Www.evolve.ie Positive Solutions for Engaging Employers.
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Transcript of Www.evolve.ie Positive Solutions for Engaging Employers.
www.evolve.ie
Positive Solutions for Engaging Employers
Concepts devised and developed by Evolve Consultants
Recession hit Ireland
Fear? Uncertainty? No Money? Doomsday!
Concepts devised and developed by Evolve Consultants
Agenda
The change in buyer behaviour
Vox Populi – (Charities & Job coaches)
Selling supported employment services Soft market
Rest of the market
Solutions for engaging employers Networking tips and protocols
Follow up telephone call tips
Sales meeting tips
Concepts devised and developed by Evolve Consultants
The Market – Changing “buyer/ employer” behaviour
Only tuned into one radio station – W.I.I.F.M. Slower to commit Wants to avoid risk Reducing number of suppliers Running with devil they know Collective decision making via “committee” If they have any concerns they drop project
Concepts devised and developed by Evolve Consultants
ox populi
Concepts devised and developed by Evolve Consultants
How do you come across to employers?
What do you do well? (It’s all about perception)
Well organised and professional
Tell their story very well
Show great passion and energy at meetings
Honour commitments they give us (Follow through)
Not pushy
Tell truth unlike some recruiters!!!
Concepts devised and developed by Evolve Consultants
Vox Populi
What do you need to improve? (It’s all about perception)
Don’t relate to our current business challenges
Don’t think they understand our business
Don’t ask enough questions
Don’t behave like recruitment experts
Often don’t address our concerns
No ongoing contact
Concepts devised and developed by Evolve Consultants
Sales behaviours must change or failure will follow!
Develop the correct focus
Must be commercially awareMust behave like a recruitment professionalMust focus on the customer’s business issuesMust tackle their concernsMust ask for the next step
“The one sure way of failing in business during a recession is to do nothing differently” – Richard Branson
Concepts devised and developed by Evolve Consultants
etworking
Concepts devised and developed by Evolve Consultants
Networking - Who?
Soft Targets
Support associations Committee members / patrons Who? Where? How often? How can I get involved? Referrals Catchment pool too small
Concepts devised and developed by Evolve Consultants
Networking – Who?
Wider Business
Community
Trade associations Professional bodies Chamber of commerce Business networking chapters Local CIPD Fund raising events Club committees
Concepts devised and developed by Evolve Consultants
Networking – How?
Have a plan – place a value on your time Come early and stay late Avoid colleagues Name tag on right side Act as a host Don’t try to pitch at the eventAsk questionsAsk questions ‘Give to Get’ Business cards Follow up (Sincerely) Keep in touch all year round
Concepts devised and developed by Evolve Consultants
Questions to use at a networking event
How did you come to be in your line of work?
Tell me about your company?
What changes are happening, or can you predict happening, within your industry?
Who are your customers?
What brought you here today?
Why do people do business with you?
What makes you different from your competition?
What can I do to help you today?
What is the best way to refer someone to you?
What’s the best way to send something onto you?
Concepts devised and developed by Evolve Consultants
The Follow Up
1 Send them something
A card
An article
An idea
Never a brochure
2. Link follow up to previous conversations
“John, last time we spoke you suggested I call you today and depending on your recruitment plans for the Summer I might have a candidate that could work out very well for you”
Create obligation to meet
Concepts devised and developed by Evolve Consultants
eferrals
Concepts devised and developed by Evolve Consultants
Referrals – the 7 deadly sins
Not asking
Suggesting instead of asking
Asking at the wrong time
Not defining what a good referral is
Failing to ask for a personal introduction Not understanding the link between referral and relationship
Not earning the referrals
Concepts devised and developed by Evolve Consultants
Rules for Referrals
Introduce concept early in relationship
Let the referee know what a good referral looks like
Help them: Make some suggestions as to people who they might know
Give the referee time to think
Get introduced.
Pre-qualify the referral with the referee
Concepts devised and developed by Evolve Consultants
Tips – How to ask
The wrong way “If you happen to think of someone who could be interested in the supported
employment scheme, would you give them one of my cards?"
The correct way At a review meeting
"I'm in the process right now of expanding my referral-based business contacts and I find it's helpful to ask people who are happy with the supported employment scheme, can we take a few minutes to run through a few potential names?"
"I'm really glad that you're pleased with Mary’s work. I'm always looking for referrals and wonder if you know anyone else who might be interested in the service."
*** Then ask for the introduction
Concepts devised and developed by Evolve Consultants
eeting skills
Concepts devised and developed by Evolve Consultants
Understand the stages of the sales meeting
QualifyConnect Move on or out
1 32
Concepts devised and developed by Evolve Consultants
Meeting Structure – DETECT
Develop rapport
Establish Requirements, Issues, and Concerns
Tailor your story / angle based on requirements
Engage with their objections, issues and concerns
Close with a commitment
Talk through the next step
Concepts devised and developed by Evolve Consultants
Develop rapport
Greeting
Commonality
Connect
“Talk about them” – “My photo concept”
Concepts devised and developed by Evolve Consultants
Establish requirements, issues, and concerns
C – company culture
C – commercial realities
C – candidate profile
C – concerns and issues
C – close the questioning stage
Concepts devised and developed by Evolve Consultants
Tailor your candidate offering
Link candidate strengths to requirements
Getting on going commitment
Address concerns“Ignorance is not an impediment to progress it’s the illusion of knowledge” - Plato
Ask for feedback
Link benefits to business to concerns
Ask for the next step
Take the meeting to its furthest point
Concepts devised and developed by Evolve Consultants
Expose Objections (LACE)Example: “Let me think it over” “Run it by head office”
Listen don’t interrupt
AAcknowledgeExample
“Need to run it by head office”
“That’s fine – a lot of companies follow that
protocol”
ClarifyExample
“Can I clarify please, when you get on to head office will you be recommending
the scheme?”
Explain and lingering concerns if appropriate
Concepts devised and developed by Evolve Consultants
Closing with a commitment
Must close at every stage of the meeting
Take the meeting to its furthest point
Ask for feedback
Ask for their thoughts
Ask for a personal commitment
Ask for the next step
Concepts devised and developed by Evolve Consultants
The Next Step
It’s nothing personal its business – so be business like
Focus on being proactive
Network all year around
Get structure
Ask better questions
A,B,C – always be closing
Take the meeting to the furthest point
Next step
“The more I practice this stuff, the luckier I get”