The Golden Goose Recruiters neglect
The real profit in winning a new client isn’t in the first sale… It’s in the ongoing relationship… The initial fee you get from a brand new client is great, but the right relationship with the right client can double, triple or quadruple the client value in just a few months… Add that up over…
You deserve better
A while back, I wrote a post on LinkedIn that said: “If you’re only willing to pay a Recruiter 17% for “the best candidate” but your biggest competitor is willing to pay 20% for the same thing… who do you think the Recruiter will give priority to when that candidate comes along? Hiring Managers need…
Hiring Managers leading the conversation
I was having a conversation with a Recruitment Business Owner and client of mine about the sales ‘process’ in his business a while back… His big problem was that although he could make SOME sales… They were almost never on the terms he wanted or for the fee he felt his services deserved… And he…
Recruiters: How to craft a winning sales presentation
It’s not the best recruiter who wins the business… It’s the recruiter with the best sales pitch/presentation… Most Recruitment and Search Business Owners don’t really know how to craft a winning sales presentation and so instead of winning business with the clients they want, for the fee they want and terms they want…. They end…
The Real Cost
Most Recruitment/Search Business Owners don’t say ‘NO’ often enough… Often believing any business is better than no business… Saying ‘YES’ to any and everyone as long as they’re willing to pay something… Anything… Even when it’s significantly less than the fee you actually want… WRONG! There’s good business and there’s bad business… There’s Hiring Mangers who…
How to “achieve” mediocre results in Recruitment
Staying in your comfort zone KILLS growth in your Recruitment or Search Business… Although most the Recruitment and Search Business Owners I speak to know this intellectually… Very few really “GET” it! They’ll say they want growth… Better clients… Higher fees… More freedom… Higher profits and all that comes with it…. BUT they’ll fight like…
Blind fee reductions
Tell me if this scenario sounds familiar… Hiring Manager: Can you help us find the top candidates in the market Recruiter: Sure, our fee is 20% Hiring Manager: Can you do it for 17%? Recruiter: Well… our usual fee is 20%, but it’s just a 3% reduction, so sure… Except it’s not a JUST a…
Two crippling factors
A lot of the Recruitment and Search Business Owners I speak to are crippled by one of two things… 1.Fear – They’re so scared of failure or of being criticised by their peers that they end up doing nothing and stick to what they know, even though it’s not getting them what they want 2.Commitment – They…
Your competitive advantage isn’t being the best recruiter
When I set up my first Recruitment business, I made the made the mistake of thinking that the best recruiter would always win the business… In fact, I thought that because I offered a better service than my competitors winning business would be easy. I was dead wrong! And had to find out the hard…
5 truths Recruiters need to hear
Five truths you need to understand about marketing your Recruitment or Search services… Your clients and potential clients are bombarded by communication from you, your competitors and countless other competing businesses every single day Most communication that is designed to grab the attention of your potential clients fails miserably and gets ignored… Communication about you…
We don’t celebrate job orders
The Recruitment and Search Business Owners I help very quickly learn not to celebrate job orders… Or more specifically they don’t celebrate job orders UNLESS they’re on retained or at least exclusive terms with a commitment to pay… Why? Because they know a job order won is not the same as a job order filled… And celebrating…
Wednesday 5th August
I’m running an online workshop on Wednesday 5th August called “What Every Recruitment and Search Business Owner Ought To Know About Scaling Their Business In The NEW Economy…” We’ll be revealing four things the Recruitment and Search Business Owners we help do to consistently grow their business and break through the glass ceiling… It’s 100% Free…
None of the recruiters I help do this
You might find this hard to stomach, And depending on what you believe to be true about attracting clients into your Recruitment or Search business, you’re likely to have some kind of emotional reaction to the next statement… None of the Recruitment and Search Business Owners we help cold call potential clients to win business……
From “stranger” to “trusted advisor” in the eyes of Hiring Managers in your market
If you don’t have a proven system that takes you from “stranger” to “trusted advisor” in the eyes of Hiring Managers in your market, your business is fragile… You’ll forever be relying on your current network, and growth will be dependant on their performance and ambition and not yours… When they’re hiring things are good… But when…
Recruiters always ask me this
People always ask me what the Recruitment and Search Business Owners we help do that gets them such good results… It’s a question that always difficult to answer because it depends… And some things work in certain sectors better than they do in others… So the specifics always vary at least slightly from case to…
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