Comments for The Fordyce Letter http://www.fordyceletter.com You Should Not Recruit Without It Thu, 29 Jul 2010 16:58:26 +0000 http://wordpress.org/?v=2.9.1 hourly 1 Comment on Why Cold Calling is Imperative to Your Success, Part 3 by Online Sales Training http://www.fordyceletter.com/2010/07/08/why-cold-calling-is-imperative-to-your-success-%e2%80%93-part-3/comment-page-1/#comment-8587 Online Sales Training Thu, 29 Jul 2010 16:58:26 +0000 http://www.fordyceletter.com/?p=4511#comment-8587 Excellent prospecting tips on making sure you are up to speed with potential new business in your area etc. When it comes to making the actual sales call / email, I would recommend just a few adjustments... Most C level execs are bottom line people. It's fine to lead with "While reading the most recent issue of Telecom Weekly magazine, I discovered that your company..." because your going to grab their attention. I would not waste the few seconds I have with "I wanted to take a moment to congratulate you on the great news!" If you follow that up with something to sell, they could take your congratulations as insincere and their guard will be raised. When cold calling, your opening value statement objection is to simply "pique" their interest and to gain permission to continue the call, in order to ask them some qualifying questions. (It isn't to sell, data dump or blurp out your presentation... you don't even know if they are a qualified prospect or opportunity until you ask them some questions) If you are sending an email to a voice mail message you left for them, your email could be something along the lines of: "Mr. Prospect, I just left you a voice mail regarding how we might be able to help you avoid (enter common pain of finding cable technicians) and I'd like to get your feedback to see if what we have to offer may be of some interest to you. Are you available for a quick call this afternoon?" For voice mail strategies or to have a better understanding of the principles above, you can view a past webinar here that might help: http://tinyurl.com/salesbuzz-voice-mail Excellent prospecting tips on making sure you are up to speed with potential new business in your area etc.

When it comes to making the actual sales call / email, I would recommend just a few adjustments…

Most C level execs are bottom line people. It’s fine to lead with “While reading the most recent issue of Telecom Weekly magazine, I discovered that your company…” because your going to grab their attention.

I would not waste the few seconds I have with “I wanted to take a moment to congratulate you on the great news!”

If you follow that up with something to sell, they could take your congratulations as insincere and their guard will be raised.

When cold calling, your opening value statement objection is to simply “pique” their interest and to gain permission to continue the call, in order to ask them some qualifying questions. (It isn’t to sell, data dump or blurp out your presentation… you don’t even know if they are a qualified prospect or opportunity until you ask them some questions)

If you are sending an email to a voice mail message you left for them, your email could be something along the lines of:

“Mr. Prospect, I just left you a voice mail regarding how we might be able to help you avoid (enter common pain of finding cable technicians) and I’d like to get your feedback to see if what we have to offer may be of some interest to you. Are you available for a quick call this afternoon?”

For voice mail strategies or to have a better understanding of the principles above, you can view a past webinar here that might help: http://tinyurl.com/salesbuzz-voice-mail

]]> Comment on Recruiting Your Recruiter Washington Post Article by optiopenoro http://www.fordyceletter.com/2010/07/06/recruiting-your-recruiter-washington-post-article/comment-page-1/#comment-8237 optiopenoro Fri, 23 Jul 2010 15:05:44 +0000 http://www.fordyceletter.com/?p=4497#comment-8237 ????????????? ?? ??????. ????????????? ?? ??????.

]]> Comment on Quitting Twitter by Scott Love http://www.fordyceletter.com/2010/07/01/quitting-twitter/comment-page-1/#comment-8112 Scott Love Wed, 21 Jul 2010 12:58:59 +0000 http://www.fordyceletter.com/?p=4460#comment-8112 I created an acronym for twitter: Time Wasted In Trying To Escape Rejection Most third party recruiters used it as a way to appear busy and as a good excuse to stay off the phone. Just my opinion. Scott Love I created an acronym for twitter:

Time
Wasted
In
Trying
To
Escape
Rejection

Most third party recruiters used it as a way to appear busy and as a good excuse to stay off the phone. Just my opinion.
Scott Love

]]> Comment on American Heroism in the 21st Century by Neil McNulty http://www.fordyceletter.com/2010/07/19/american-heroism-in-the-21st-century/comment-page-1/#comment-8111 Neil McNulty Wed, 21 Jul 2010 12:26:42 +0000 http://www.fordyceletter.com/?p=4545#comment-8111 Great post--especially applicable is your point about how we create jobs. 70% of my firm's placements since November 2008 have been with companies which had no openings when we called, but met the candidate and was so impressed they created a position...AND paid a fee. If the government would focus more on teaching job seekers high impact interview skills and less about tax credits, more jobs would be created. Last night on the national news, they interviewed a job seeker who has been on "over twenty interviews with no luck, and I just cannot figure out what is wrong." He had a goatee and an earring. Great post–especially applicable is your point about how we create jobs. 70% of my firm’s placements since November 2008 have been with companies which had no openings when we called, but met the candidate and was so impressed they created a position…AND paid a fee. If the government would focus more on teaching job seekers high impact interview skills and less about tax credits, more jobs would be created. Last night on the national news, they interviewed a job seeker who has been on “over twenty interviews with no luck, and I just cannot figure out what is wrong.” He had a goatee and an earring.

