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Welcome to issue 330 of the ukrecruiter newsletter.
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CONTENTS
Visit http://www.careersinrecruitment.com for the latest recruitment industry jobs. |
My Favourites http://www.ukbusinessforums.co.uk/forums/ - A hugely useful site if you are looking for advice and ideas on starting up or running a business – you can get a range of business advice and assistance from professionals and people who have experienced similar situations. http://www.umbrellasupermarket.com/ - A simple and effective way to distinguish between the huge array of umbrella companies. A great site for agencies and contractors alike. http://www.reuseitall.com/ - Although in its infancy, this is a cracking idea and has the potential to be huge if enough individuals and companies buy into the idea of giving away their waste products. One man’s waste is another man’s treasure - I’ve already passed on a sofa and microwave for free! Phil Dancey is an Account Manager at Intapeople IT Recruitment
(www.intapeople.com) Why not submit your 3 favourite web sites. See the guidelines at http://www.ukrecruiter.co.uk/articles.htm |
Advertisement Recruiters – How much money are you losing through unfilled vacancies? Launched in December 2006 and growing at the rate of 100 new recruitment agencies/consultants per month, www.SplitFeeJobs.com offers recruiters the opportunity to advertise their jobs to other recruiters and work together on a “Split Fee” basis. By advertising your jobs FOR FREE on www.SplitFeeJobs.com, you’ll also receive an immediate alert when another recruiter adds a job that is within your area of specialism, allowing you to develop an agreement on a job-by-job basis. Additionally, if you need more assignments to work on, there is over £200,000 worth of fees currently being offered by other recruiters. So don’t turn away that vacancy – work with another agency and split the fee! |
Article: 10 Biggest Cold Calling Mistakes Most Recruiters Make and How to Avoid Them by Mark Whitby Would you rather make 100 calls with a 5% success rate – or 25 calls with a 20% success rate? Before you invest any more time & energy cold calling, make sure you’re being as effective as possible. Which of the following mistakes are you making? Be honest with yourself, and make a decision to do something about it. Don’t try to completely change what you’re doing instead focus on improving one thing at a time. 1. Not making business development a priority. Schedule time for business development every day ideally, or at least 3 days per week. Stick to your schedule, even when you’re “too busy.” Consistency is the key. Remember just 10 new contacts per day is 2400 per year! 2. Not putting yourself in a positive mindset: Your success in canvassing is at least 50% psychology. What state must you be in to be effective at canvassing? Confident? Enthusiastic? Motivated? Resourceful? Cheerful? Energetic? It’s not good enough to ‘canvass when you feel like it.’ You must be able to access those positive emotions on cue. Start with your physiology – position yourself how you’d be sitting if you felt energized and unstoppable. You might need to stand up for this! Breathe how you would breathe if you felt relaxed and confident. Put a smile on your face! Now focus on the results you want – imagine clients being warm and receptive. Think of a time when a cold call turned into one of your best clients. 3. Calling the wrong prospects: Rather than making random canvass calls, be strategic about who you call. Decide who your target market is. What is the profile of your ideal client? Identify companies who fit that profile. Prepare a prospect list made up of companies who you know have a requirement, and/or companies who are likely to have future potential. Call your hottest prospects first! At the end of each day, invest 15 minutes to create your call list for the following day. 4. Not setting clear objectives: Unless you know what you’re aiming for, you’re unlikely to hit the bullseye. What are your primary and secondary objectives? Is it a vacancy? A client visit? An interview? Get clear on your objectives before picking up the phone. 5. Lack of preparation: The best way to reduce the pressure of cold calling is to decide in advance what you want to say. There’s a big difference between reading a script and working from a script. A carefully thought out word-track gives you a framework to fall back on. So rather than worrying about what to say, you can focus your attention on listening to your prospect and building rapport. 6. Not speaking to the decision maker: Don’t bother selling to secretaries – they have the power to say ‘no’ but not the power to say ‘yes.’ Unless you’re dealing with the real decision-maker, your ability to influence the client’s buying behaviour is minimal. And don’t assume you must go through the HR department. Target line management first. Don’t be afraid to start from the top down. If you call the Managing Director and she tells you to speak to line manager, you can call the line manager and say “your MD suggested I call you.” 7. Not setting yourself activity targets: In order to stay focused, it’s critical to set yourself targets – targets for number of call attempts, decision makers contacted, new vacancies, client visits arranged, etc. These Key Performance Indicators (KPIs) will help you help you stay on track. They give you a benchmark against which to measure your success and help you identify areas for improvement. Record your daily activity and review your progress weekly. 