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

 

 

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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 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

 

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

 

20 – 30 Seconds

Resume

It all starts with a resume. Sadly, there are still a lot of people who don’t know how to use theirs as a sales tool. They simply list their current and previous employers, along with a synopsis of their duties in those positions. Big mistake!

A good recruiter knows that hiring authorities take, on average, only 20-30 seconds to review a resume. Yeah, I know … that sucks but it’s the truth. And if they don’t see something right away that hits their hot button, they toss the candidate’s resume into the pile and the job seeker may never hear back from that company. Which leaves them wondering and, most likely, feeling less than confident about their skills.

It’s the recruiter’s job to talk to the job seeker and find out what could set them apart from the pack so that they stand a much better chance of getting hired. It’s also their job to sell something we in the industry call S.A.M. = Saved. Achieved. Made. In other words, what did the candidate Save, Achieve or Make for the companies they worked for? And on the other side they will talk with the hiring authority to find out exactly what they’re looking for in a qualified individual for their opening.

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

Darryl

EZRecruiting.com