Recruitment Coach | Recruitment Training

Recruitment Coach provides recruitment training, training for recruiters and management training for recruiters to small-medium sized businesses.

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You Want More Business? So Get on the Phone!

James Caan, multi-millionaire, Dragon, founder of the Alexander Mann Group was asked, “How can I get my consultants to be more productive?” His reply,”Tell them to get on the f***ing phone.”

That’s how he built his business in 1985, cold-calling prospects from a tiny office in Pall Mall. Would that still work today? James says so, I agree. But I know some people will think:

‘The world’s changed Mark. We use social media now.’ And sure enough, the young person without a smart phone and an agile thumb is a rare bird.

But what is all that digital activity achieving? Lots of entertainment certainly, but imagine for a moment, hypothetically, that your sales results are unimpressive and you’d like the kudos and pay which comes from being a star producer, what are you going to do, type faster?

No amigos, time for a cold reality shower – you will never close a recruitment deal with an email, you have to talk to the client.

Emails, texts, browsing are distracting you from what actually gets deals closed.

Now don’t go thinking that I don’t know anything about social media, I have fully considered the advantages and today use and teach methods which bring in warm leads. But outbound calling on the telephone remains the most powerful tool we have.

Social Media may be good for branding and visibility, but if you are sending tweets and hoping that the phone is going to ring, you are deluded. It won’t happen often enough for you to build a profitable business.

But you’ve seen trainers promoting the idea, ‘Cold-calling is dead.’

That’s a seductive pitch; working smart not hard. Only what they don’t tell you is that it takes a lot of time / effort / energy / trial and error to set their system up. In reality it’s not going to put food on the table or pay your mortgage for a number of months. Even then you will need to supplement it with the telephone.

Telephone prospecting is never going to be popular, I won’t claim otherwise, but it works. The reason is based on a fundamental; the human animal is strongly influenced by speech framed in well chosen words. Throughout history oratory is the tool leaders have used to motivate people facing great challenges. But your task is easy, all you have to do is to get a prospect to say, ‘Come and see me.’

So if it’s that good why would people do everything they can to avoid cold-calling? Again the answer lies within our DNA, we’re afraid of rejection, failure, looking stupid to our peers or our prospects. We fear saying the wrong thing, mucking it up, not knowing what to say or how to counter objections.

There is a cure for this and if you have ever stood on a high diving board, looked down and hesitated to take the plunge, you will know what it is.

Just do it.

… and ignore the critical voice inside your head, the one telling you: “cold calling doesn’t work, people won’t want to talk to me, I’m rubbish at business development, this is a waste of time.”

Recognize these beliefs for what they really are: excuses. Excuses which are not serving you. Excuses which keep you playing small. Excuses which limit what you can achieve. Excuses which shut down your potential.  Excuses which stop you from taking action. Excuses which prevent you from doing what it takes to reach your goals. Excuses which keep you from earning the income you desire.

Are you going to accept those lame excuses? Are you doing to retreat from the edge of the diving board, and climb down feeling shabby? Of course not!

So man up, and just do it.

Deal with the temptation to procrastinate. Don’t put off making a start by tidying your desk, chatting to colleagues, or looking in the fridge for the last slice of pizza. And strictly avoid the worst of all temptations, email.

When you start your day, don’t even look at your inbox.  Pick up the phone and start dialling. Make it your first task. Call new prospects, introduce yourself, find out what they might require.

What’s the worst that can happen? Supposing a prospect says, “We aren’t interested at the moment,” could you manage politely to reply ‘Thank you, have a nice day?’

When you make an active sales approach to prospects, there is only a limited range of possible outcomes. They range from, ‘No we aren’t interested and never will be’ (only that may not be true) through to the other extreme, ‘We need someone right now, when can you come and see me?’ Typical responses will be somewhere between the ends of this spectrum and that is where most business is to be found.

To make these calls you need just a phone and mental energy, no fancy hardware or apps, just sufficient motivation.

Do your prospecting when you are fresh and have the most energy. That won’t be if you have been putting it off for most of the day, knowing you have the task still hanging over you.

