DO YOU HAVE A COACH?
Published on 27 Oct 2008 at 9:57 am.
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This is convention time and I’m always asked the same question “How do I get to my next level of success?” or “How do I get by Business to it’s next level of success?”
I want you to think of the greatest athletes and ask yourself what they do to improve their game? Whether they are striving to participate in the olympics or in their professional sports career - they are very dependent on the advice of their Coach.
Do you have a Professional Coach? When I wanted to change the way I was viewing my business and wealth, I hired several coaching to provide the information and guidance I needed to attain a new level of success. That is why I’m confident in giving you the same advice. Most highly successful people have mentors and coaches who have helped them along the way.
Whether you investigate our Coaching Club or hire someone else - if you are serious about a Record 2009 - find a coach.
If you want more information on our Coaching Club go to www.goodasgoldtraining.com or call our office at 219.663.9609. You can also reach us
bmatthews@goodasgoldtraining.com and put RCC in the Subject Line.
Barb Bruno, CPC, CTS
SOURCING IS VITALLY IMPORTANT
Published on 23 Oct 2008 at 9:48 am.
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Do you find yourself using the SAME sources for candidates and clients? Are you confused by Social Networks and other Sourcing technology that just seems to be “over your head?”
Why not consider hiring someone to do your sourcing FOR you? There are individuals who will work hourly and often it is college students that are the most current on the most effective way to navigate the Social Networks.
Sourcers are usually a different breed from recruiters. Recruiters are often outgoing, type A personalities who don’t necessarily like or address detail work. As a result, often important materials can slip through the cracks. Sourcers are detail oriented and love the challenge of identifying and researching information that is NOT easy to locate.
If you want to identify new sources - hire someone who would enjoy doing this type of work for you.
Barb Bruno, CPC, CTS
HOLIDAY OBJECTIONS FROM CANDIDATES
Published on 17 Oct 2008 at 9:41 am.
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This is the time of year you have to be prepared for Holiday Objections from candidates. It’s important you learn to overcome them!
OBJECTION ONE: The Holiday are NOT a good time to job search
RESPONSE: On the contrary, many companies have to use up their hiring budget before the end of the year.
OBJECTION TWO: I don’t want to lose my Holiday Bonus
RESPONSE: Why type of bonus did you receive last year? If your increase in income more than made up for the amoung, would you
consider a job change now?
OBJECTION THREE: I will lose my vacation, unless I work one day into 2009.
RESPONSE: Our process can take anywhere from 5 - 7 weeks and then you hand in a two week notice. We can make sure timing is right so
you do work at least one day in 2009 to qualify for your vacation pay from 2008.
OBJECTION FOUR: I don’t want to miss the Holiday Party.
RESPONSE: You can continue to remain FRIENDS with your current co-workers and wouldn’t it be nice to spend time with them NOT
discussing work?
Always remember, objections are BUYING SIGNS and REQUESTS FOR MORE INFORMATION. In an effective Sales Call, you should overcome 2 to 3 objections.
Barb Bruno, CPC, CTS
Customer Service or Sales
Published on 13 Oct 2008 at 4:47 pm.
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There is a tremendous difference between making customer service or sales calls. You should overcome at least 2 to 3 objections during each and every sales call. Objections are “buying signs”, they are “requests for more information.” The only objection you can not overcome is silence - when someone hangs up the phone, the conversation is over!
Right now the easiest way to get 90% of the recruiters off the phone is to say “Have you seen what is going on with the economy?” Your response should be “Yes I have and that is why I’m contacting you. Hiring the right people is more important than ever right now!” As a profession, we are only filling one out of every eight job orders we write. Baby Boomers are still retiring at a rate of one every 8 seconds. You are still at the RIGHT PLACE at the RIGHT TIME in history!
Stop making customer service calls and just watch your income increase!
Barb Bruno CPC, CTS
Tired of Meetings?
Published on 7 Oct 2008 at 11:27 am.
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Do you ever feel like you have to schedule a meeting to keep track of all your meetings? Here are some tips to make meetings shorter and more effective:
TIP ONE: Limit the number of people you invite to participate. Inviting EVERYONE won’t help disseminate information
TIP TWO: Retrict your goals for the meeting to a few IMPORTANT ITEMS.
