How to Run Successful Client Meetings

In this episode Ez shares his top tips on running effective client meetings. How do you built rapport, how do you use open questions to uncover challenges and then how do you tailor your pitch in real time based on this knowledge.

Client meetings are an art and our aim should always be to increase our conversion on these.

Hope you enjoy!

Lessons learned from over 24 years recruitment experience

Yesss we are getting old! 24 Year’s experience! Where has the time gone? With those the years, not only comes a few wrinkles, but importantly, comes experience and learnings. And we’re sharing our top 6 things we wish we had known earlier on in our careers. Trials and tribulations. We’ve been there and done it and want you all, our listeners to learn from our mistakes & experience. Enjoy!

How to handle objections Part 1

In this ep, Lucy puts Ez on the spot and fires some common objections and watches him go!! We dive deep into the world of objection handling in recruitment. Join us as we explore essential strategies and techniques to overcome client concerns with confidence and finesse.

 

Questions Covered:

  • Why is objection handling important in the recruitment process?
  • What are common objections recruiters face, and how can we address them effectively?
  • How does acknowledging objections help in building rapport with clients?
  • What role does curiosity play in navigating objections?
  • Can you share some real-life scenarios of objection handling and how they were resolved?
  • How can recruiters stay authentic and empathetic while addressing objections?
  • What are some tips for handling objections gracefully during client interactions?
  • How can recruiters continuously improve their objection handling skills?

Tune in to discover practical insights and expert advice to enhance your objection handling skills in recruitment!

How to handle objections Part 2

Welcome to Part 2 of objection handling! In this ep, Lucy puts Ez on the spot and fires some common objections and watches him go!! We dive deep into the world of objection handling in recruitment. Join us as we explore essential strategies and techniques to overcome client concerns with confidence and finesse.

 

Questions Covered:

  • Why is objection handling important in the recruitment process?
  • What are common objections recruiters face, and how can we address them effectively?
  • How does acknowledging objections help in building rapport with clients?
  • What role does curiosity play in navigating objections?
  • Can you share some real-life scenarios of objection handling and how they were resolved?
  • How can recruiters stay authentic and empathetic while addressing objections?
  • What are some tips for handling objections gracefully during client interactions?
  • How can recruiters continuously improve their objection handling skills?

Tune in to discover practical insights and expert advice to enhance your objection handling skills in recruitment!

Marketing Plan Prep Guide

Creating a plan that resonates with your target audience, outshines competitors, and aligns with your budget is crucial for success. This handout is designed to guide you through the essential questions to consider when crafting a marketing plan. By addressing these key areas, you’ll lay a solid foundation for a strategy that not only reaches but also exceeds your goals.

 

Understanding Your Target Audience

Who are they, and what are their primary needs and challenges?
What are their preferences and behaviours?
How can we tailor our marketing efforts to address their pain points effectively?

Evaluate Current Marketing Efforts

What marketing initiatives are currently in place, and what steps have been taken?
Detail ongoing campaigns, social media presence, content creation processes, and any paid advertising strategies.
How can we build upon these efforts and identify areas for improvement?

Planning Future Marketing Initiatives

Outline planned marketing activities, including events, social media campaigns, and email marketing strategies.
What are the steps necessary to execute these plans effectively?

Conducting a Competitive Analysis

Identify key competitors and their marketing strategies.
How do we differentiate ourselves, and what opportunities exist to gain a competitive edge?

Setting a Budget

Provide an overview of current marketing expenditures and future budget estimates.
How can we align our marketing strategies with our financial resources?

Branding Assets

Do we have established branding guidelines (e.g., typography, imagery, video templates)?
How can these assets be leveraged or expanded upon in our marketing plan?

Utilising Technology

Detail the marketing tools and platforms currently in use.
What are the key performance metrics, and how can we optimise these tools for better results?

Aligning with Sales Processes

Describe how marketing efforts contribute to lead generation and conversion processes.
How can marketing and sales be better aligned to achieve common goals?

Defining Success Metrics

What are the key performance indicators that matter most to our strategy?
How will these metrics guide our marketing decisions and strategy adjustments?

 

By thoughtfully answering each of these questions, you’ll be well on your way to developing a marketing plan that not only meets but exceeds your strategic goals.

These questions serve as a roadmap to ensure that every aspect of your marketing efforts is purposeful, targeted, and aligned with your overall business objectives.

