Terry Petra
on Aug. 10, 2011
In our previous article we stated that “… exclusive relationships generally produce better results, in less time, while requiring the investment of fewer client resources than traditional methodologies.” However, this is a fact that may not be widely accepted by your prospect/clients. Therefore, in order to sell the concept of exclusivity, whether retainer or contingency, you must understand the justification for establishing such a relationship.
Terry Petra
on Jul. 13, 2011
The state of the economy notwithstanding, the opportunity to secure business on an exclusive basis may be greater today than at any time in the past ten years. Companies have no margin for error when filling mission critical positions and many of them are choosing to use fewer vendors who can produce better, more consistent results. This presents an increased opportunity to build exclusive relationships with your clients. However, in order to take advantage of this opportunity, you must be prepared to understand and properly present the benefits that accrue for clients through this type of mutually supportive relationship.
The major difference between a contingency client relationship and an exclusive client relationship may have been stated best by a client who said:
“If I understand it correctly, with a contingency relationship I’m in if it works. However, in an exclusive relationship, I’m in and it better work. Does that about sum it up?”
Yes, that about sums it up.
Terry Petra
on Jul. 7, 2011
By definition, a tie down question is one that requires a response that clarifies (ties down) the position of the one answering the question. Asking the right tie down questions at each step of the search and placement process is one of the earmarks of a top producer.
The two primary benefits of asking tie down questions are:
In the jargon of sales training, tie down questions are also referred to as closing questions. In our business, we need to be asking tie down questions (closing questions) at every step of our process. At no point is this more critical than when we begin our process with a client. In fact, many recruiters who fail to ask the proper tie down questions at that time eventually discover they are trying to work with a client who really has little or no desire to work with them. This represents an almost perfect definition of a waste of time.
Therefore, here are three examples of tie down questions that can be asked at the outset of your discussions with a client if you have any doubt whatsoever about their willingness to work with you. These examples are simple in their wording but leave no room for ambiguity in their answers.
Stephanie Maas
on Jul. 6, 2011
Ever feel like you are journeying through the search and placement process with your candidate, and then suddenly you find yourself somewhere deep in a forest, no natural light to be seen, trying to find your way out with nothing but a flashlight and a compass? Meanwhile, your partner (the candidate) is dehydrated, tired, and draining you emotionally? You thought you had this deal done after the “Yes” to the offer…
Of course, going into the emotional forest, your candidate was telling you all the reasons they wanted to go on this journey, why they would make an excellent partner for the trip, and how they had all the equipment necessary for the trip. You are discovering they are not as prepared as they lead you to believe.
Here you are — alone and in the dark…Is this the same candidate? Where is their equipment? I thought they knew what they were getting into? How do you navigate them (and yourself) through woods!?!?
Jordan Greenberg
on May 31, 2011
As demand for our search and placement services started to pick up late last summer, I decided to focus intently on one huge task; increasing the production on my desk. I established new goals, blocked out all other peripheral responsibilities, and hunkered down to re-create a profitable business. Today I can report that my venture has been a huge success!
Those of you that run a solo practice know we all have the challenging day to day task of managing priorities. We have to determine if we truly have the right searches to fill, once we obtain them, and then must attack each placement opportunity with precision and efficiency. We must qualify diligently and seek immediate results without appearing impatient or testy. This process has required maximum focus, a willingness to learn from the challenges of 2009 and a dedication to what has, and always will, work in this awesome industry of ours.
The attention to detail on each search assignment is where it all starts, but often the other aspects of being a successful practitioner get overlooked. I am here today to say that if and when you put together a string of six months of approximately $50K in billings per as I just have, the resulting financial payoff makes it all okay.
Terry Petra
on Mar. 22, 2011
“As a general rule, you should assume that time is always against you when you are trying to make a deal – any kind of deal.”
image source: Letheravensoar
Robert J. Ringer – Author
These words are as true today as they were when Mr. Ringer wrote them in his best selling 1973 book, “Winning Through Intimidation.”
Daily, I receive calls from recruiters who want to know how they can get their clients to move with a greater sense of urgency throughout the hiring process. A good starting point is to remind them that, state of the economy notwithstanding, the very best employees are always in short supply and in high demand. Companies have to move quickly if they hope to successfully compete for the most sought after talent. As one recruiter stated, employers fit into one of two categories, “… the quick or the dead.”
Carolyn Thompson
on Jan. 4, 2011
The deal is nearly closed. The references and background checks are done. You have thoroughly pre-closed your candidate and have been given the authority to accept on their behalf when the caller ID flashes your client’s number. You answer the phone euphorically with one hand, your calculator in the other, deciding what you will buy with your gigantic commission check when you answer the call…
And it starts with those six dreaded words: WE NEED TO NEGOTIATE THE FEE.
Your mind starts racing; how can this be? It’s the end of the process – why is this coming up now?
DON’T PANIC! This happens to the best of us…even when we have a signed fee agreement in place.
Take a deep breath, and…
Carolyn Thompson
on Nov. 11, 2010
I recently brought someone onto my recruiting team with absolutely NO prior recruiting experience. Proving my long-held belief that it is sometimes better to hire drive and desire over experience, he had his first placement before he even finished his second full week on the job.
Is this because I am an excellent trainer? I’d like to think so… but I believe it’s also because he followed the process exactly as I laid it out for him… to the T. This included asking the tough questions.
Over a casual catch-up lunch, one of my long-time clients mentioned to me that her sister had written the bestselling book The Hard Questions: 100 Questions to Ask Before You Say “I Do”. This got me thinking about one of my first mentors in the business, Brad Violette, who taught me his approach to the tough questions which he called:
THE KEYS TO THE CLOSE
Amybeth Hale
on Sep. 17, 2010
While I wouldn’t say this guy is the absolute worst, he does have a few bad habits I’m sure you wouldn’t want to see in your recruiters!
Amybeth Hale
on Aug. 27, 2010
Let’s say you’re in the middle of a batch of marketing calls. You’re smiling and dialing, wheeling and dealing, spinning and grinning. You get a new prospect on the line and they like your MPC. You talk through your candidate’s skills, walk them through the fee agreement, when suddenly… you’re hit with an objection. You’re trying desperately to close the deal, but your mind is drawing a blank. What do you do?
You whip out your iPhone. There IS an app for that.
Earlier this month, Cardone Training Technologies Inc. released its CloseTheSale app on iTunes. CloseTheSale is a complete list of closing lines from Grant Cardone, international sales expert, sales trainer, sales motivational speaker and NY Times best selling Author. According to the app description, “Every situation from, “I need to think about it”, to “price”, “affordability”, “budget”, “third parties”, “terms”, “payments”, “down payment”, “difference”, “the economy”, “never make rash decisions”, and every conceivable stall you will ever hear is covered here.” Check out these screenshots from the app:
In this day and age where nearly everything we need or want is available at the swipe of a finger, I have to think that while convenience is great, is it dumbing us down regarding basic skills? What do you think?
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