TIP THREE: PREP YOURSELF! Don’t start thinking about the meeting items “during” the meeting or you’ll lose control. Spend as much time
preparing for the Meeting as you do holding it!
TIP FOUR: Hire a PITBULL. Often meetings need a “bad cop!” Tell this person it is part of their job to keep things moving and reward them during
their review, if they succeed.
TIP FIVE: GET LOST! Don’t allow the mini-meeting after the meeting. This can lead to second guessing. Tell everyone to speak their piece while
they have the chance.
Barb Bruno, CPC, CTS
NACCB ROCKS!
Published on 6 Oct 2008 at 10:57 am.
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Just returned from the NACCB Conference in Naples. I can inform the rest of you that the IT Contract Market has a very bright FUTURE. It was great hearing the growth predictions for the IT Job Market. The one common denominator of all conferences is the Lack of Talent which just goes back to my feeling that “you are in the RIGHT profession, and the RIGHT time in history!” Those babyboomers are still retiring at a rate of one every 8 seconds! Just remember, when you hear yourself saying “it’s so difficult to find top talent” that is GREAT NEWS FOR US!
For those of you who are doing “IT Contract” also talk to your clients about thoses babyboomers who ARE retiring. Suggest that they be put on YOUR payroll, so they don’t completly lose this tremendous base of talent on the brink of retirement. Imagine if you just converted 10% of the babyboomers retiring to your payroll! I can see the dollar signs in your eyes.
This conference was one of the best run conferences I’ve experienced this year and it was great getting to interact with the members.
Here’s to a Record 2009 for each and every one of you!
Barb Bruno, CPC, CTS
High Tech - High Touch
Published on 1 Oct 2008 at 4:16 pm.
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HIGH TECH – HIGH TOUCH
Technology has changed the face of recruiting. Our success is still dependent on developing strong working relationships with our candidates and clients.
Technology helps us work more efficiently and has greatly enhanced “sourcing” capabilities, but it’s important to also remain hi-touch. The following tips will help you master this balancing act.
TIP #1 - Communication
The four generations in our current job market view technology very differently. Babyboomers don’t necessarily text message, while Gen Y feels that is the best way to communicate. It’s important for all recruiters to study the traits and characteristics of each generation to communicate effectively.
Utilize all forms of communication, but realize every third contact should be a conversation, if you want to become a trusted advisor to both your clients and candidates.
TIP #2 – Planning
It doesn’t make a difference whether you plan on line or utilizing a manual planner. The important point here is that you are planning out your day BEFORE leaving your office. If you are not a planner start out by writing down the six things closest to the money you have to do the next day and you commit to getting them done!
TIP #3 – Interviewing
Most Staffing and Recruiting Firms have a system they are using to track candid updates and clients. It is important that you utilize these systems to accurately track pertinent information. If you are not computer savvy, you might want to hire a teenager to help you enter information.
When trust is established and answers are changed due to a higher level of trust, it is easy to change information on your clients and candidates, enhancing your ability to make accurate matches.
TIP #4 – Candidate/Client Rapport
Technology makes it very simple for us to track every conversation, contact and action taken with each of our candidates and clients. This enables you to sound very informed when you are having subsequent conversations. With the number of people we talk to each day, utilizing systems in your office allow information to be tracked rather than slipping through the cracks. Calls set up in your calendar also prevent you from forgetting to follow up with your clients and candidates.
TIP #5 – Sourcing
Technology is a necessary resource to help you identify and attract top talent. Individual’s who are great at sourcing, utilizing many of the tools and social networks are normally introverted, detailed oriented individuals. That is obviously NOT a description of the typical recruiter. You may want to “delegate” this task to someone not on your sales team.
TIP #6 – Referral System
The reason most recruiters don’t receive referrals if they don’t ask for them, which is obviously accomplished during a conversation with candidates and clients. However, one of the best ways to dramatically increase referrals is to email an article of interest bi-monthly to both clients and candidates.
Included with the article to clients is a listing of your most qualified candidates. Included with the article to your candidates is an updated sampling list of all your job orders. When individuals receive a list, there are many who then forward the list to their entire mailbox. This lateral marketing can result in candidates and clients! If you are not a good writer go to www.elance.com and utilize the services of one of their freelance writers.
