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Welcome to issue 389 of the ukrecruiter newsletter. There are loads of great new jobs on the UK Recruiter Job board, including Divisional Recruitment Manager - Public Sector. Check them out here | 
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CONTENTS
Visit http://www.ukrecruiterjobs.co.uk for the latest recruitment industry jobs. |
Weekly Tips Last week we did our first newsletter Poll. The subject was "Twitter? Where do you stand on it?" The results were: Twitter? Never heard of it
10% So, 10% of you had never heard of it, about 54% haven't yet used or aren't full users and 36% use it more than once a week. If you didn't take part week and want to now you can answer the poll here. If you have no idea what I'm talking about you can find out more about Twitter here and if you want to follow me on Twitter I'm at http://twitter.com/louisetriance |
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Article One: 9 Sales Resolutions for a difficult market by Matt Drought I will properly time-manage my success in 2009 There really isn’t any “art” to time management. Books have been written, courses have been delivered and will continue to be, but the first rule behind planning your success (time management) is simply “doing it”. The “doing” should happen before the next week has started, which is why Friday afternoon is your best bet. (How many times have you planned to do some thing on a weekend but you didn’t get around to it?!) The second rule of time management is of course “sticking to it”. No sense making a plan on Friday afternoon if you then don’t stick to it. To implement in 2009: Spend 60 minutes on a Friday afternoon planning your next week. Spend 10 minutes each evening reviewing your next day. I will fall in love with questions, and lose my love affair with giving advice Your job is to sell, and as the classic saying goes, “telling is not selling”. Asking interesting questions is selling. Finding out about your prospect’s pain is selling. But gushing forth with “advice” that a client may not need? That’s not selling. Quality, incisive questions are the key to an outstanding 2009. To implement in 2009: Make a file of your most interesting questions, add to the file regularly and don’t forget to read it on at least a weekly basis. I will make prospecting a BIG part of my 2009 sales year There are many reasons we don’t prospect (establish new client contacts) as much as we should. Usually it falls down the bottom of your list, maybe you get someone else to do it, or maybe you are part of the vast majority of sales people who let non sales-related activities creep into your day. In 2009, take control of your prospecting. This usually means picking up the phone and making a call. Right now. To implement in 2009: Set a designated time zone for prospecting – eg 60 minutes a day - and measure how many sales it brings in for you over just one month. I will read at least 1 sales book each month Your sales mind is like a muscle that needs constant nourishment and new sales ideas, or else it will become weak over time. Therefore you need to constantly work your sales mind by reading quality sales literature. Type “sales” into Amazon and watch the list of high quality, interesting books that will be returned to you instantly. With a fresher selling mind in 2009 your mind will be buzzing with new ideas and possibilities. TIP: don’t worry about reading sales books from cover to cover; they are not novels but reference books. Dip in and out of them at random – whatever catches your eye. To implement in 2009: Don’t wait for someone else to educate you! Buy 1-2 sales books a month and feed your sales mind. 10-15 minutes of sales reading per day will make you money. Email us for a preferred reading list at hello@naturaltraining.com I will not make any excuses for my poor performance By taking direct ownership and responsibility for your selling, you will eliminate many of the excuses that sales people typically generate for their poor performance. Of all the salespeople the ones who make the most excuses are the negative “doomsayers” (sometimes psychologists call them “catastrophic thinkers”). Typical excuses you might hear from doomsayers in 2009: “There’s no point calling anyone before 8:30am”, or “We’ve never sold to any manufacturers, so there’s no point calling them”. To implement in 2009: If you find yourself making excuses, try the ultimate antidote: pick up the phone and call 20 prospects and make something positive happen. I will regularly call big name clients without fear and offer them my services How many times have you passed a billboard with a big name client on it and thought that they were out of your league? 