You Want More Business? So Get on the Phone!

James Caan, multi-millionaire, Dragon, founder of the Alexander Mann Group was asked, “How can I get my consultants to be more productive?” His reply,”Tell them to get on the f***ing phone.”

That’s how he built his business in 1985, cold-calling prospects from a tiny office in Pall Mall. Would that still work today? James says so, I agree. But I know some people will think:

‘The world’s changed Mark. We use social media now.’ And sure enough, the young person without a smart phone and an agile thumb is a rare bird.

But what is all that digital activity achieving? Lots of entertainment certainly, but imagine for a moment, hypothetically, that your sales results are unimpressive and you’d like the kudos and pay which comes from being a star producer, what are you going to do, type faster?

No amigos, time for a cold reality shower – you will never close a recruitment deal with an email, you have to talk to the client.

Emails, texts, browsing are distracting you from what actually gets deals closed.

Now don’t go thinking that I don’t know anything about social media, I have fully considered the advantages and today use and teach methods which bring in warm leads. But outbound calling on the telephone remains the most powerful tool we have.

Social Media may be good for branding and visibility, but if you are sending tweets and hoping that the phone is going to ring, you are deluded. It won’t happen often enough for you to build a profitable business.

But you’ve seen trainers promoting the idea, ‘Cold-calling is dead.’

That’s a seductive pitch; working smart not hard. Only what they don’t tell you is that it takes a lot of time / effort / energy / trial and error to set their system up. In reality it’s not going to put food on the table or pay your mortgage for a number of months. Even then you will need to supplement it with the telephone.

Telephone prospecting is never going to be popular, I won’t claim otherwise, but it works. The reason is based on a fundamental; the human animal is strongly influenced by speech framed in well chosen words. Throughout history oratory is the tool leaders have used to motivate people facing great challenges. But your task is easy, all you have to do is to get a prospect to say, ‘Come and see me.’

So if it’s that good why would people do everything they can to avoid cold-calling? Again the answer lies within our DNA, we’re afraid of rejection, failure, looking stupid to our peers or our prospects. We fear saying the wrong thing, mucking it up, not knowing what to say or how to counter objections.

There is a cure for this and if you have ever stood on a high diving board, looked down and hesitated to take the plunge, you will know what it is.

Just do it.

… and ignore the critical voice inside your head, the one telling you: “cold calling doesn’t work, people won’t want to talk to me, I’m rubbish at business development, this is a waste of time.”

Recognize these beliefs for what they really are: excuses. Excuses which are not serving you. Excuses which keep you playing small. Excuses which limit what you can achieve. Excuses which shut down your potential. Excuses which stop you from taking action. Excuses which prevent you from doing what it takes to reach your goals. Excuses which keep you from earning the income you desire.

Are you going to accept those lame excuses? Are you doing to retreat from the edge of the diving board, and climb down feeling shabby? Of course not!

So man up, and just do it.

Deal with the temptation to procrastinate. Don’t put off making a start by tidying your desk, chatting to colleagues, or looking in the fridge for the last slice of pizza. And strictly avoid the worst of all temptations, email.

When you start your day, don’t even look at your inbox. Pick up the phone and start dialling. Make it your first task. Call new prospects, introduce yourself, find out what they might require.

What’s the worst that can happen? Supposing a prospect says, “We aren’t interested at the moment,” could you manage politely to reply ‘Thank you, have a nice day?’

When you make an active sales approach to prospects, there is only a limited range of possible outcomes. They range from, ‘No we aren’t interested and never will be’ (only that may not be true) through to the other extreme, ‘We need someone right now, when can you come and see me?’ Typical responses will be somewhere between the ends of this spectrum and that is where most business is to be found.

To make these calls you need just a phone and mental energy, no fancy hardware or apps, just sufficient motivation.

Do your prospecting when you are fresh and have the most energy. That won’t be if you have been putting it off for most of the day, knowing you have the task still hanging over you.

