Archives for February 2013
I’ve just re-read Richard Denny’s fantastic book ‘Selling to Win’, in which he mentions a time management technique that I learnt many, many years ago from an old boss of mine. Unbeknown to me, as I have been teaching this technique to people over the years myself it was actually first taught to Charles M Schwab of Bethlehem Steel by a training expert called Ivy Lee. Charles went on to make Bethlehem into the biggest steel company in the world,…Read More...
We all want the very best candidates for our shortlists, and having consistent access to these people is one of major issues facing the recruitment market. All our client’s want the best people for their vacancies and as we all know, quite often the best people for these roles are already working. So, if they’re not sitting on our database, we need to identify the right people and then attract them onto the market. There are of course a few…Read More...
In the professional recruitment marketplace, little is as valuable as the word of mouth referral. That wonderful moment when the phone rings and the person on the other end says something like “so and so mentioned I should call you”. There really isn’t anything nicer. And where does this come from? It is most certainly not just dumb luck. It comes from doing a lot of things right. From doing great work, from having a service that people want to…Read More...
Its a funny recruitment world we live in these days. Funny, in that so many new consultants (and to be fair the managers who teach them) have grown up in a world dominated by email, and on-line recruitment systems. Gone are the niceties of speaking with people. Gone is the ability to influence and sell. Gone is the opportunity to differentiate and build real relationships with clients. Gone…. Hang on a minute. That’s not true. None of these things are…Read More...
I am often really amazed at how easy it is to make a great difference to our clients’ experience of us, in very small and easy ways. Today I visited the dentist. I’d broken a filling and needed to have it replaced. I don’t like going to the dentist, I have no logical reason for this or any phobia, but I just don’t enjoy it. But, today was different. Today my dentist had a final year school student there on…Read More...
- Get everything done - the world's best time management tip for recruiters
- Headhunting - Top ten tips for making more successful calls
- Know, like and trust - where real business really comes from
- Hello phone, my old friend
- Excellent customer service - Stop cutting corners and remember what made you great
- Really listening - It's a kind of magic
- Romancing the client - professional sales is a seduction
- Opening doors and getting new business - The art of soft selling
- The power of the database - re-live those old candidates now
- Picking up the phone with confidence - Stop cold calling and start introducing yourself