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Never Interview For One Specific Job!

Written on February 25th, 2013 by in Blog

The interview is the foundation for your ability to successfully place someone in a new opportunity. It’s important that you gain an understanding of what must be there for this person to go through the trauma of a job change.

It’s important to never assume that what a person is currently doing or has done in the past is what they want to do now. It’s very tempting to have specific jobs, contracts or temp assignments in mind when you are conducting an interview. This will however slant the questions you ask and not reveal the priorities of this individual. A candidate can also sense that you are attempting to match their credentials with an opportunity you are currently representing.

Objections Are Buying Signs!

Written on February 18th, 2013 by in Blog

When you’re starting a recruiting or staffing business, learning how to overcome objections and viewing them as buying signs is critical to your success. I speak to many corporate audiences and they’ve informed me of the objections that get 95% of recruiters off the phone. In fact, most of them only give one objection and know the recruiter will hang up.

Think about that for a moment, one objection gets most of you off the phone. That just proves you are making customer service calls and not sales calls. In a sales call, you would overcome at least two to three objections.

Recruiting is a Relationship Building Business

Written on February 11th, 2013 by in Blog

It takes time to develop strong working relationships with your clients. Your goal is to learn something personal about your contact with each conversation. Your goal is to form lifelong friendships / relationships with these people.

If you prove yourself as someone who provides results, advice and your client views you as one of their trusted advisors, they will never end the relationship. If they accept another position, they will take you with them.

If you work a local market, client visits are a must. You learn a tremendous amount of information when you are on-site. They now get to know you as opposed to you being a voice on the phone or email. You will also meet their gatekeepers who can either screen you out or put your calls through.

Attract Clients With Education Based Selling!

Written on February 4th, 2013 by in Blog

If you want to attract great clients for your business, it’s important to determine the issues or problems they are facing and then position yourself as their solution. Avoid making WWD (What We Do) calls and instead make presentations that focus on the WIIFM (What’s In It For Me) of your prospective clients.

It is important not to sell too soon. You want to determine their issues and challenges so you can focus your presentation on their priorities. Offer to share information that they will perceive as valuable which begins to set you up as an expert and trusted advisor vs. vendor.

Exit Plan Vs. Business Plan

Written on February 1st, 2013 by in Blog

Most individuals spend weeks working on a business plan for their new business. Often once they open for business, they realize they have not put enough focus on Revenue Generating Strategies which can make or break their new business.

For years, I utilized customized Business Plan software that provided me with charts, graphs, projections and a business plan usually around 100 pages. A wealth coach suggested that each year I should focus most of my time formulating six revenue generating strategies with dated action items that were assigned to either me or someone on my team. He also stressed the importance of have a clear exit plan.

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