 

UPCOMING COURSE INTAKES

 

6 Week Recruitment Leadership Course: 6 March:  People leave bad leaders, not bad businesses. Packed full of sage advice from a highly successful recruitment leader, this course covers both the psychology of leadership and the practical tools that will create a high performing and cohesive team environment. Shout out if you’d like more info our head to https://humescope.com.au/courses/leadership-course/

6 Week BD Course For Recruiters: 2nd May: Due to popular demand, we have added in another intake of our BD course which kicks off on 2nd May. Shout out if you’d like more info our head to https://humescope.com.au/courses/business-development-bootcamp/ 

How to do reverse marketing well

Join us as we delve into how our reverse marketing strategy has propelled our recruitment success, with special insights from Lucy, who attributes 90% of her revenue to reverse marketing. Discover a different approach that goes beyond traditional methods, focusing on strategic market research, identifying niche opportunities, and matching candidate motivators to client needs. Learn how to elevate your reverse marketing and get a sneak peek into our upcoming course designed to elevate your business development!

How to maintain consistent billings

In this weeks poddy, we untangle the wild ride of fluctuating billings! If you’ve found yourself in a bit of a dry spell, we’ve got you covered with stories, strategies, and some advice from our own roller-coaster experiences running desks & teams across Aus, Uk & New Zealand. We chat through minimum activity must-dos to keep your pipeline pumped and your billings consistent. And because we’re all about keeping it real, we don’t shy away from the importance of looking after numero uno—you! We’re talking work-life harmony, with tips on how to keep your spirit high and your stress low, ensuring you’re not just surviving in recruitment but actually enjoying it!

Monthly Musings: Feb Edition: BD Tips

It’s time for the first edition of the ‘Monthly Musings’ for 2024! Our ‘Monthly Musings’ are where we give you our industry insights and tips across all facets of agency recruitment!

This edition is focused on BD!

We had a record turnout for our BD course in February and it’s evident from that and the hundreds of conversations we’ve had in the past month, that agencies are zeroing in on business development. After a year of unpredictability, it’s time to gear up for a year of action.

So, how do we up-skill on BD? Before we look at L&D, we need to uncover what our BD Blockers are. We all have them!

So, if business development has been a bit tough, you are definitely not alone.

 

Lets dive in to 10 of the main BD challenges we see, and what you can do right now to overcome them:

 

Market Mapping:

    • Action: Identify the top hiring companies in your space. Use LinkedIn Recruiter to do searches and add the filter that shows you who has hired within the last year. This is a great starting point for your BD!
    • Why: This allows you to target your BD efforts in the right place and allows informed conversations and strategic outreach. Not random outreach!

 

LinkedIn:

    • Action: Set aside 20 minutes daily to engage with content from industry leaders and potential clients.
    • Why: Consistent engagement positions you as an active player in your niche. Don’t underestimate the impact of your prospects seeing you liking other people’s content. It builds familiarity and a tiny bit of trust, and the LinkedIn algorithm loves it when you engage with others’ posts. It will, in turn, prioritise your posts to be seen by the same people you are engaging with.
    • Hot tip: Brainstorm topics for the next month and schedule posts in advance. You can do this directly in LinkedIn. When posting, click the little clock icon and schedule it for a later date.

 

Value-Adds:

    • Action: Create a one-pager on market trends to share with your top prospects! Use LinkedIn Recruiter or Talent Insights for this. It holds SO much valuable information that recruiters rarely use.
    • Why: Providing actionable insights showcases your expertise beyond sending CVs or filling a job. We want to showcase our services as industry specialists. Using this value add as a reason for a call moves you away from a cold call salesperson and opens up a business conversation which tends to end up in recruitment. This builds rapport and positions you as a trusted advisor, not just another recruiter.

 

Automation Advantages:

      • Action: Explore tools like Zapier, Herefish (Bullhorn Automation), ROI AI (for JobAdder), to connect different parts of your workflow. There are so many tools out there. Figure out what you do day-to-day that’s manual. Can it be outsourced to a VA or an automation?
      • Why: Automation frees up your time for high-value, personal interactions. What may seem like a small amount of time doing, for example, LinkedIn connections – adds up over time and compounds. Small tweaks are where it’s at.

 

Video as a Personal Touchpoint:

    • Action: Send a personalised video message to a client or candidate you haven’t spoken to in a while.
    • Why: Video can revive connections and add a personal touch. When all of your competitors are sending mass emails & mass InMails, you need to stand out! Loom is a great product to use to send videos. It’s free too!!!!