Once you have made a decent number of calls and picked up a lead or two, you will feel good about yourself. The hardest (and most productive) part of the day is dealt with so now you can get to the lower priorities, which include your emails.

Regardless of whether you prefer it or the client prefers it, you are not going to close sales by email.

So get on the freaking phone.

For More Info: http://recruitmentcoach.com/

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Recruitment Coach provides recruitment training, training for recruiters and management training for recruiters to small-medium sized businesses.

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Mark Whitby loves helping recruiters, managers and owners to smash their sales targets and accelerate business growth while having fun in the process.

Mark Whitby loves helping recruiters, managers and owners to smash their sales targets and accelerate business growth while having fun in the process.

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Mark Whitby is one of the world’s leading coaches for the recruitment industry. Since 2001, he has trained over 6000 recruiters in 34 countries.

Mark Whitby is one of the world’s leading coaches for the recruitment industry. Since 2001, he has trained over 6000 recruiters in 34 countries.

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Harnessing the Power of Testimonials, Part 1

Do you ask your clients for testimonials?

Sure you might receive a few unsolicited testimonials.  That’s nice when it happens.  But do you actively solicit them from every client you place with?

As a tactic for winning new business, client testimonials are deceptively simple.  But don’t underestimate the impact they can have on your business.

Here are 7 reasons why you need to start asking all your clients for testimonials:

Testimonials let your clients do the selling for you!  Third party testimony has far more impact than any sales pitch.  Why?  It’s more believable.  People are more inclined to believe what others say about you than what you say about yourself.

You gain instant credibility.  Especially if you have testimonials from big companies or well known industry figures.  If your referees are credible, you gain credibility by association.

You harness the power of “Social Proof.”   People tend to follow the majority and do what they see others doing.   If you’ve got lots of testimonials, people feel safe in assuming that you’ll do a good job.

When a client writes you a testimonial, they are re-selling themselves on your service!  They are reminding themselves why they like dealing with you, which could lead to stronger relationships and more repeat business.

You move them up the relationship ladder from “client” to “advocate.”  When a client endorses your services in writing, they are making a psychological commitment to recommend you to others.

It feels fantastic to get a testimonial!   And when you feel great about yourself, you’re more likely to put in your best performance.

The most important – but least understood – benefit of testimonials is that they reinforce your belief in yourself and the value you provide to clients/candidates.  Even if your prospects don’t read your testimonials, you will be a more confident salesperson because YOU have read them.

So how do you get testimonials?  You guessed it … just ask!

Not sometimes, EVERY time. Make it a habit to ask every client you place with for a testimonial.  And you can ask your placed candidates for testimonials too!

It’s so easy and the rewards are so great, it amazes me that more people don’t solicit client testimonials.  However the fact that few recruiters do it creates an opportunity for you to get an edge on the competition!

Next week, in Part 2 of this article, we’ll be looking at 9 secrets for getting really impressive testimonials.

In the meantime, here’s your homework…

Assuming you agree that getting client testimonials is a good idea, why not get started today?  Call at least one client and ask for a testimonial.  Go ahead!  It’s really not difficult, and I promise you’ll get a buzz when that testimonial arrives in your inbox!

For More info: http://recruitmentcoach.com/

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How to Get a Warm Response to Your Cold Calls

Do you ever feel frustrated by the high levels of resistance you encounter when calling potential clients? Let’s face it — it’s hard to get people’s attention these days. Clients are bombarded by business development calls, and when you add email and social media to the mix, the competition for your prospect’s focus is intense.

Here are 3 steps for standing out from the competition and approaching new clients so they actually want to talk to you!

1. Do your homework

The days of “smile and dial”  are over. Clients expect you to know something about their business before you  contact them. Technology makes it so easy, there’s really no excuse not to do  some pre-call preparation.