TIP #7 – The Recruiter with the Greatest Database WINS
It is so important to be building a database of candidates, clients and prospects. You should be tracking every “hit” on your website. Read your website, marketing materials, and emails you send out. Make sure they are not WWD – but focus more on the WIIFM of your targets.
Place a FREE download on the top of your Web Site. Have one free download for clients and one free download for candidates. In order for them to receive this free offer (you need to determine what your clients and candidates would download without hesitation) they must provide their name and email address. Now you are building a database of the clients and candidates who clicked on your site. You would start sending them the bi-monthly email, also making sure you offer them an opt out feature, if they want to stop your bi-monthly emails.
TIP #8 – Matching
So many of the new systems actually assist in the matching function. As you enter your job orders, your system can provide a list of possible matches. You need to take time to learn how to utilize your systems to the fullest
If you do not have this type of technology, utilize percentages when writing job orders and interviewing candidates. This shows your candidate that you are attempting to truly understand their level of expertise and you are also identifying what they want to do in their next position. This too helps improve rapport.
TIP #9 – Time Management
We all have the same 168 Hours each week. Technology can help you work more efficiently or it can shut down your ability to provide a profit center to your owner. One simple tip – stop answering email the minute it arrives! Try not taking incoming calls or answering email from 9 – 11:30 AM each day and watch how your time management capabilities improve.
What about not taking incoming calls from 9 – 11:30 AM each day and completing 65% of your planned outgoing calls during this time? This is another time management tip that will greatly enhance your production. (Unless you do light industrial or office support temp placements)
TIP #10 – Improved Client and Candidate Relationships
Even people who meet on the internet eventually have to meet in person. Communication is extremely important in solidifying any relationship.
AFTER you place someone, it is more important than ever to call both individuals and make sure they are doing well.
TIP #11 – When problems occur
The LAST thing a client or candidate wants from us if there are problems is an email. They want to hear from us, bounce things off of us and know we are in their corner. High Touch is critical in times of “issues!”
TIP #12 – EMAIL
Every time you open an email, answer it, file it or delete it. Continually reading the same emails repeatedly is a major waste of your time and often emails get lot in the shuffle which is not the high level of customer caring we want to attain.
TIP #13 – Stats
Track your stats. Often systems can calculate your ratios based on your numbers which allows you to KNOW your stats and ratios. Once you have those numbers you can predict your income by knowing what RESULTS you need to attain on a daily basis. If you don’t have system that calculates your ratios, you need to keep these numbers manually if you are to provide the level of service your clients and candidates have come to expect from you.
TIP #14 – Utilize all Resources
You never know when new technology could up your game. Watch demonstrations of new technology, visit booths at trade shows and listen to their pitches, but also weave into these activities those indirect recruiting calls that are still extremely effective.
High touch without the advantage of technology limits your success.
High tech without the advantage of developing rapport will also limit your success.
It’s the great combination of High Tech/High Touch that will truly increase your level of success and income!
Thank You Send Outs
Published on 12 Sep 2008 at 9:15 am.
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Just returned from the Send Out Users Conference - what an outstanding event! Talk about a “FIRST CLASS ORGANIZATION!” The Conference kicked off with the employees in a jib jab presentation from the opening scene from the TV show Friends! That is an accurate description of the team at Send Outs…they are friends but in addition they are dynamic and truly take CARE of their clients. The conference was in St. Louis and although most of the Send Outs Team are St. Louis Cardinal fans, they invited several of us who are CUBS fans to watch the CUBS beat the Cardinals. I thought that was going “way over” the call of duty!
I have also teamed up with Send Outs to provide training to their clients through “Send Outs University” and what I’ve learned about them is they are honest, ethical and always deliver what they promise. The announcements they made at this conference will change how the Recruiting and Staffing Profession does business. They have established strategic partnerships with the “best of the best” and they always see their product and services - through the eyes of the people they serve. I’ve always believed in an Outside/In approach to business and Send Outs is a wonderful example of that type of culture. If you’re reading this and are considering new software for your office go to www.sendouts.com/barb and you will receive special pricing! Remember to ask about Send Outs University!
