How to Get Clients to Say “I Do”

By: Beth Schneider Do You the Client, take this recruiter…How to Get Clients to Say “I Do” Most clients are really just customers and customers are not loyal! ENGAGE: to promise to do something, to contract for, to assume an obligation. A client is a person who ENGAGES the professional services or advice of another. They are a party for which professional services are rendered, one that depends on another. Are your “clients” engaging you? Do you consider yourself “engaged?” You will always need new clients and that will NEVER change. Beth will show you how to make prospects and customers into clients. Set your strategy, follow a roadmap, execute your game plan and you will meet your forecasts by growing your business with your loyal clients. Join Beth and she will show you how to create clients from customers and gain their loyalty. “The only problem with making a sale is once you make the sale you lost your best prospect.” - Zig Zigler Don’t find yourself in that position! Member Price: Meeting on DVD: $119.99 Webcast On-Demand: $34.99 (FREE for Premium Members)

How Poor Closing Makes You Paranoid

By: Danny Cahill Just because you're paranoid doesn't mean everyone's not out to get you. But in listening to thousands of hours of recruiter's calls we know that we create most of our own issues. Candidates don't "lie". They instead judge you to be ineffectual and elect to hold back their real thoughts from you because they see no benefit to them. Clients will trust you when they feel they're in the hands of a pro who can deliver solutions to their staffing issues. They are all besieged by recruiters claiming to do the same things, with the same process, and often the same verbiage. So in this meeting we will review: Rebuttals to "You called me.", "How much does the job pay?" "I'm not looking, but whatcha got?" We'll show how to get a client's trust by the proper positioning of the fee discussion. We'll discuss how to determine the seriousness of a candidate, and the qualifying questions required to: 1) send them out with confidence 2) deflect and ask for referrals 3) measure the "pressure" they feel for change. We will also help you label your persuasion type! Many of the closes your boss recommends, you will never use because "the close itself is not your [...]

Give Me Some Adjectives with Punch

Good Morning __, Hi, (my name) here, specialty recruiter for (x industry). I wanted to catch up with you regarding a skilled sales engineer with a proven track record of sales performance that I recently recruited. He has over 20 years of manufacturing experience which includes (x, y, and z industries). In his career he's brought in over $60 million in sales. In just one success story he secured $21 million in sales in 3 years for a leading (industry) company. In another success story he brought in $4 million in transfer sales by offering better services to customers over 5 years. Call me if you'd like to talk with this candidate or if you're looking to fill any other (industry) positions. Listen Here Danny's Critique: I’m a big believer in leading with good news when giving a critique (so if I was giving feedback to the RNC on their recent convention, I’d have to go with, “Well, it was dark, but not as dark as…uh…Black Holes in the outer reaches of the cosmos.”), so let’s start with this… You get an A Plus with the “A” standing for “affable.” Don’t trivialize this! (I’m sure you’ve been told over and over you come across as a nice guy, [...]

Legal Matter or Just A Bully

Hi Danny, We have a former client, last placement was well over a year ago, and they played games and beat us down to a reduced fee on that one. My people are doing their jobs, and working on a search, and call into one of their employees. I get an indignant call from HR, I explain the scenario, and we hang up. Here's the twist. She calls back an hour later explaining that their people are bound by non-compete and non-solicitation contracts, and now that I have been informed, we can be sued for contractual interference. Seems like a baseless bully tactic, but wanted to see if you have ever encountered this one before. I realize you are not an attorney and I'm not asking for legal advice, just if you have had similar experiences. I have the matter out to our attorney for his opinion as well. Thanks! My Response: Seriously?! Okay, this HR “professional” was having a really bad day. So let me get this straight. Their people have non-solicitation covenants in their employment contracts. (Kind of weird to begin with, I’ve never seen a non-solicitation covenant that doesn’t become actionable WHEN they leave the company. The point of these covenants is to stop someone [...]