Barbara J. Bruno, CPC, CTS You change peoples lives for the better - PowerPoint PPT Presentation

Barbara J. Bruno, CPC, CTS

You change people’s lives for the better every day- but what about your life?

Turn off your automatic pilot

Lack of top talent is one major frustration that corporate executives and individuals from our profession share.

Establish TOMA (Top of Mind Awareness)

WHEN YOU THINK OF: • Coffee • Cheap Prices • Imagination

Conduct revenue modeling Mirror that business Pipeline talent in advance

TOP THREE CANDIDATE REALITIES

• In your initial interview, candidates are guarded • Expectations are often low • They will go on more than one interview

TOP THREE CLIENT REALITIES

• We are alike • Not 100% honest and charge as much as we can • Only talk to them when we’re making money, disappear when problems occur

I’m your perfect candidate – why should I use you as opposed to your competition or any other recruiter in this room? Any Volunteers?

I’m your perfect client – why should I use you as opposed to your competition? Volunteers?

Three questions that need to be answered in any relationship : • Can I trust you? • Do you care about me? • Are you committed to provide results?

Too often you drop the ball after a hire is made. Timing is critical in recruiting.

CREATE URGENCY - CLIENTS

1. Obtain three interview times from your clients and a specific target date to fill • alternate name • send a copy of your contract • understand the problem that exists 2. Let your clients know your candidates have other interviews 3. Find out what was missing 4. Stress the WIIFM (What’s In It For Me) 5. Update on open contracts, orders and assignments every Friday afternoon

CREATE URGENCY - CANDIDATES

1. Request Resumes or CV’s upfront 2. Learn to conduct a courtesy interview 3. Assure your candidates that you will not waste their time 4. Use the wording, “ I take my direction from you ” 5. Ask every candidate where they want to work and why

6. Know their timeframe to make a change 7. Know their next promotion and raise 8. Share the timeframe of your client 9. Let them know there is competition 10. Listen for possible red flags

CREATE URGENCY - YOURSELF

• Plan 100% of your outgoing calls • Work on the hottest business • Only results-oriented activity during 9:00 – 11:30 and 1:30 – 4:00. • Always ask yourself is this best use of my time? • Focus on the 20% of actions that gives you 80% of your production • Set 6 non-negotiable goals with dated action items

WELCOME OBJECTIONS

Objections are buying signs or a request for more information. Only objection you can’t overcome?

Four categories of objections: Postponement Service Price Personal

Now you have a choice to make: Overcome this objection Hang up and call the next prospect

HOW WOULD YOU LIKE TO TRIPLE CANDIDATE & CLIENT REFERRALS?

1. Develop a specific candidate and client referral process 2. Ensure your candidates and clients they are not referring their competition 3. Improve word-of-mouth 4. Put testimonials on everything 5. When candidate say no, they are saying NOT YET – get home email address

6. When clients say no, they are saying NOT YET 7. Add six words to your recruiting presentation - The six words are, “ From your last place of employment .” 8. Work your professional and personal network 9. Become known for what you do and part of the profession you place 10. Reward and promote referrals

BOTTOM LINE: You will receive more referrals when you ask for them.

Implement ideas shared and you will thrive…not just survive!