You might already visit a  client’s website prior to calling. While that’s a good start, you should also  research the person you want to speak to, not just the company. Look them up on  Google or LinkedIn, and ask yourself: What’s their background? What are their  interests? What do we have in common? Who do we know in common?” Then in your  call opening, let them know that you’ve done some research about them and use  your findings as a “bridge” into the conversation. Right away you’ve   differentiated yourself from 95% of the competition, demonstrated your   professionalism, and captured your clients’ interest by talking about something  they’re actually interested in – themselves!

2. Have a valid reason to call

Imagine the client asking: “Why are you calling, and why should I care?” Those are the questions your call opening must answer.

For example, many recruiters  begin their cold calls by saying “I’m calling to introduce myself and see if  you have any vacancies that I can help you with.”  That doesn’t qualify as a valid reason to  call because it’s all about the recruiter, there’s no clear benefit to the   client.

Tailor your script to each call  and make it about the client – “I know you’re looking for a Quality Manager and  I just interviewed someone who’s definitely worth considering…” or “I’ve  recently filled a similar role with one of your competitors and as you know,  these people are not easy to find. I thought you might be interested in the   results of the research we’ve already done in this area…” Actually write down  what you want to say – you only get one chance to make a positive first  impression!

3. Ask intelligent questions

Many sales people – including recruiters – talk too much. Your success at new business development depends on your ability to engage your prospects in a meaningful dialog. That involves asking intelligent, open ended questions that cut straight to the core issues.

Plan ahead what specific questions you want to ask the client. , and select questions that will add value and/or stimulate the client’s interest.

Clients get asked the same questions over and over again by recruiters, so it’s not surprising they get impatient. Questions like: “Do you have any openings? How many people are in your department? Do you use agencies?” Instead try asking questions that are more consultative and uncover problems that you can solve. “What’s your strategy for sourcing the most talented [job title or occupation] in the market? What do you see as the pros and cons of that approach? What obstacles or challenges have you encountered? What impact does that have on the success of this project? How does that affect you personally? What skills do you find most difficult to find? What roles are you currently struggling to fill? Which of those is your biggest priority?”

Successful salespeople focus on what they can control. You can’t control whether or not you pick up a job on the first call, or even whether the client will be receptive to you.  However you can control what you chose to focus on, what you spend your time doing, and what actions to take – such as doing your homework, having a valid reason to call, and asking intelligent questions. If you do work on doing those three things well, you’ll get dramatically better results from your business development efforts.

For More Info: http://recruitmentcoach.com/

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We’ve got you covered. The best part? You can get thesefoundation-building recruitment lessons at a mere fraction of the cost.

Here’s the deal: in 2015, we’re going to launch a range of highly anticipated new recruitment products, which will be geared specifically towards you and your ever changing recruitment focused needs.

But our shop can only accommodate so much. So, right now, we’re having a BIG clear out* and virtually giving away our RecruitmentCoach CD classic collections. These are the best of our time-tested strategies. Learn new tricks or rediscover best practices. Hone your skills. Earn bigger fees.

Everything is on sale RIGHT NOW at 50% off.

But…the availability is on a strictly first-come, first-served basis, and this notice is going out to thousands of recruiters around the world. Be quick if you want to take advantage of it. Once these CD gems are gone, they’re really gone!

For More Info: http://recruitmentcoach.com/

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Let nature realign and remind you that you are beautiful, wild and that joy is your true nature.

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Being anointed with glitter by this beautiful little girl…..this was my favorite, most precious moment of our Home in My body & Loving it picnic adventure in the park.

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Banish Distractions With The Pomodoro Technique

Want to avoid distractions and be more productive?  Here’s a simple yet effective way to stay focused and get more done each day.

Recently voted as the most popular productivity hack, the Pomodoro Technique is a time management philosophy that helps people to maximize their productivity while avoiding burnout.  It enables them to manage the inevitable distractions of the working day and focus on the task at hand.

Created in the 1980s by Italian entrepreneur and software developer Francesco Cirillo, the concept behind the process is simple:

You use a count-down timer and assign 25 minutes to the completion of a certain task. That period of time is called a “Pomodoro” (named after the tomato-shaped timer that Cirillo used). You can use any timer you like, from a basic kitchen timer to an app on your mobile phone.

