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Negotiations- The Necessary Evil

What you hope to close the deal Well, it's exciting that I am getting so many requests for help on negotiations!  So, I wanted to share some great and simple tips to get you BETTER at this "game"!  Now, you probably know my view on perm fees. THEY AREN't really negotiations... Certainly not BEFORE the…

LinkedIn Maximization Tips

So, What's your LinkedIn strategy?  It amazes me, yet again, how many recruiters out there aren't either using LinkedIn or, even worse, use it a lot, but haven't really thought about the right strategy to really maximize their returns.  Of course, for me to list all of the great tips, strategies and techniques would require a book, as my webinar here is over 3 hours long on the topic.  However, I wanted to share with you some great tips that you should adopt immediately!

Get Your VoiceMail Messages Returned!

  My Email has been buzzing with issues that keep you up at night. Not surprisingly, finding new business is the number one request. Surprisingly, though, is that a close number 2 is how to get your prospects to return your phone calls!  Your training covers some of the new business stuff, but here's a sure fire tip to massively increase your call backs. It is quite simple.....

Remove The “Objective” From Resumes

So, are cover letters and "objectives" on resumes helpful or hurtful?  Most hiring managers, statistically, will bypass the cover letter! DO NOT UNDERESTIMATE this as the implications are far worse.. The stats really show that they don't read it, but that they scan it. They also will thus spend more time reading the cover letter and, of course, the big "objective" opener of the resume. Both the cover letter and the "objective" are a bit of a myth. None ever aid you in getting a job and both can actually CAUSE you from getting the job.

Time To Stump ‘Em With Trick Questions

To stump or not to stump.... Should you throw "curve-balls" at your candidates during the interview process?  Frankly, it is critical for a recruiter or staffing specialist to wear two hats when asking these types of questions.  The first hat, of course, is to assess the candidate. The 2nd hat, though, is of salesperson. NEVER forget that how they answer these questions for you will also likely be how they answer them for your clients (when you create a sendout with them). Therefore, I always make sure to ask the SAME question perhaps 4 or 5 ways. Ironically, I often either get very different answers each time OR I get new information each time. Since we try to glean their selling points in an interview, it is key that you have methods to pull out ALL of them.

Really Selling The “Exclusive”

Ok. Any recruiter worth their salt (never really knew what that means) knows that if you sell an exclusive, that you dramatically increase your chances of placing or filling that order! Well, that's all great, but the real question is how to sell it and how to use it right! Most of the time when I hear a recruiter sell it, it is all self serving... In other words, the benefits to doing it are for the recruiter and not really for the client.  If you can get an exclusive it's also good to sometimes consider discounting the fee, or conversely, if you have to discount a fee, it's often worth exchanging that negotiation "give in" for an exclusive...... So, how do you do it...

Referral Bonus Boost!

Welcome to Web 2.0 and, umm, the Internet!  So, I get an email asking me if I have any good ideas to re-market someone's candidate referral program (you know, where you offer to pay someone $100 to refer someone that you place).  I also got quite a few emails after I posted a lesson on working with JVs to grow your clients and referrals.  I was asked what the best method is to offer up "splits" of revenue for those who help bring in business for you.
Long story short, all of the questions and processes that were discussed ALL revolved around 1975 ideas!  I mean, ZERO technology and NOTHING different!
Why on earth don't you tap into the power of the Internet to UNLEASH these referrals and to TRACK them unlike you ever could before... So, let me lay out the answers for you..