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Setup Your Business Like a Franchise!

Written on March 18th, 2013 by in Blog

There is a reason that the franchise model works. Whether you are a one person company working out of your home, or you intend to open multiple offices, it is important to set up a business that could be duplicated. You do not want to buy yourself a “job” but rather create a business that can continue to grow and afford you the lifestyle you want to live.

It is important to set up repeatable systems that prove effective. This will allow you to focus on best use of your time and prevent important details from falling through the cracks. It will also make it easier to eventually hire, if you make the decision to grow your business.

Get Great at Client Development!

Written on March 14th, 2013 by in Blog

Most Big Billers in our business are great at client development. It is very empowering for an owner of a business to know they are capable of developing relationships with the clients they want to represent. It is also easier to train someone on client development when you have first- hand experience in client development.

Throughout your career you will want to align yourself with all clients so they know you and your company in addition to the recruiter who handles their accounts. To create a recession proof business you need to identify 10 key accounts and 20 back-ups. When you accomplish that goal, it is important for you to upgrade this client base. You need to represent the companies that candidates want to work for in your niche, and those companies will continue to change throughout your entire career.

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.

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