]]> Comment on Thoughts on Geography and Search and Placement by Neil McNulty http://www.fordyceletter.com/2010/07/16/thoughts-on-geography-and-search-and-placement/comment-page-1/#comment-8054 Neil McNulty Tue, 20 Jul 2010 12:56:06 +0000 http://www.fordyceletter.com/?p=4552#comment-8054 The key phrase in your comment is "very rare they would get hired". Everything we do is "very rare".(If it wasn't, everyone would be in our business!). My point is take that grocery store manager who has a high impact personality (THAT is important...too many recruiters work average people and expect results)and present him with EXCITEMENT to organizations which have nothing to do with groceries. (Of course, your first 20 calls are to the 20 grocery stores within 30 miles). Call owners of small retailers you have never heard of before...the places nobody calls. If that grocery store manager has led 150 people in a major chain and you present him to a Mom and Pop small retail store owner, and it is local, that is the same as presenting a Major League Baseball player to a Single A minor league team. If you do that 30 times, at least one of those Mom and Pops will hire him...AND pay your fee. The key phrase in your comment is “very rare they would get hired”. Everything we do is “very rare”.(If it wasn’t, everyone would be in our business!). My point is take that grocery store manager who has a high impact personality (THAT is important…too many recruiters work average people and expect results)and present him with EXCITEMENT to organizations which have nothing to do with groceries. (Of course, your first 20 calls are to the 20 grocery stores within 30 miles). Call owners of small retailers you have never heard of before…the places nobody calls. If that grocery store manager has led 150 people in a major chain and you present him to a Mom and Pop small retail store owner, and it is local, that is the same as presenting a Major League Baseball player to a Single A minor league team. If you do that 30 times, at least one of those Mom and Pops will hire him…AND pay your fee.

]]> Comment on Thoughts on Geography and Search and Placement by Dominick Santos http://www.fordyceletter.com/2010/07/16/thoughts-on-geography-and-search-and-placement/comment-page-1/#comment-8036 Dominick Santos Tue, 20 Jul 2010 04:15:28 +0000 http://www.fordyceletter.com/?p=4552#comment-8036 Neil- I hear the theory and it makes sense but if you are trying to place a skilled grocery store manager and you only have 20 grocery markets in 30 miles of where this guy lives and his speciality is grocery store management, how are you ever going to place a guy like this for a recruitment fee when you only have 20 places to present him? What you are saying is take that grocery store manager and place him doing accounting or something else close to where he lives and get paid a fee? Highly unlikely! If you are taking in theory a retail manager and you have 150 retail stores to present to you have a better chance of a placement. Typically whether I'm MPCing or hunting for JO's it takes a minimum of 100 calls to see anything happen. Yes, chemistry is huge in the hiring process but if the person doesn't have experience in that position it is very rare they would get hired and a recruitment fee would be paid. I have found the absolute biggest obstacle in this market is fee clearance. You can have the absolute best candidate on the planet but if the employer really has no need to hire I can't see making very many placements especially if they aren't skilled in the inudstry you are placing them in. Neil- I hear the theory and it makes sense but if you are trying to place a skilled grocery store manager and you only have 20 grocery markets in 30 miles of where this guy lives and his speciality is grocery store management, how are you ever going to place a guy like this for a recruitment fee when you only have 20 places to present him? What you are saying is take that grocery store manager and place him doing accounting or something else close to where he lives and get paid a fee? Highly unlikely! If you are taking in theory a retail manager and you have 150 retail stores to present to you have a better chance of a placement. Typically whether I’m MPCing or hunting for JO’s it takes a minimum of 100 calls to see anything happen. Yes, chemistry is huge in the hiring process but if the person doesn’t have experience in that position it is very rare they would get hired and a recruitment fee would be paid. I have found the absolute biggest obstacle in this market is fee clearance. You can have the absolute best candidate on the planet but if the employer really has no need to hire I can’t see making very many placements especially if they aren’t skilled in the inudstry you are placing them in.

