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

 

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Objections You May Hear

Let’s face it. Selling can be a challenging situation sometimes. But all of us, from the time we were infants began selling something in one way or another. And, of course, we encountered objections. For example, let’s say your spouse wants to take you out to dinner. She says she doesn’t feel like it. She’d rather stay home and veg out after a tough day at her mind-numbing job. So what do you say? “Honey, wouldn’t it feel good to have some really great choices for dinner? To have someone wait on you, not have to do the dishes, and maybe pick your favorite dessert? We don’t have to get dressed up. We can pick a place that’s casual if that appeals to you.” 01.04.16Selling

What just happened here? You created mental pictures for her that, most likely, worked. She probably decided she’d like to go out to dinner after all.

So it is with objections that you may hear while marketing your most qualified candidates to companies.

These are some of the most common ones:

  • We had a bad experience with a company like yours
  • We have no openings
  • We advertise on our own
  • We don’t pay fees
  • Your fees are too high
  • We only deal with agencies who discount their fees
  • We use another search firm exclusively
  • We’re cutting our staff
  • We won’t have any openings for at least a month; I’ll call you

Tomorrow I’m going to begin the series of posts that teaches you how to handle/overcome these objections. Stay tuned!

Until then, 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

 

People Often Ask Me Why

People often ask the question, “Why be in the recruiting business?” One of the most dominant reasons is that it pays really well … if you’re good at it. But to be good at it, you need to learn it and then put what you’ve learned into practice. AND you need to give yourself a “permission slip” to be successful at it. As I told a new trainee once, “if you have the determination to succeed, we can teach you the how-to’s.” She went on to make her first placement within two weeks and subsequently, because of her determination, bought a brand new red BMW convertible within six months of starting her career as a recruiter. She kept a picture of that car on her desk to see her vision of it every day. Wow! I was so proud of her. We still keep in touch to this day.

Business people standing with question mark on boardsBut back to some of the reasons why people do this:

  1. Unlimited income (top-notch recruiters often make a six-figure income)
  2. Helping others (clients & candidates) and (refer to reason #1) getting paid big bucks to do it
  3. No more jumping through corporate “hoops”
  4. Be your own boss
  5. Can be done from anywhere with an internet connection & phone
  6. Constant changes keep you from becoming stagnant in this profession
  7. Being well respected for the job you do
  8. Creating your own destiny; not someone else’s
  9. Changing the lives of your candidates by getting them better jobs has a ripple effect on their families often by elevating their lifestyle
  10. As long as you work for yourself, you won’t be downsized like too many “employees” have been

More to come … stay tuned … and have a blessed day,

Darryl

ezrecruiting.com