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Should You Have More Than One Niche?

Written on April 25th, 2013 by in Blog

The simple answer to this question is no. You want to establish your network, reputation and expertise in one niche to attract top talent and clients. Within your niche you can even drill down your area of specialization.

Example: You may have decided to place Engineers only in Manufacturing in Cleveland, OH

If all of your job orders or contracts are for engineers and all the candidates you recruit are engineers you will make more placements and fills. It is also easier to establish yourself as an expert and enhance your network and referrals when you have an established niche.
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How Do You Compete With Established Businesses?

Written on April 15th, 2013 by in Blog

You are not going to tell prospective clients and candidates that you are new to the profession. You are going to fake it till you make it! It is important that you sign up for our Top Producer Tutor daily training which includes marketing and recruiting scripts. We have given you several samples and you just need to add your personality.

Recruiting is a relationship building business that begins with establishing rapport that leads to trust. Once your clients and candidates like and trust you, they will provide you with more business and referrals.

You do need to establish a personal and business brand and be able to answer the question, “why should someone do business with you?” What can you say that your competition can’t say? Trust and rapport are not established based on years of experience.
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Should you hire someone with a book of business?

Written on April 8th, 2013 by in Blog

It is very tempting to hire someone who either has an established list of clients or a database of qualified candidates. However, the client and candidates belong to the owner who is employing them. Most owners have members of their sales team sign non-compete agreements to protect them. These agreements are usually for a one year period of time and prevent any contact.

If you hire someone who does bring clients and candidates, they have basically stolen the information from their current employer and more than likely will do the same thing to you in the future. Beware of individuals who boast about their record production and ask for equity up front. It is tempting to want to hire someone on your team, who can jump start sales, but one person can’t make your business but one person can break it.
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What Clients Should You Represent?

Written on April 1st, 2013 by in Blog

It is important to identify 100% of the companies who could employ individuals in the niche you have selected. There will always be a much smaller number of great clients on that list. It is wise to start out interviewing candidates who will help you identify the most desirable companies. You will also learn inside information about their past employers, which helps you make an informed marketing presentation.

It is tempting to want to represent the largest employers. However, they often have more red tape and slower hiring processes. It is often the middle-market that can be the most lucrative. Before you contact a prospective employer, review the employment pages on their website, and in addition to reading the content on their website also read all PR and articles that have been printed about them.
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Never “Short Change” Your Prep!

Written on March 25th, 2013 by in Blog

Once you send a candidate on an interview, you have information that can greatly assist other candidates you send to that same client. To obtain this information, you should use a debrief form so you obtain the same information from each candidate.

This then sets you up to conduct a prep prior to each interview. Your prep should have two parts. Part One takes fifteen minutes and involves you reviewing every function of the job and asking your candidate three questions:

1. Have you done this?
2. Please give a specific example of where you have done this?
3. Is this something you want to do in your next job?
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