2009 is your chance to change all of that. Start calling big name clients without fear, navigate your way around their organisation until you find a decision maker with a need, and then do business with them! To implement in 2009: Your best source of big name clients are your eyes. Really open your eyes to companies out there who have an active presence in the market – their names are sitting on billboards, bus-sides etc. Call them the day you see them! I will not serve myself, I will serve my client Your job in sales is to bring together the important needs of your client with a product or service to help them. Once you adopt an attitude of aiding and collaborating (rather than simply “selling”) then great things start to happen. Clients will gravitate towards you and warmly answer your questions, buying more in the process. To implement in 2009: Change your attitude from “what can I sell you?” to “how can I help you?” I will creatively grow my existing client base Organic growth of your existing client base will be a key factor to your success this year. Your sales numbers might therefore need to be supplemented by re-selling to your existing client base. Cross-selling is very important. The question to ask yourself is “If Client X bought product Y, what’s to stop them also purchasing product Z?” Your creativity and strategic thinking is needed more than ever this year! To implement in 2009: Make a list of the clients most likely to spend with you in 2009. Then have a think about your approach. What’s most likely to interest them from your stable of products or services? Then call them! I will break down my targets into small, achievable pieces Great sales people have a fantastic way of doing the small yet highly important sales activities on a consistent basis. For example, a target of £450,000 worth of business in 2009 may seem impossible. However this target becomes very achievable when you break it down into smaller, activity based goals. For example: if you make 45 calls per day, prospect for an hour a day, go to a meeting and write a document every day then you will hit your number based on your 2008 activity levels. Making targets achievable will pave the way for your ultimate success in 2009. To implement in 2009: Work out the activity you need to be doing every day, every week and every month to make your targets. Then work the plan every day with consistency and pride.
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Article Two: Rebranding your business – bold, brave move or risky strategy...? by Brian Pursey Brian shares the experiences of rebranding his company to help recruitment businesses can get the most of their investment in rebranding. Keeping your staff feeling motivated and enthusiastic about your brand is essential in today’s fiercely competitive and unsettling market. Helping your staff deliver your brand values consistently can be a strong competitive advantage – but how do you go about it? Whether you are a recruitment business, or a supplier or customer working with the sector, you will want to know that your business creates the best impression in the marketplace. Brand plays a big part here. Put simply, your brand embodies the reputation of your organisation in the minds of your clients, prospects, suppliers and business partners. In preparing for the rebrand, Oriel took into account what their staff and clients had told them in focus groups. The feedback they received helped them decide on the key elements of what the new brand should stand for. There were many challenges to get everything ready to support the brand launch – in terms of operations, systems and processes, sales and marketing, and even organisational structure. Cross-functional project teams were set up to address specific areas. These teams worked collaboratively with other parts of the business during the few months prior to the ‘go live’ date to ensure everything was ready in time. Employees were encouraged to take part in a series of collaboration brand workshops. This helped them feel as though they had played an important part in developing the brand, as the power is in the ownership by the employee. Some of the groups that were set up included the ‘brand police’ who were responsible for identifying where the old logo appeared within the company, including around the office and in documentation. The market is tough out there, now more than ever. Businesses can only stand out if they deliver a superior quality of service to their clients. And keep on delivering it, every single time. The best companies do this because they understand the value in engaging their people in what the brand stands for, and the role everyone plays in delighting customers. Any work on branding is therefore not just a marketing initiative, but rather needs to be seen as a companywide initiative that needs the focus of everyone, whatever their individual role happens to be. In recruitment businesses where there are no tangible products, purely service, the personal interactions between staff and customers, introducers and suppliers are the most important aspect of their brand. So it is very important that all staff truly understand the company’s brand values, and what they mean to them, both as individuals and as team members. Everyone was encouraged to be a brand ambassador – whether or not they directly interface with customers, introducers or suppliers. The team at Oriel recognise that this is a huge team effort and an ongoing task. Top 10 rebranding tips 1. Rebranding goes a long way beyond a visual new makeover Brian Pursey is CEO of Cheltenham-based Oriel Group which is a specialist provider of outsourced financial solutions and business services to recruitment agencies and SME’s. http://www.orielgroup.co.uk |
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Online Recruitment Update (This section is sponsored by http://www.1Job.co.uk; "the leading UK job search engine") UKRecruiterJobs:
Traditional, On-line and Corporate HR Recruitment Job Board Hitwise top 10 Recruitment
Sites, week ending 31st January 2009 Louise's UK Recruiter blog Discussion Board Summary This section is sponsored by http://www.1Job.co.uk; "the leading UK job search engine" |
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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