Simply set the timer and get to work. During your Pomodoro, you should not allow yourself to be distracted from your task.  Once the 25 minutes is complete you make a note in order to track how many Pomodoros you have successfully completed.  Then follows a compulsory five-minute break to refresh mind and body. If you happen to be distracted during a Pomodoro, then you don’t get to press “pause” — the Pomodoro ends there, and you have to start a new one later.

This working in focused sprints may seem a little inflexible to some people, but if done properly, it empowers an individual to be in control of their day rather than their day being in control of them.

Have you ever noticed that at the start of the working day, it seems that you have ample time to achieve all your objectives, but when it is time to go home you often wonder why you haven’t achieved more?  The Pomodoro Technique is a great tool for becoming much more accountable as to how you’re using your time and what you’re actually achieving.

I personally find that being aware of the timer ticking down really helps to focus the mind.  The effect is quite remarkable in terms of increasing your concentration while not allowing yourself to get distracted.  The subtle pressure of seeing the seconds disappear can often bring out the best in people.

The other benefit of this technique is that it allows you to work with higher intensity while staying fresh throughout the day.  The 5-minute breaks every 25 minutes allow you to relax, take a walk around the office, call a friend or watch a motivational or funny video on YouTube. Your mind switches off from work as you are giving it permission to do so. Every 4 Pomodoros it is suggested that you have a 20-minute break, just enough for a stroll outside or a bite to eat.

You won’t always be able to complete a full Pomodoro.  Some surprizes and genuinely urgent or business critical interruptions are unavoidable.  However, the end goal is to complete as many Pomodoros as possible. You will be surprised at how many you can do if you are truly focused.  You can even compete with your colleagues to see who can do the most in a day, and who has the highest average number of completed Pomodoros per day.  Soon the office becomes a hive of productivity.

For the recruiters who I train and coach, this increased awareness of, and accountability for, how they’re spending their time can pay big dividends.  It helps them to focus more of their time on those activities that bring them closer to the next placement.  For example, they can allocate blocks of time for contacting clients or candidates, and get far more calls done by using this technique.  The Pomodoro Technique could be applied to social media, which can be a major source of distraction and drain on productivity if it’s not used efficiently.

For me, the most important aspect in this is purely psychological. You set yourself a task every 25 minutes, and as long as it’s realistic, there is no reason why you shouldn’t accomplish it. That sense of achievement, every 25 minutes is addictive.  Go ahead and try the Pomodoro Technique for yourself.  You’ll be amazed how great you feel when you get your day (and your life) back under your control!

For More Info: http://recruitmentcoach.com/

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Using Google Alerts to Spy On Your Clients and Competitors

Here’s a really cool idea from those smart people at Google. It’s called Google Alerts.

According to Google, “Google Alerts are email updates of the latest relevant Google results based on your choice of query or topic.” If you don’t already use Google Alerts, you need to check it out today: http://www.google.com/alerts. Basically, you tell Google Alerts which topics / search terms you want it to monitor. Every time your keyword is mentioned on the web (including blogs, videos, groups and news) then you get an email from Google with a link to the relevant webpage. I personally use Google Alerts to:

See what my competitors are doing

Stay current on my industry news and gossip

Keep track of my clients’ activities

Pick up new leads and gather market intelligence

See who’s talking about ME, and what they’re saying!

It’s extremely fast and easy to do, and you can track as many keywords as you want – automatically. Here are some suggested search terms to get you started: 1.  Enter your own name and/or company name as a search term. 2.  Enter all your competitors and key clients 3.  Enter any specific keywords that relate to what you do. E.g. mine are “recruiter training” and “recruitment training.” You can even select how often you want to receive alerts: as it happens, once a day, or once a week. Again the link is: http://www.google.com/alerts. With Google Alerts, you’ll always be “in the know” and can impress clients and candidates with your market knowledge. In the recruitment game, information is power and even a slight advantage is worth having.

See more at: http://www.recruitmentcoach.com/