Www.evolve.ie Positive Solutions for Engaging Employers.

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www.evolve.ie Positive Solutions for Engaging Employers

Transcript of Www.evolve.ie Positive Solutions for Engaging Employers.

Page 1: Www.evolve.ie Positive Solutions for Engaging Employers.

www.evolve.ie

Positive Solutions for Engaging Employers

Page 2: Www.evolve.ie Positive Solutions for Engaging Employers.

Concepts devised and developed by Evolve Consultants

Recession hit Ireland

Fear? Uncertainty? No Money? Doomsday!

Page 3: Www.evolve.ie Positive Solutions for Engaging Employers.

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

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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

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Concepts devised and developed by Evolve Consultants

ox populi

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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!!!

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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

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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

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Concepts devised and developed by Evolve Consultants

etworking

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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

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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

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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

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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?

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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

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Concepts devised and developed by Evolve Consultants

eferrals

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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

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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

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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

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Concepts devised and developed by Evolve Consultants

eeting skills

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Concepts devised and developed by Evolve Consultants

Understand the stages of the sales meeting

QualifyConnect Move on or out

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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

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Concepts devised and developed by Evolve Consultants

Develop rapport

Greeting

Commonality

Connect

“Talk about them” – “My photo concept”

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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

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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

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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

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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

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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”