 

Brand Building Blocks:

    • Action: Audit your online presence and update any outdated information. Make sure to update your LinkedIn URL as it increases your searchability and make sure you have your profile set to public.
    • Why: 80% of prospects will search for you online before meeting with you. If your profile isn’t set to public, they’re not seeing it! So, make sure your LinkedIn is humming and is descriptive of who you are.

 

Pitch Perfect:

    • Action: Practice varied pitches. But more importantly, practice the open-ended questions you are going to ask prospects to uncover what their problem is.
    • Why: A targeted pitch based on someone’s pain points will always hit home. You should never have one pitch. Rather, adjust based on what the prospect has told you.

 

Reverse Marketing Techniques:

    • Action: Every week – pick one standout candidate. Write 3 key statements about them that are tailored to solving clients’ problems and have examples of how they’ve done it. Then research a minimum of 10 companies you believe would suit said candidate. Pick up the phone!!!! Open with a pitch that gets straight to the point & showcases you have done your research. E.g., “Hey Amanda, a bit left of center from me today, however, I noticed in the past 6 months your biz has hired 4 marketing coordinators all with backgrounds across superannuation. The reason for my call is that I’ve just interviewed what I would say is the best coordinator I’ve interviewed in a very long time. She has xx amount of experience across super, has demonstrated xyz. Would a candidate like this be of interest either now or in the near future?”
    • Why: This proactive approach will uncover hidden job opportunities.

 

Objection Handling:

    • Action: List common objections and develop clear, concise responses. Don’t go straight into defence or sales mode when someone gives you an objection. Often they are not entirely sure why they’re objecting. It is your job to lower their stress levels by acknowledging their objection. People want to feel heard. Once you’ve done that, then probe further. Why do they have this objection? Is it valid? If not, can we perhaps workshop with them?
    • Why: Being prepared can turn objections into opportunities.

 

6-Month BD Roadmap:

    • Action: Outline your ideal client interactions for the next six months and set reminders for follow-ups. Review one client account and identify areas for deeper engagement. Research who they’ve hired in the past 12 months via LinkedIn. Delve deeper – who did they use? What was their experience? Can you be supporting them further?
    • Why: If you don’t set yourself a strategy, you will be inconsistent with it! A goal without a plan is just a wish! A plan ensures consistent touch-points. Robust account management fosters loyalty and growth.

 

Before you dive into the tactics, ground yourself with solid research. Understand the market you’re working in – knowledge is going to give you that all-important CONFIDENCE.

Lastly, without action, market research & knowledge is pointless. Action creates momentum. And consistent action creates results!

 

UPCOMING COURSE INTAKES

 

6 Week Recruitment Leadership Course: 6 March:  People leave bad leaders, not bad businesses. Packed full of sage advice from a highly successful recruitment leader, this course covers both the psychology of leadership and the practical tools that will create a high performing and cohesive team environment. Shout out if you’d like more info our head to https://humescope.com.au/courses/leadership-course/

6 Week BD Course For Recruiters: 2nd May: Due to popular demand, we have added in another intake of our BD course which kicks off on 2nd May. Shout out if you’d like more info our head to https://humescope.com.au/courses/business-development-bootcamp/ 

How to keep your team motivated

In today’s 10 min episode, we’re diving into something every leader thinks about but rarely talks about – what do you do when things are a bit…quieter than usual and the billings are not there? We’ve all been there, expecting to hit the ground running at the start of the year or quarter, only to find the pace is not as expected. So, if you’ve ever found yourself wondering how to keep the team morale up when the going gets tough, you’re in the right spot.

Remember, we love hearing from you! If there’s a burning topic you want us to cover, shout out. Otherwise, catch us here every Friday for your 10-minute power boost of recruitment wisdom.

How to embed training

In this episode, we’re unraveling the big question: How do you create a culture of continuous learning? Is it just about splurging on courses and crossing your fingers they work? Or is there a secret recipe for making training stick and really matter?

We’ve been on the front lines, training over 1200 agency professionals in the past couple of years, and we’re sharing our hot tips and insights to make learning an integral part of your team’s DNA.

And, because we like to keep things spicy, Lucy’s playing a dangerous game of blame with Ez! 😲 It’s risky, it’s cheeky, and it’s all in good fun – but will she make it to next week’s poddy? Tune in to find out!