Think of how much more you would enjoy your career if you got something out of 100% of your contacts. You can achieve this goal by having several objectives each time you begin marketing presentation, recruiting presentation or reference check.
MARKETING PRESENTATION
Initial marketing presentations should accomplish the following:
- Make a great first impression
- Identify possibly challenges or problems this prospect is facing
- Differentiate you from your competition
- Quickly show the benefit of your conversation
- Learn anything you can about this person
- Overcome at least three objections
OBJECTIVES OF YOUR MARKETING PRESENTATION
- Write a job order, contract, or temp assignment
- Schedule a send-out for the person you’ve marketed
- Uncover hiring challenges
- Show knowledge of their company and learn more
- Determine future problems, growth, goals, etc.
- Educate them on issues their industry is facing
- Position yourself as an expert and solution
TRY A CONSULTATIVE APPROACH
- What is the most difficult position for you to fill?
- I’ve read about your growth, what type of pressure has this growth added?
- What is the greatest challenge you’re facing?
RECRUITING PRESENTATION
Recruiting presentations should accomplish the following:
- Make a great first impression
- Differentiate you from your competition
- Quickly show the benefit of your conversation
- Identify possibly challenges or problems this candidate is facing
- Learn anything you can about them
- Overcome at least three objections
OBJECTIVES OF YOUR RECRUITING OR NETWORKING PRESENTATION
- Recruiting this person
- Obtain leads to other top talent
- Learn who is responsible for hiring in their company
- Obtain inside information about their company
- Identify challenges their company is facing
- Ask why they like to work for their current employer
- Inquire about their next logical career move
- Learn their long-term goals
- Obtain their personal email address to receive free career advice bi-monthly
- Inquire about their timeframe to make a future move
REFERENCE CHECKS
Reference checks should accomplish the following:
- Make a great first impression
- Differentiate you from your competition
- Quickly show the benefit of your conversation
- Identify possibly challenges or problems this prospect is facing
- Learn anything you can about this person
- Set yourself up as an expert in your field
- Include this person in your professional network
OBJECTIVES OF YOUR REFERENCE CHECKS
- Learn inside information about this company
- Learn more about the person providing the reference check
- Convert the call to a marketing presentation
- Convert the call to a recruiting presentation
- Identify the names of hiring authorities in their company
- Determine challenges currently being faced
- Ask to be transferred to the hiring authority
- Begin to develop a lifetime relationship with this person
This is just a sampling of the training that is included in Barb’s new online video training programs. Call Jodi today, 219.663.9609 to schedule a conversation to discuss your specific challenges and goals. Mention Top Echelon to obtain a 25% Discount.
If you implement these suggestions, you will get the most out of every contact!