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Welcome to issue 416 of the ukrecruiter newsletter. Don't forget to check out UK Recruiter Plus - FREE trial now available. Please contact us for more details email contact2@ukrecruiter.co.uk. Visit the site at www.ukrecruiterplus.co.uk |
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CONTENTS
Visit http://www.ukrecruiterjobs.co.uk for the latest recruitment industry jobs. |
Weekly Tips - If I've learnt 3 things in recruitment 1. Rejection isn't personal! 2. The longer you procrastinate over something the harder it becomes 3. Sometimes you just have to walk away from a deal Provided by anon |
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Article One: Ask the Expert! by Steve Finkel Dear Steve the Expert: I am new in this industry, and am getting by – barely. Production is less than I would have hoped. Is it the economy? Is this a good time to start in recruiting? Concerned Dear Concerned: The answer is two-fold (but, after all, you asked two questions). First, while I can’t address your skill level, there is no doubt at all that the economy is a serious factor in production. Anyone who tells you “it’s all in your mind” is a shallow thinker who is giving you false reasoning. So if your intent is to maximize income short-term in this business, a Recession is not the time to do it. On the other hand, if your intent is a long-term career, it’s a very different story. The facts are that most really successful long-term producers in our business started in a recession. They did not earn massive amounts their first year (see previous paragraph) but they established the habit patterns they need to be successful. When the market came back, they did extremely well. By contrast, the people having greatest difficulty in today’s market are those who started in a strong economy. They make the classic mistake of “confusing brains with a bull market”, and thus lack the flexibility to cope with a recession by adjusting and improving. Don’t despair; even in a Recession, your production can definitely improve. Take a look at the reviews on Amazon US of my newly-revised book “Breakthrough!” to see what I mean. Right now, skill improvement should be your focus. It will enable you to do much better in a bad market, and to do outrageously well when the market turns, and your former competitors simply aren’t there any more. When things do eventually start to come back, they will do so very quickly. Is this a good time to get involved in our business? Current economic conditions (and they will continue for a good while) may cause anyone to wonder. But if your mindset is for a long-term career and you are willing to invest time, effort and a little money in learning things right, the answer is most definitely yes. In Steve's next article he gives advice to the manager on Growth in a Recession. Questions? If you have a question for Steve Finkel, our industry’s leading trainer, e-mail to louise@ukrecruiter.co.uk Put “Ask the Expert” on the subject line. We cannot reply to every question, but will publish and answer those that are most broadly applicable. Acclaimed author and trainer Steve Finkel is a veteran of 30 years and 6 Recessions in our industry. He is referred to by Personnel Consultant Magazine, produced by the US National Association of Personnel Services, as “possessing the most in-depth knowledge of search and recruitment in industry history”. The producer of many excellent training products, his newly-revised 360-page hardbound book “Breakthrough!”, designed for experienced recruiters and now in 25 countries, is the best-selling book in industry history. For information, access his website at www.stevefinkel.com or call 314-991-3177.
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Article Two: Generating Referrals by James Osborne Imagine you’re a sales manager and you had a team of say, 10 sales people. Perhaps you’re paying each of them about £30,000 per annum, with commissions and bonuses, meaning you have a total payroll bill each year of about £300,000. Now add all the costs associated with running a sales team of 10; office space, computers and IT, communications (phones etc), travel and so on. Your costs may reach to more than £500,000 per year. That’s a lot of costs for a business to cover, before having even made one sale. Now imagine you had the same team of sales people and it cost you next to nothing – you’re already £500,000 ahead of your competitors / budgets. You can create this “virtual sales team” quite easily, by developing a powerful referral system that continuously generates new business for you without having to pay a penny, and yet when we review various referral systems that organisations do have in place, they are often sporadic, disjointed and hugely ineffective. The key components of a strategic referral system will vary depending on the organisation and the products / services they are selling, but in essence the headline focus is the same: Deliver excellence and prove it There is always a risk of someone else promoting your products and/or services to one of their contacts. You may not deliver or the products or services may not work, both of which will negatively impact the reputation of the person referring you. To build trust and belief in your product or service you need to not only deliver absolute excellence in what you do, every time, but you also need to be able to prove it. Providing a series of well articulated case studies of where you have proven your worth in the past will support that. Create your sales pitch (lift pitch) If I was to ask each of your sales team individually to sell me your product or service, what would they say? Would they all be saying the same thing and would their pitch be engaging enough to grab my interest? More often that not, the pitches we hear from the customers we work with are wildly different, unnecessarily long and complicated and, to be honest, quite uninspiring. If that’s the case with our own internal salespeople, then imagine what someone who doesn’t work for you would say about you! To negate this, you need to create a succinct and powerful message, a “lift pitch”, that not only is the one guiding message that your sales team use, but also is the message that anyone externally promoting your services and products is using. Remember, a good pitch is to the point, memorable and all about what you can do for your customers, and not all about you! Build a referral team Once you have your pitch in place, you then need to build a referral team, your free external sales team. To do this, identify whom you know that fits the following criteria:
• They like and trust you Once you have your list, for each of them ask yourself what is one thing you have and that they want / need. This is the reward that you give them in turn for each referral. Quite often, if you really think about it, these rewards are both easy to administer and free. These can include, reciprocal referrals of their business, free training and advice, reduced rates for your product / service and so on. Engage your referral team and build momentum Finally, you need to engage your new sales team by ensuring they are committed to the process (in return for the rewards they will receive). You need to present your pitch to them, walk them through the case studies (and leave them with copies if necessary), train them up to use the pitch and then agree some targets to aim for. Remember also, that for every referral you get from them that turns into new business for you, contact them, thank them and let them know what happened, so they can see the benefits of what they are doing for you. An organisation that spends £500,000 on a sales team of 10 people that delivers on targets is doing well. An organisation that spends £500,000 on a sales team of 20 or more is clearly going to do far better!
James is also a contributor to UK Recruiter Plus - www.ukrecruiterplus.co.uk |
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Online Recruitment Update UK Recruiter Plus - Favourites Hitwise top 10 Recruitment
Sites, week ending 7 August 2009 Louise's UK Recruiter blog Discussion Board Summary |
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Advertisement UK Recruiter Plus – guiding you, your team and business to achieve success! The definitive online guide for the UK recruitment industry, UK Recruiter Plus, has been designed exclusively for recruiters, researchers, recruitment process outsourcing specialists and in-house recruitment specialists. UK Recruiter Plus is a comprehensive set of recruitment guides, advice, training tools and solutions written and provided by industry experts. Sign up now - http://www.ukrecruiterplus.co.uk/signup/
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Don't Miss This Free Job Board Posting Antal International launches 11
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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