| Simple Steps To Success In A Challenging Economy Notes |
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| Working with 1 Search Firm |
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Marketing- the most influential and important ingredient in the PLACEMENT recipe. All information that I have collected and created over the years will eventually be posted.
VOICEMAIL MARKETING SCRIPT IF YOU HAVE AN MPC
Hi ______________, This is ________________, with COMPANY, I can be reached at NUMBER ext._____, the reason for my call is I am confidentially making VERY VERY select calls In the industry for a TITLE who has worked for X straight years at a single company---(Go into all the wows—expert in quick pad, extremely knowledgeable in …). I checked his references and one of his references said he was the best estimator he has ever worked with and would ever work with---(Pick out certain testimonials). What I am doing right now is I am setting up some basic telephone interviews to start the process and if you would like the opportunity to speak with him I would suggest you call me back as soon as possible as we are arranging these things this week. Again this is _____________, and you can reach me at NUMBER ext.___.
*Return call rate is 10% - 10 out of 100 will call back *Half of ten will want to interview.
INTEREST IN INTERVIEWING CANDIDATE AFTER SELLING QUALIFICATIONS…
Go into probing the future client:
· For Example…”Is this a new position?”
· Talk about as much as you can about the candidate’s background without revealing the name.
· If Salary comes up say… “He is looking for the opportunity first… …Quite frankly I don’t know what he wants, because he doesn’t know what he wants until he sees the opportunity.” (Clients don’t like to work with candidates that put salary as their first priority)
· Ask question to Client about their history with Recruiting Firms.
· Have you ever had an experience with a recruiting firm, or do you understand the process?
· If the client says yes to the above question ask, “Is it possible if you could tell me about your prior experiences with recruiting firms?”
· If it was a Bad Experience, find out what happened.
Why Should anyone want to work with you or this Candidate?
Say, “I am an extremely picky person. Not many candidates can get passed me…(they like to hear that because their picky). I am very picky person when It comes to a candidate…they have to prove to me they are the best before I spend this time making these phone calls…So trust me, this person has had to go through a lot of hoops with me to get this far.
If this candidate is so good, why doesn’t he go out on his own?
The industry we work in is very tight nit, and he approached me knowing my expertise nationally in this industry and asked for some help confidentially entertaining discussions with companies because quite frankly his day to day schedule does not allow him to do that. So we are working as a team to surface some opportunities with a company like your own.” After that, companies usually get very intrigued. How can I interview him? Say, “Very simple, interview him at NO cost…there is no cost to interview him, in fact you can interview him 10 times at no cost. But in the event you want to hire him, there is a fee. My fee is X % of the person’s income in the first year he/she is working. Which will come with a guarantee period of 30 days. In the event for some odd reason he quits or is terminated, you will receive a 100% full credit that we would honor, that stays on our books forever until it is satisfied. I have done this before and I have references, so if you would like to call them, I would be happy to give you their names. Then let them talk… We already have some right now? That’s great! The best case scenario for you is if you find someone on your own, because there is no charge to that. Although, if you want to feel good about your top notch candidate, why don’t you compare him to my candidate, at least then you know if they are at that level, then you know you have a good person. If your candidate is not significantly at the same level my candidate is, then you have a hard choice to make…but at least you know all your options before hiring. Why not interview mine free of charge to make your decision even stronger…I mean…does that make sense? Ask questions where they can’t say no!
If you are Marketing a Manager but they need a Sr. Manager?
Transition into a job order for the new position! Say, “How would it sound if I did a search for you free of charge? I will go and search for you free…but if you do hire him there is a charge, but until then I will go out and search candidates for FREE. You will not have to pay me to go out and search for you.
Can I see the resumes?
“With the permission of my candidate…sure. This is what I suggest; I will call my candidate, get it to you, and ill have him follow up a phone call to you, to introduce himself which is a direct advantage to him and you.
HOW IS THIS AN ADAVANTAGE TO ME?
This is how… For him, it is telling him this company is serious about hiring- not just collecting resumes. And the advantage to you is you’re going to be able to look at his resume, then you will be able to hear his professionalism and passion in his voice and you will get a better assessment then the resume itself…Does this sound like a good idea? OF course the potential client will say “Yes….” Now is the time to start explaining the hiring process. “Great…We implemented a NEW AND UNIQUE system for our clients that have been working very well… Let me tell you how it works…I’ll call my candidate, I’ll send the resume to you with the letter of agreement…which is a letter saying there is a charge if you hire this individual…you know sign it and fax it back… I can get send outs faster to you if this fee is sent back faster…So the sooner you send it back the quicker we can the interviews going…Then I will have my candidate follow up with you with a phone call so you can see the passion and communications skills my candidate has….now, doesn’t this sound like a great idea? Then stop talking…hear what they have to say. *By the way, because they may not sign it, put a disclaimer on email ---
IF YOU GET AN ANSWER FROM THE CLIENT LIKE…
We just want to see the resume? We don’t really need to do all this? Ask… “May I ask why? Why don’t you feel this is a good system? Their going to struggle for an answer. If they say, “this is how we always done it!” Tell them, “ Well a couple of my clients have done it your way, but now they do it our way, and they love it…Why don’t we do a test and see how it works for you…”
IF THE CLIENT HAS A PROBLEM WITH THE FOLLOW UP PHONE CALL SAY…
“This is a human being that we are dealing with…We are both human beings… and this is a very personal business that we are in. If we people start facilitating more communication in the early stages the better things can be solved either moving forward or not… Put yourself in the shoes of this person… what would you want to do if you were applying to a company...would you want to know that your resume is being approved??? Or would you want to follow up with call with the hiring authority to ask some questions or show why you are a good candidate? *Usually you will get the answer you are looking for.
| Marketing Presentations |
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