Once you have made a decent number of calls and picked up a lead or two, you will feel good about yourself. The hardest (and most productive) part of the day is dealt with so now you can get to the lower priorities, which include your emails.

Regardless of whether you prefer it or the client prefers it, you are not going to close sales by email.

So get on the freaking phone.

For More Info: http://recruitmentcoach.com/

Harnessing the Power of Testimonials, Part 1

Do you ask your clients for testimonials?

Sure you might receive a few unsolicited testimonials.  That’s nice when it happens.  But do you actively solicit them from every client you place with?

As a tactic for winning new business, client testimonials are deceptively simple.  But don’t underestimate the impact they can have on your business.


Here are 7 reasons why you need to start asking all your clients for testimonials:

1. Testimonials let your clients do the selling for you!  Third party testimony has far more impact than any sales pitch.  Why?  It’s more believable.  People are more inclined to believe what others say about you than what you say about yourself.
2. You gain instant credibility.  Especially if you have testimonials from big companies or well known industry figures.  If your referees are credible, you gain credibility by association.
3. You harness the power of “Social Proof.”   People tend to follow the majority and do what they see others doing.   If you’ve got lots of testimonials, people feel safe in assuming that you’ll do a good job.
4. When a client writes you a testimonial, they are re-selling themselves on your service!  They are reminding themselves why they like dealing with you, which could lead to stronger relationships and more repeat business.
5. You move them up the relationship ladder from “client” to “advocate.”  When a client endorses your services in writing, they are making a psychological commitment to recommend you to others.
6. It feels fantastic to get a testimonial!   And when you feel great about yourself, you’re more likely to put in your best performance.
7. The most important – but least understood – benefit of testimonials is that they reinforce your belief in yourself and the value you provide to clients/candidates.  Even if your prospects don’t read your testimonials, you will be a more confident salesperson because YOU have read them.

So how do you get testimonials?  You guessed it … just ask!

Not sometimes, EVERY time. Make it a habit to ask every client you place with for a testimonial.  And you can ask your placed candidates for testimonials too!

It’s so easy and the rewards are so great, it amazes me that more people don’t solicit client testimonials.  However the fact that few recruiters do it creates an opportunity for you to get an edge on the competition!

Next week, in Part 2 of this article, we’ll be looking at 9 secrets for getting really impressive testimonials.

In the meantime, here’s your homework…

Assuming you agree that getting client testimonials is a good idea, why not get started today?  Call at least one client and ask for a testimonial.  Go ahead!  It’s really not difficult, and I promise you’ll get a buzz when that testimonial arrives in your inbox!


For More info: http://recruitmentcoach.com/

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For More Info: http://recruitmentcoach.com/

Banish Distractions With The Pomodoro Technique

Want to avoid distractions and be more productive?  Here’s a simple yet effective way to stay focused and get more done each day.

Recently voted as the most popular productivity hack, the Pomodoro Technique is a time management philosophy that helps people to maximize their productivity while avoiding burnout.  It enables them to manage the inevitable distractions of the working day and focus on the task at hand.

Created in the 1980s by Italian entrepreneur and software developer Francesco Cirillo, the concept behind the process is simple:

You use a count-down timer and assign 25 minutes to the completion of a certain task. That period of time is called a “Pomodoro” (named after the tomato-shaped timer that Cirillo used). You can use any timer you like, from a basic kitchen timer to an app on your mobile phone.

Simply set the timer and get to work. During your Pomodoro, you should not allow yourself to be distracted from your task.  Once the 25 minutes is complete you make a note in order to track how many Pomodoros you have successfully completed.  Then follows a compulsory five-minute break to refresh mind and body. If you happen to be distracted during a Pomodoro, then you don’t get to press “pause” — the Pomodoro ends there, and you have to start a new one later.

This working in focused sprints may seem a little inflexible to some people, but if done properly, it empowers an individual to be in control of their day rather than their day being in control of them.

