that they may have considered following in their footsteps. Tread lightly. Those same family members may be your biggest obstacle because of their experience in the service. For example, with Marines it’s 50/50. You may get someone who’s parent is a motivator and would be proud to have them join the Corps. You may also get hard charger who charged hard so his pups would not have to charge at all. Communicate and find some common ground. Never underestimate the influence of a parent.
3. Make sure they’re looking at the right branch
Of course, rivalries between recruiters is a thing, especially if the offices share a building. The potential recruit may be interested into more high speed, low drag occupation may be better suited in the Marine Corps or the Army. Every branch offers the Post 9/11 GI bill, so, if they’re interested in post service benefits offer an MOS that will help them post college too. The Air Force is highly technical and the Navy is the best branch when it comes to medical fields. Law enforcement and federal agencies love combat related experience or intelligence prior service skills.
Everybody gets out eventually, ask them about the future, and show them how the military can help them get there. Find allies in other recruiting offices and trade candidates when appropriate.
4. Make them study
The ASVAB should not be taken lightly. Let them know that passing is not enough, what if they want to change their jobs later in their career? The hassle of being on active duty and studying after one has been out of school for years is not fun. If you get a good enough score on the ASVAB and GT score off the bat, let them know they’ll never have to worry about it ever again.
Also advise them to take the SAT for the same reason. When I got out of the service my SAT score from high school was pretty good. I was able to enroll in college because it fell within window that I wouldn’t have to retake it. Their future self will thank them for it – and you too.
5. Be a straight shooter
You don’t have to say every single pro and con about the branch but at least be straight when it comes to the military occupational specialty. My recruiter told me I would be a better fit in comm due to the fact I was already CCNA certified and had college credits in the field. I pushed for infantry yet he wouldn’t let me sign as an 0311 until I thought about it for a month. I was going to enlist, no doubt about that, but he looked out for me by putting my needs ahead of his own. That’s what Marines do, we look out for each other. At that time I didn’t have my Eagle, Globe and Anchor but I knew that integrity was exactly what I was looking for in the Corps.