Longing for the glory days?You know, that golden time when clients were fighting for talent, and your earnings seemed to increasemonth by month.Economists may be just starting to admit it, but we saw the economy move past "slow down" long ago. In aslow period the simple fact is there are, and will continue to be, fewer positions to fill. In light of thisreality, what can we do to maintain earnings?

To thrive in today’s economy, co

nsultants need to execute assignments with greater precision.

Every action taken

–

from client prospect call to candidate recruit call

–

becomes magnified for the veryreason that there are fewer marketing opportunities available.Quantity still counts, but now the quality of your calls will have significantly greater impact to yourearnings.

It’s time for us to make a fundamental mental shift from salesperson to consultant.

Consultants ask the hard questions and listen carefully to answers.Consultants find solutions and solve problems.Consultants do their homework first.Therefore,

before

you pick up the phone to make your next marketing or recruiting call, do a littleresearch.

Make sure you’re ready to say the right thing to the right person.

t’s take a closer look at new client acquisition

-- the client cold call.1.

Calling the right person.

Who is the right person to call? Successful consultants know that the primary contact is the hiringmanager to whom an open position reports. A second poi

nt of contact could be the manager’smanager. Only as a last solution, might you call the department’s human resources person (as least

initially).

As you’re aware, speaking with the wrong person will get you nowhere fast. Just think about the

times you made a perfect presentation to a subordinate or a department assistant. Your cover is

blown, decreasing your chances to get to talk with the hiring manager. To insure you’ll be speakingwith the right person, obtain the hiring authority’s name

and

position title before making yourmarketing call.

2- At the right time.

When is the right time to call? A consultant recognizes that the best time to call is when there is aproblem to be solved or need to be filled (i.e., an open position). The exact timing of your callshould occur when the hiring manager is available to speak (i.e. break in his schedule). In fact, you

can learn of the hiring manager’s availability by calling into the department and asking themanager’s assistant his/her schedule for the day.

In marketing to a new client for the first time, it’s imperative that you speak directly with the hiringmanager first. Don’t leave a voice message. Although voice mail can be a very effective tool for

many steps in the recruiting and placement process, be cautious here. Leaving the wrong messagefor a prospective client can be more detrimental than leaving no message at all.

3- Saying the right thing.

What to say and how to say it? This involves technique that is learned, practiced and perfected overtime. Each of us has a unique presentation and delivery style that can be developed. Thinking as aconsultant, you might want to position yourself

up front

as an industry specialist and/or fieldspecialist (i.e. finance, HR, sales, etc.) As you introduce yourself to the decision maker, seek to"bond " by finding "common ground" and thereby making the first impression count.The best marketing calls are those that are prepared in advance (mentally or in writing) andindividually tailored for each new client call. Do your homework.In summary, winning new clients and search assignments now requires less selling and more consulting.Research before you call prospective clients

–

it should not take long

Ask yourself Who are you going to speak toWhy are you are calling themWhat you are going to say.

Ensure that you’ll be speaking with the right person by learning of the hiring manager’s title first.

Control the timing of the call by identifying a need first and then by learning when the hiringmanager will be available to speak.

Feel confident that you’ll be saying the right thing by preparing, practicing and tailoring your

presentation before calling.

By using these techniques, you’ll be able to execute marketing calls with greater precision in today’s

economy!

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Big Biller Secrets

Secrets on Earning Big money in Executive Recruitment

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Category:	How-To Guides/Manuals
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Upload Date:	10/30/2009
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