]]> Comment on Thoughts on Geography and Search and Placement by Neil McNulty http://www.fordyceletter.com/2010/07/16/thoughts-on-geography-and-search-and-placement/comment-page-1/#comment-8024 Neil McNulty Mon, 19 Jul 2010 23:08:18 +0000 http://www.fordyceletter.com/?p=4552#comment-8024 Appreciate the comment...but, with due respect...you are 75% correct. 100% of what I wrote is true. I was the first to "discover" (others have known it but, for some reason, nobody except me has had the unowhats to stand behind it in a public forum) the "Thirty Mile Placement" principle. I know from 26 years of placement experience that there is a job you can place...for a fee...everyone...from butcher, baker, to candle stick maker...within 30 miles of any point on the map...if they have the personality to "connect". I have taken career switchers who could not relocate, who had the right personality to "connect"...and placed them for five figure fees in something they have never done before. The entire hiring world is based on personality. That is nothing new, of course, but if you want to make fast placements, take an engineer who has a "knock them out" personality to the market. By the third company, you will have a placement. Appreciate the comment…but, with due respect…you are 75% correct. 100% of what I wrote is true. I was the first to “discover” (others have known it but, for some reason, nobody except me has had the unowhats to stand behind it in a public forum) the “Thirty Mile Placement” principle. I know from 26 years of placement experience that there is a job you can place…for a fee…everyone…from butcher, baker, to candle stick maker…within 30 miles of any point on the map…if they have the personality to “connect”. I have taken career switchers who could not relocate, who had the right personality to “connect”…and placed them for five figure fees in something they have never done before. The entire hiring world is based on personality. That is nothing new, of course, but if you want to make fast placements, take an engineer who has a “knock them out” personality to the market. By the third company, you will have a placement.

]]> Comment on American Heroism in the 21st Century by David http://www.fordyceletter.com/2010/07/19/american-heroism-in-the-21st-century/comment-page-1/#comment-8022 David Mon, 19 Jul 2010 22:46:20 +0000 http://www.fordyceletter.com/?p=4545#comment-8022 I agree with and appreciate your article and perspective. Just had to share this with you/from a High School friend who I haven't seen in 30+ years. Her husband was a serviceman. http://www.youtube.com/watch_popup?v=5pfBUUZNbFM Thanks all, and enjoy passing this inspiration along/and along with this article too! I agree with and appreciate your article and perspective. Just had to share this with you/from a High School friend who I haven’t seen in 30+ years. Her husband was a serviceman. http://www.youtube.com/watch_popup?v=5pfBUUZNbFM
Thanks all, and enjoy passing this inspiration along/and along with this article too!

]]> Comment on Thoughts on Geography and Search and Placement by Dominick Santos http://www.fordyceletter.com/2010/07/16/thoughts-on-geography-and-search-and-placement/comment-page-1/#comment-8017 Dominick Santos Mon, 19 Jul 2010 21:41:47 +0000 http://www.fordyceletter.com/?p=4552#comment-8017 In theory the above is correct, however this is your basic MPC approach to making placements. Some industries can support a strong MPC approach ie. retail, manufacturing etc..typically where you have hundreds of places within a given radius you can place a candidate, the numbers end up on your side. Many industries don't support this approach simply because the amount of companies that you can place a candidate at in a given area simply aren't enough. Most sucessful recruiters either balance the MPC approach with searches or focus working great searches where you can expect a payday. I have truly found that finding an opening in your given industry with a true need to hire, getting fee clearance and sending candidates in is absolutely the fastest and quickest way to a placement, sometimes within 24 hours from start to finish. In theory the above is correct, however this is your basic MPC approach to making placements. Some industries can support a strong MPC approach ie. retail, manufacturing etc..typically where you have hundreds of places within a given radius you can place a candidate, the numbers end up on your side. Many industries don’t support this approach simply because the amount of companies that you can place a candidate at in a given area simply aren’t enough. Most sucessful recruiters either balance the MPC approach with searches or focus working great searches where you can expect a payday. I have truly found that finding an opening in your given industry with a true need to hire, getting fee clearance and sending candidates in is absolutely the fastest and quickest way to a placement, sometimes within 24 hours from start to finish.

]]> Comment on Interim Association launches outreach effort to Private Equity firms during Great Recession by Tom Keoughan http://www.fordyceletter.com/2010/07/15/interim-association-launches-outreach-effort-to-private-equity-firms-during-great-recession/comment-page-1/#comment-8009 Tom Keoughan Mon, 19 Jul 2010 17:58:54 +0000 http://www.fordyceletter.com/?p=4542#comment-8009 ....and God’s sake don’t give me any stock options, phantom stock or equity of any kind. Just promise that you’ll boot me out the door within 18 months. Tom Keoughan www.toyjobs.com ….and God’s sake don’t give me any stock options, phantom stock or equity of any kind. Just promise that you’ll boot me out the door within 18 months.

Tom Keoughan
http://www.toyjobs.com

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