If you are reading this and “DON’T” attend conferences in our Profession - I’d like you to reconsider your decision. I watched the networking between owners and recruiters, I saw people identify new “split” partners, and experienced big billers were very willing to help those with less experience. Owners discussed topics normally “off limits” to help each other grow their businesses. Send Outs also invited some of the top vendors in our profession to their Conference to expose them to t heir members.
If you want to stay ahead of trends, if you want to identify ways to make higher profits and increase sales, if you want to get to the next level of success personally, make a commitment either this fall or next spring to take time to make the BEST investment you can make i.e. an investment in yourself. The Return on Investment you will enjoy more than pays for the price of attendance. I hope to meet you at a future conference. Barb Bruno, CPC, CTS
Year End November 30th?-
Published on 8 Sep 2008 at 9:15 am.
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Recently I heard Jeff Skretny speak and he talked about an idea that I thought was innovative and could be very effective. If you are an owner who DREADS December because sales can slump over the holidays - consider a 11/30 year end vs. a 12/31. If your recruiters realize that December is the first month of their YEAR, they will not want to start out with a “slow” month and will hussle in both November and December which will automatically increase sales. Historically, January has always been one of the strongest months in Recruiting - wouldn’t it be great to have a very strong December AND January?
I loved this idea and wanted to pass it along to you! Barb Bruno, CPC, CTS
Views on Aging
Published on 3 Sep 2008 at 11:40 am.
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George Carlin’s Views on Aging - I just had to share this with all of you!
Do you realize that the only time in our lives when we like to get old is when we’re kids? If you’re less than 10 years old, you’re so excited about aging that you think in fractions.
‘How old are you?’ ‘I’m four and a half!’ You’re never thirty-six and a half. You’re four and a half, going on five! That’s the key.
You get into your teens… now they can’t hold you back. You jump to the next number, or even a few ahead.
‘How old are you?’ ‘I’m gonna be 16!’ You could be 13, but hey, you’re gonna be 16! And then the greatest day of your life… you become 21. Even the words sound like a ceremony. YOU BECOME 21. YESSSS!!!
But then you turn 30. Oooohh, what happened there? Makes you sound like bad milk! He TURNED; we had to throw him out. There’s no fun now, you’re just a sour-dumpling. What’s wrong? What’s changed?
You BECOME 21, you TURN 30, then you’re PUSHING 40. Whoa! Put on the brakes, it’s all slipping away. Before you know it, you REACH 50 and your dreams are gone.
But wait!!! You MAKE it to 60. You didn’t think you would!
So you BECOME 21, TURN 30, PUSH 40, REACH 50 and MAKE it to 60.
You’ve built up so much speed that you HIT 70! After that it’s a day-by-day thing; you HIT Wednesday!
You get into your 80’s and every day is a complete cycle; you HIT lunch; you TURN 4:30 ; you REACH bedtime. And it doesn’t end there. Into the 90’s, you start going backwards; ‘I Was JUST 92.’
Then a strange thing happens. If you make it over 100, you become a little kid again. ‘I’m 100 and a half!’
May you all make it to a healthy 100 and a half!!
HOW TO STAY YOUNG
1. Throw out nonessential numbers. This includes age, weight and height. Let the doctors worry about them. That is why you pay ‘them.’
2 Keep only cheerful friends. The grouches pull you down.
3.. Keep learning. Learn more about the computer, crafts, gardening, whatever. Never let the brain idle. ‘An idle mind is the devil’s workshop.’ And the devil’s name is Alzheimer’s.
4. Enjoy the simple things.
5. Laugh often, long and loud. Laugh until you gasp for breath.
6. The tears happen. Endure, grieve, and move on. The only person, who is with us our entire life, is ourselves. Be ALIVE while you are alive.
7. Surround yourself with what you love, whether it’s family, pets, keepsakes, music, plants, hobbies, whatever. Your home is your refuge.
8. Cherish your health: If it is good, preserve it. If it is unstable, improve it. If it is beyond what you can improve, get help.
9. Don’t take guilt trips. Take a trip to the mall, even to the next county; to a foreign country but NOT to where the guilt is.
10. Tell the people you love that you love them, at every opportunity.
Not my normal entry on my BLOG, but I felt the information was “priceless.” Hope you enjoyed it as well!
Barb Bruno, CPC, CTS