Have you ever noticed that at the start of the working day, it seems that you have ample time to achieve all your objectives, but when it is time to go home you often wonder why you haven’t achieved more?  The Pomodoro Technique is a great tool for becoming much more accountable as to how you’re using your time and what you’re actually achieving.

I personally find that being aware of the timer ticking down really helps to focus the mind.  The effect is quite remarkable in terms of increasing your concentration while not allowing yourself to get distracted.  The subtle pressure of seeing the seconds disappear can often bring out the best in people.

The other benefit of this technique is that it allows you to work with higher intensity while staying fresh throughout the day.  The 5-minute breaks every 25 minutes allow you to relax, take a walk around the office, call a friend or watch a motivational or funny video on YouTube. Your mind switches off from work as you are giving it permission to do so. Every 4 Pomodoros it is suggested that you have a 20-minute break, just enough for a stroll outside or a bite to eat.

You won’t always be able to complete a full Pomodoro.  Some surprizes and genuinely urgent or business critical interruptions are unavoidable.  However, the end goal is to complete as many Pomodoros as possible. You will be surprised at how many you can do if you are truly focused.  You can even compete with your colleagues to see who can do the most in a day, and who has the highest average number of completed Pomodoros per day.  Soon the office becomes a hive of productivity.

For the recruiters who I train and coach, this increased awareness of, and accountability for, how they’re spending their time can pay big dividends.  It helps them to focus more of their time on those activities that bring them closer to the next placement.  For example, they can allocate blocks of time for contacting clients or candidates, and get far more calls done by using this technique.  The Pomodoro Technique could be applied to social media, which can be a major source of distraction and drain on productivity if it’s not used efficiently.

For me, the most important aspect in this is purely psychological. You set yourself a task every 25 minutes, and as long as it’s realistic, there is no reason why you shouldn’t accomplish it. That sense of achievement, every 25 minutes is addictive.  Go ahead and try the Pomodoro Technique for yourself.  You’ll be amazed how great you feel when you get your day (and your life) back under your control!

For More Info: http://recruitmentcoach.com/

Using Google Alerts to Spy On Your Clients and Competitors

Here’s a really cool idea from those smart people at Google. It’s called Google Alerts.

According to Google, “Google Alerts are email updates of the latest relevant Google results based on your choice of query or topic.” If you don’t already use Google Alerts, you need to check it out today: http://www.google.com/alerts.

Basically, you tell Google Alerts which topics / search terms you want it to monitor. Every time your keyword is mentioned on the web (including blogs, videos, groups and news) then you get an email from Google with a link to the relevant webpage.

I personally use Google Alerts to:

• See what my competitors are doing
• Stay current on my industry news and gossip
• Keep track of my clients’ activities
• Pick up new leads and gather market intelligence
• See who’s talking about ME, and what they’re saying!

It’s extremely fast and easy to do, and you can track as many keywords as you want – automatically. Here are some suggested search terms to get you started:

1.  Enter your own name and/or company name as a search term.
2.  Enter all your competitors and key clients
3.  Enter any specific keywords that relate to what you do. E.g. mine are “recruiter training” and “recruitment training.”

You can even select how often you want to receive alerts: as it happens, once a day, or once a week. Again the link is: http://www.google.com/alerts.

With Google Alerts, you’ll always be “in the know” and can impress clients and candidates with your market knowledge. In the recruitment game, information is power and even a slight advantage is worth having.
See more at: http://www.recruitmentcoach.com/

3 Reasons Why I Love Recruitment

You have to love being a recruiter. Otherwise you wouldn’t last very long!

Let’s face it — recruitment is not as glamorous as it looks. With all the frustration, knock-backs, disappointments, and the constant pressure to perform, it can be pretty tough. Recruitment has often been described as an emotional rollercoaster. One minute you’re jumping for joy, the next minute you feel like you’ve been kicked in the groin.


So why on earth do you do it? Lots of reasons! Here are three good ones…

1. The Money

You’re motivated by money. It’s OK to admit it. The potential rewards in recruitment are phenomenal — top performing recruiters can earn more than doctors, lawyers and accountants. That’s a pretty big incentive, but the reality is that money is only part of the reason you love recruitment.

