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 2

Continuing with our list of objections that you may hear when marketing is this rather common one:

“We have no openings.”

So how would you handle this one? Let me suggest what has worked for me.

First, isolate the objection by asking a question: Newest.12.11.15“Do you mean you have no openings for a __________________ (whatever you‘re marketing) or no openings at all?” (Listen).

  • “Most companies will make a place for a person who will increase their bottom line profit. Is that true in your company?”
  • “What would it take for you to create an opening in your organization?”
  • “How many people do you have in this position right now?”
  • “If you were to rate them on a scale of 1-10, with 10 being the highest based on not only work performance, but attitude, loyalty, and dependability, how many would be a 10?”
  • “How many are an 8 or 9?”
  • ‘Do you have any 5‘s or below? It‘s not uncommon for a company to have one or two weak links; people who aren’t pulling their load for whatever reasons. These people cost you money every day. The person I‘m representing is a 10. On his last job he (provide examples of what your candidate did to increase the bottom line). Your time would be well spent to interview this person and see if you don‘t agree that he would improve your company’s profitability.”
  • Other ways to handle this objection would be to ask questions like:
  • “When do you anticipate an opening?”
  • “How do you normally hire your people?”
  • “Have you considered upgrading your staff?”

Most people when new to sales have a tendency to start “selling” immediately when faced with an objection. Keep in mind how it feels to be “sold” by anyone you encounter in your life. It certainly turns me off to think that someone assumes what I want or need without first finding out what that might be. So why would you want to do that to someone else? Especially someone you want to gain as a new client. Earning a level of trust is paramount in our business. Asking good questions like those above could be just the platform you need to earn that trust from your prospect.

Next time we’ll cover Objection 3 – We advertise on our own.

Until then, have a great day!

Darryl

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