Idling in a Sailboat

Have you ever felt like you’re idling in a sailboat but what you really want is a jet boat?

What some recruiters find themselves doing is “getting ready to get ready.” This is especially true after the holiday season. (That would be their sailboat).

In order to get on that jet boat, what needs to happen? Well … it varies slightly from recruiter to recruiter, but the one common thread I’ve found is that they got off course somehow, i.e., drowned in the sea of Google searches, marooned on the desert island of job boards, or ran aground on the sands of “I’ll make marketing calls tomorrow.”

My advice? Go from idling in the sailboat to speeding away in the jet boat using one simple strategy: Get back to the basics! Do them consistently (not just a couple days a week).

All top-notch recruiters ask themselves a very important question on a daily, even hourly, basis. “Is what I’m doing right now getting me closer to making a placement?” If the answer is no, they change what they’re doing. And it usually involves a PLAN.

Daily Activity PlannerI always teach using a Daily Activity Planner. A handwritten one. Even with today’s technology (which many get lost in), there’s something powerful about writing down something on a piece of paper. I personally love being able to check off each item as I complete it. Wow! Talk about celebrating small successes. You get to look at the end of each day and see them. You can also see what you didn’t accomplish and transfer it to the next day’s Planner.

BTW, you can download my version of the Daily Activity Planner FREE at my website

I’m going to be offering the whole folder of marketing/recruiting forms in the next day or so at a nominal price, so stay tuned.

Until next time, have a great day!

Darryl

EZRecruiting

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Growth is Painful

Marketing Scripts_peLet’s face it … we’ve all been stuck at times in our comfort zones. They’re different for everyone but one thing is consistent with all – life begins at the end of our comfort zone. I don’t know who to give credit to for that saying but it’s certainly true.

I still have days that I have to wake myself up from being in mine. But I know that if I don’t, everything remains static, stuck, and that’s not where my personal and professional growth is. Isn’t it true that forward momentum can be achieved simply by taking even baby steps each day?

Being good at handling objections is one of the ways we can strengthen our ability to move forward. Can it be painful? Yes! Why? Because most people have a fear of rejection. And what is a fear? In my opinion, it stands for False. Evidence. Appearing. Real.

Make the marketing calls. Get good at handling objections. Stop being fearful of rejection. Don’t take it personally. They can’t kill you!

Here’s an example:

“YOUR FEES ARE TOO HIGH”

“My service charge is not the lowest or the highest in our industry, however, the quality of my service and candidates is the highest. I can prove that by presenting you top talent that fits your needs at no cost to you. You can easily compare my service with the quality and service you’re getting now and then make the decision if my service charge is too high. Fair enough?”

I truly hope these tips are helping. For more information, please  visit my website and see if there’s something there that can get you closer to your goals.

Until next time, have a great day!

Darryl

EZRecruiting

 

 

Objection 3: We Advertise on Our Own

Another common objection you may hear when marketing for new job orders is “We advertise on our own.”

Experience has taught me that the easiest way to handle this is by saying …

“Some of our clients also advertise certain positions on the job boards, etc. The challenge they find with this is that they become flooded with resumes of unqualified people. When you advertise on your own, you spend your advertising money up front and take the chance that it will provide you with top talent. I do it all; and you pay me only for results. Most of the people we place are currently working and not sitting at home combing the internet postings. You have nothing to lose by interviewing this outstanding individual.

(Then close with a call to action) … “Please tell me just what it is you’re looking for.”

Marketing Scripts_peFor more information on this topic, take a look at my latest publication: Marketing Strategies & How to Handle Objections

Until next time, have a great day!

 

ezrecruiting.com

 

Objection 1

Our first objection from the last post was: “We had a bad experience with a staffing firm like yours.”

Here’s one way you could approach this objection (there are many others) and hopefully turn it into a future client.

01.05.16ObjectionAsk “Oh, what do you mean? (Listen). I understand how you feel. I‘ve had similar experiences with other types of companies. For example, I once had a negative experience with an insurance company. What I did to solve it was change insurance companies. I didn’t stop insuring my health, life, auto, property, etc. Can you see how the two relate? (Pause and listen). I would like to restore your faith in search firms. What critical staffing needs can I be working on for you? What are your biggest challenges in terms of finding top talent for your open positions?”

If your prospect still continues to voice an objection, you can always fall back to what I call the most important six words: “What would you like to happen?”

More tomorrow … in the meantime, have a great day!

Darryl

EZRecruiting.com

 

Easy Steps to Get Started

Beginning to work at home in a small business is the easiest way to become totally independent. It provides the opportunity to work for yourself in familiar surroundings.

But before I give you more info on this, let me pose a question: **If you knew that you had to make an additional $10,000 or more next year, what steps would you take to make it happen? Something to ponder (if you haven’t already).

Many individuals simply don’t have the money to afford renting office space, and choose instead to use a room in the home to set up a small business. The process of working out of the house is simple, and requires only a few steps to make it successful.