2. The Buzz

You’re addicted to the buzz. Recruiters run on a mixture of caffeine, adrenaline and endorphins. Think of it… The rush of persuading a new client to give you a job order. The excitement of finding the perfect candidate. The anticipation of booking the interview. The exhilaration of getting the offer. The joy of the candidate accepting the offer! The triumph of getting your commission cheque! Ever since your first taste of success, you’ve been hooked.

3. The People

You’re a “people person.” You get enormous satisfaction from helping others and building relationships. Recruitment really does give you the chance to make a difference. You help your clients to hire great people and grow their businesses. You help your candidates to find out about new opportunities and develop their careers. What we do has a positive impact on people’s lives! And that’s a cool feeling.

There are other reasons why you’re a recruiter. The desire for success, the variety of the work, the satisfaction of winning, the sense of significance, the feeling of contribution, being part of a team, the chance to make new contacts, the ability to determine your own income and take control of your own destiny.
Of course not every recruiter loves recruitment. And nobody loves it all the time — especially not in the moment your candidate has accepted a counter offer or walked off the job on the first day! But the fact remains that you can’t become a Big Biller without feeling passionate about what you.

So why do YOU love being a recruiter? Why have you chosen this profession? How does your success in this business enable you to realize your dreams, goals and desires? By asking yourself these questions every day, reminding yourself of the bigger picture, you’ll develop the determination and mental toughness to deal with any challenge that comes your way.

See more at: http://www.recruitmentcoach.com/3-reasons-why-i-love-recruitment/

The 3 Ways to Differentiate Yourself from the Competition

Most recruiters are desperate for new business right now, which means clients are inundated with calls. As a result, they’re becoming more resistant and less receptive to marketing calls. In order to survive and thrive in the current climate, you need to find ways to differentiate yourself from the competition.

Your goal is for the client to perceive you as the recruiter of choice within your market niche. I believe you have three chances to achieve that goal.

1. Short Term — Make a Positive Impression on the First Call 

The first opportunity to differentiate is the very first time you contact a prospect. Whether your initial communication is a phone call, letter or email, this is your one and only chance to make a positive first impression.

 2. Medium Term — Build Rapport by Following-up on a Consistent Basis 

The second opportunity to differentiate is the way you follow up. After the first contact, every subsequent communication is a follow up.

Having an effective process for following up with your clients and prospects consistently is even more important than having a great call opening. It’s more difficult to differentiate yourself in the first call because you can be the best sales person in the world, but if you are the twentieth person who has called them that day, they may not be in the most receptive frame of mind!

However, here is the “hidden” opportunity: 99 percent of sales people and recruiters are poor at following up. And the follow up is the key to building a relationship. People buy from people they know, like and trust. Especially in a client driven market, they are going to choose the person or the company they have a relationship with. So if you are better at following up, you are going to build a better relationship.

In addition, if you rely on the first contact, you only have one chance to distinguish yourselves from your competitors. But by following up consistently, you have multiple, ongoing opportunities to differentiate.

 3. Longer Term — Develop a Relationship by Delivering Exceptional Service

The third opportunity to differentiate and that is in the service delivery. This is probably our most important chance to differentiate when the client says “yes” and gives you an opportunity to fill a job. Now you can differentiate in several ways:

•  • Your professionalism when writing the job order • How rapidly you respond with relevant candidates 
• • The value that you add to the client’s hiring process — e.g. the advice, expertise and market knowledge that you bring to bear 
• • How confident and competent you are at managing the entire placements process 
• • How much the client enjoys the experience of working with you 
• • Most importantly — by getting results and filling the job!

Next week, we’re going to go into detail about how to open the call in a way that creates an impact and leads to a productive conversation. In the meantime, remember that even if the first call doesn’t go as well as you would have liked, don’t give up! You still have many more chances to differentiate.

See more at: http://www.recruitmentcoach.com/