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Gatekeepers Keep Screening My Calls!
Throughout your career you will be confronted by gatekeepers who have been trained to screen out sales calls, including yours.
The role of the gatekeeper is to keep the decision maker free of unnecessary tasks and time wasters. Their role is to screen the important from the unimportant. They are also trained to spot a sales person. If the gatekeeper is also this person’s assistant, they will guard incoming calls, email inbox and daily agenda. This person can control all access to your prospect except one – business or personal cell phone. Once you obtain a cell phone number (which is your ultimate goal), you no longer have to be concerned about getting past gatekeepers.
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What If There Are No Big Clients In Your Region?
There is no reason that you should only work a local market, if in fact your location does not have enough potential clients for you to target. Skype makes it simple to interview people online and most recruiters have numerous territories within their niche.
The perfect scenario would be to develop five geographic locations with six clients in each area. You could then market your candidates to more than one client. It’s very effective to establish circles of influence so you can multi-use candidates and job orders.
Your goal is to establish a territory of 30 clients. Ten key accounts who hire multiple people in your niche annually and 20 backup accounts who hire at least two or three. This type of territory is recession proof. Most recruiters generate 75% of their production from five clients or less. When some of their clients quit hiring, the impact is extremely negative. For this reason, your goal should be to establish 30 clients that you upgrade throughout your entire career.
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How Do I Compete With Established Recruiters?
Hiring authorities don’t know if you’ve been in this profession for ten years or ten days. With the current lack of top talent, most are open to utilize anyone who can provide them with access to “rock stars” in their profession.
When an employer states, “I have resources I already use and don’t need to work with another recruiter”
The easiest response is, “That is exactly what my best clients said the first time I called them, and I earned my way to be their #1 provider of talent. I’d love to have the opportunity to do the same for you. What is your greatest hiring challenge?”
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How Do I Get Past The Gatekeeper?
Throughout your career you will be confronted by gatekeepers who have been trained to screen out sales calls, including yours.
Common traits of hiring authorities:
- Difficult to reach
- Short on time on the phone for unknown callers
- Sharp minded and hard to convince
- Appreciates a good sales call if real benefit is perceived
- Seldom keeps call appointments
- Has a least one person known as the Gatekeeper
- Can allocate budget
- Has ultimate decision making authority
The role of the Gatekeeper is to keep the decision maker free of unnecessary tasks and time wasters. Their role is to screen the important from the unimportant. They are also trained to spot a sales person. If the Gatekeeper is also this person’s assistant, they will guard incoming calls, email inbox and daily agenda. This person can control all access to your prospect except one – business or personal cell phone. Once you obtain a cell phone number (which is your ultimate goal), you no longer have to be concerned about getting past Gatekeepers.
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Who, What, When and Why of Planning When Starting a Staffing/Recruiting Firm…
WHO? YOU
With no plan, urgent things will overshadow the important. In Staffing and Recruiting, we have people on both sides of our sale which make interruptions an almost certainty. However, when you have planned out your day, you can switch back to top priorities faster and more effective. Planning is the #1 common denominator of top producers in our profession.
WHAT? CONSISTENT PLANNING
Planning will help you increase your production and effectiveness. If you have not planned out your day, think about how much time you waste trying to figure out where to focus.
If you are not a consistent planner, start out by listing six things closest to the money daily. There is something you can implement starting today. Before you leave work, write down the six things you need to get done the following day that are closest to the money. These actions are not optional, they are mandatory. You need to make a commitment to complete them prior to leaving work. This is a great first step and requires that you begin to force yourself to develop the habit of planning.
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