The first step is to decide exactly how you want operate as a new business. You can choose to be a sole proprietor, a limited liability company (LLC), a corporation or partnership. At some point, after setting up the legal structure of your home business, you’ll receive an EIN (employer identification number) to be used for tax identification whenever it is required. I personally have an LLC because I like what it has to offer. I don’t give tax advice or want to influence you in any way. It’s just that the options above can help you in terms of write-offs for business expenses.  working-in-home-office

You’ll need to determine the best place to set up your business in the home. For the purpose of taxes, in running a home business, you’ll need to indicate what part of the home is being utilized as the office. This will allow the aforementioned tax write-offs, and help you maintain a larger portion of your profits.

Once you decide to get started, use every type of leverage possible to promote your business. This includes using the Internet, printing business cards, and using free research options online to find ways to market your new endeavor.

Marketing and promotions are essential expenditures to establish a new home based business. It requires investing a good amount of effort, time and energy along with sufficient capital to ensure the success of your new enterprise. With proper planning and funding, you can finally achieve your goal of becoming your own boss. I always advise having at least three months of funds in the bank when you get started so that you’re not coming from a feeling of scarcity.

**Most of the recruiters I’ve trained are making a solid five or six figure income, even in today’s economy. Because of so many layoffs in large corporations, I teach independent recruiters how to target smaller and medium sized businesses who are still hiring. Many have said that the materials in my teachings on marketing and recruiting alone have given them a huge return on their investment.

Stay tuned … more to come. Have a blessed day!

Darryl

EZRECRUITING.COM

 

Asking the Right Questions

When I owned my own recruiting firm in southern California, I knew I needed to position my firm as a valued industry resource.  What that meant is that somehow I needed to provide services that clients and potential clients would think of first when they needed staffing help.

questions-and-answers1Questions became my ally in that, instead of touting my services, I would ask questions.  What that meant to my clients was that I knew how to listen, which brought me to the head of the pack, so to speak.  Most of my competitors were not doing this on a consistent basis.  And the reason I knew that is that my clients told me.

Some of the questions I always asked included:

  1. When you realize you have a staffing need, who do you think of first?
  2. What other staffing firms are you currently using?
  3. What is it that other staffing firms do for you that you think we can’t do?
  4. How would you rate our services on a 1 – 10 basis, 10 being excellent?
  5. If we’re not a 10, what can we do to make your experience better?
  6. How do you feel about how you’re treated when you call in to our office?

These are just a few of very important questions, designed to elicit a conversation, which can lead to more business. As a business owner, I always felt that the buck stopped with me, meaning that I could have the best staff in the world but if we weren’t asking the right questions, we could be leaving more business on the table.

Remember the 80/20 rule: 80% of your business will come from 20% of your clients. Whether you’re a brand new recruiter or a seasoned one wanting to get back to the basics, maybe I can help. Check out EZRecruiting for more information.

More to come – stay tuned. Have a blessed day!

Darryl

EZRecruiting

 

Smart Moves

There are no shortcuts to achieving financial success as a virtual home based recruiter. There are, however, a lot of things you can do that will put real success well within your reach. Earning a residual income is powerful and a good virtual recruiter can do that by working with companies placing contractors (those who are willing to work on a short-term basis for an hourly rate instead of a salary).

Good candidates are still a challenge to find for the majority of small to medium-sized companies, so why not work with those companies to help them solve their human technology problems? In my career as a recruiter, I always found it much easier to work with smaller companies … always!

Even in today’s economy, when companies are cutting costs, they still need the right employees to keep their doors open and stay profitable.  If you can match the most qualified contractor to the right contract job order, you will make a placement more often than not.

problemsolvingYour job as a virtual recruiter will be to find the right people to present as solutions to problems.  What’s the problem most companies have?  They either need to increase their profits or decrease their expenses to stay in business.  Realizing that this statement is very broad, you can translate it to mean several things.  It could mean they need to re-vamp their sales force, weeding out the non-producers, or it could mean they need to cut some positions that are overpaid and replace them with new talent at a more junior level.

What’s the one key component that a recruiter can offer any company?  Confidentiality. Let’s say they hire you to do a search for a position in which they’re replacing someone.  They don’t want that person to know they’re going to be replaced because that will obviously detract from his/her productivity.  So they hire you to do a confidential search.  That way they don’t have to advertise the position, thus exposing their company name and taking the chance that the person they are replacing will see their ads.

Another scenario is that a company needs a special project completed that will take three to six months.  They want to hire someone for just that length of time but don’t know where to find them.  They also don’t want to bear the burden of laying off someone after the project is over.  Your job will be to find them contractors with the appropriate qualifications who will work for that length of time.

As a virtual contract recruiter, you will find the contractors to fill the orders.  If you don’t have the money to pay the contractors you have out on assignments while you wait for your clients to pay your invoices, I suggest you get connected to a company that can do that kind of payroll funding for you.  Or get hooked up with a company that lets you work from home and they take care of payroll and billing for you.  In the last scenario, the company you work for will take a certain percentage for doing this.  But even that is better than strapping yourself with the burden of payroll and billing.

More to come … stay tuned … have a blessed day!

Darryl

EZRECRUITING.COM