8. Having a weak opening statement: Your opening statement must capture the prospects attention in the first 10-20 seconds. Craft an opening statement that generates interest and reduces resistance. Don’t try to sell your service in the opening statement. The sole purpose of your opening statement is to grab the person’s attention and move them quickly to the questioning phase of the call. This should include your name, company and the key benefit or result you provide. 9. Asking too many closed questions: In order to have a meaningful conversation with someone, you need to ask them plenty of open questions. If you met someone at a party and wanted to make an impression, would you a) tell them all about yourself and how great you are, or b) demonstrate a genuine interest in them by asking them themselves? Obviously the answer is B! So write yourself a list of at least a dozen open questions that you can ask your prospects. Hint: Most of them will begin with the words “what” and “how.” 10. Giving up too easily: The biggest cause of failure among sales people is giving up too soon: 48% quit after the first contact And yet 80% of customers say "yes" after the sixth contact! Many clients will not buy
from you on the first call. And that’s OK! At least they are aware of you now and you’ve
started to build a relationship. However they will very quickly forget you! Unless you
follow up, your call has been a complete waste of effort. You’ve already done the hard
work of cold calling. The next time it will be a warm call! Keep them in your sights and
stay in touch by phone, letter and email. Mark Whitby is a coach, consultant and trainer who helps UK recruiters to maximise their performance. For more information, call 0800 019 8899 or visit www.recruitmentcoach.com |
Advertisement The only name in Rec2Rec you need to know! As one of the UK's leading Rec2Recs, a founder member of REC's R2R Sector Group & a Preferred Supplier to many large and boutique National and International firms, Heywood focuses on positions within Accountancy, Banking, Commercial, HR, Insurance, Legal and Secretarial. Roles range from Researchers and Trainee Recruitment Consultants through to Director level. Our new 2008 Salary Survey will shortly be available on our website so why not find out what you could be earning in the marketplace? For further information call Phil Han on 020 7404 4884 or email phil@heywoodassociates.com |
Tales of a Recruiter: Cost Cutting Clients I am no mechanical engineer but apparently 13,000 pounds per square inch is quite a lot. So much so that there is a rather exclusive club of engineers who work with equipment above this level. The majority of these few work in Oil and Gas. Well-heads and valves at the bottom of the North Sea operate up to 36.000 psi and here we are into realms far more important than merely health and safety but that of huge losses of revenue should a system fail. I met with a company in Aberdeen who wanted a Design Engineer from a competitor in Newcastle. They did not want to be seen to be making an approach and they knew that another company in Aberdeen had tried recruiting him before without success. My brief was to see how much money it would take to bring him up to the Granite City. One thing I have learned about engineers over the years is that they are seldom motivated by money. Why be an engineer in the first place if that is your driver? So I planned a different approach. After two or three telephone conversations I organised a meet in a wonderful old hotel in a castle in the middle of a forest near Hexham. I arranged for him to come with his wife, spend the night at our expense and – a first and only for me – suggested she join us for dinner and a chat. I had done my research. I talked about family life in Aberdeen, schools, amenities, nature reserves (he was a keen ornithologist) and a host of other factors. I might have mentioned the client at some stage too. He agreed he had been approached before but that extra salary was no substitute for quality of family life. This however sounded ok. His wife thought it sounded wonderful and he agreed to an interview. One month later I submitted our final invoice including expenses. Despite bringing him in at a salary level £5,000 below where they would have been prepared to pay HR refused to agree to pay for his wife’s dinner. I ask you! Provided by Bill Geddes of PI Corporate Development (www.picd.co.uk) This is the third in our occasional series of "Tales of a Recruiter". If you want to contribute please contact us on contact2@ukrecruiter.co.uk |
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Don't Miss This (sponsored by http://www.alljobsUK.com "The UK’s Jobs Portal") Recruitment Juice's Survey of Perceptions of the Industry 15% discount on AIRS training,
3rd and 4th December, London Press Release: Northern Recruitment Network event,
1st November Press Release: Absolutely Training This section is sponsored by http://www.alljobsUK.com "The UK’s Jobs Portal" |
Online Recruitment Update (sponsored by http://www.broadbean.co.uk for "the UK's favourite job posting system") Hitwise top 10 Recruitment
Sites, week ending 13th October 2007 Louise's UK Recruiter blog Discussion
Board Summary Press Release: Research from
Jobsite into Graduate Brain Drain Press Release: Free Video CV
Packages Press Release: Technojobs launch Candidate Search and Hot Skills for Recruiters This section is sponsored by http://www.broadbean.co.uk; "the UK's favourite job posting system". |
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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