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How Script Your MPC Marketing

QUESTION: Mike, I would like some ideas for a script for marketing MPCs or general marketing approaches, i.e. email, LinkedIn, telephone. – Jeff ANSWER: I hate the word script. It means there is something I can say at you that will sell you.   Now, MPC marketing does open a door because prospects have told […]

Outsourcing Follow Up Conversations with Candidates

QUESTION: What are some good followup conversations to a marketing email that contains info on a candidate? – Lance ANSWER: I assume you are doing an MPC – Most Placeable Candidate email, so I will give you my structure.   I did not have followup conversations after the first email. Before I go any further, […]

How to Follow up on MPC emails

QUESTION: What are some good followup conversations to a marketing email that contains info on a candidate? – Lance ANSWER: QUESTION: What are some good followup conversations to a marketing email that contains info on a candidate? – Lance ANSWER: I assume you are doing an MPC – Most Placeable Candidate email, so I will […]

Best Practices When Creating a Virtual Recruiting Firm

QUESTION: Hi Mike. We are a small 1 and ½ person firm working virtually from 2 home offices. I attend networking events, face-to-face client meetings at their offices, and conduct candidate interviews across the city at various venues. We are looking to hire 1 to 2 new recruiters and ideally would like them to be […]

Best Practices for New Recruiters in Gathering Candidate Names

What question technique are you finding is best for new recruiters to obtain leads from candidates? – Chuck, Pittsburgh, PA ANSWER: That is a great question. Here is how I used to look at it. I hated name gathering, even in the pre-LinkedIn days. It was always a pain in the butt. I do not […]

How to Engage a Busy VP or President on a Marketing Call

QUESTION: What are some different ways to sell the need to do more of a deep dive to qualify their need better, to get on the calendar of a busy VP or President to qualify the order, especially when you have made placements with them before without doing deep dives? – Eric ANSWER: It is […]

Is It Really That Difficult to Get Retainers?

QUESTION: I had one retained search of $50,000 last year. I want to get more, but my thinking is it’s tough to get retainers on anything that is not the director level or hire. Do you find this to be true?  ANSWER: As long as you think it is tough to get retainers, it will […]

Difference Between Contract and Permanent Recruiting

QUESTION: Regarding contractors, would you say that positioning is similar to pitching for permanent staffers and what would be your suggestions? – Nathan ANSWER: I could provide a 3-day seminar on selling contract recruiting. In one word, Nathan, I would recommend you eliminate from your vocabulary is the word “pitching.” When you pitch, you talk […]

How to Maximize Your ATS

QUESTION: I am terrible at consistently using my CRM/ATS system. I have notices on pieces of paper and key phone calls in my calendar. I struggle with finding a CRM/ATS that is simple to use and has the right amount of detail. Any suggestions on what to look for and how to get in the […]

How I Went From a Half a Million Dollar to a $2.2 Million Recruiter

QUESTION: In several areas of my business I could use your counsel and help implementing or improving. I am already getting retainers, candidates, and plenty of work given my experience and specialization with holding national and regional leadership positions in the industry and disciplines. What I need help with is converting my business from a […]

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