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Which Client Prospects Should You Include in MPC Email Campaign?

QUESTION: I have developed a client prospect database per all your earlier discussions here and in the Double Your Placements Program.  Would you recommend emailing the MPC to the database or going through some of the companies beforehand online to see if they have an actual opening?  This would seem more targeted to me and […]

Is It Necessary to Have a Niche?

QUESTION: How important do you think it is working a niche or specialization? – Larry ANSWER: Very important. The riches are in the niches. I forgot who said that.  I did high tech sales in the ethernet router switching world, high end corporate into telecoms.  90% of our searches were in all the major metros: […]

Training a Virtual Assistant With a Recruiting Background

QUESTION: I have a virtual assistant who actually knows the recruiting business, and I do not know how to train her on how to utilize her to help me. I have worked alone since 2008 and I am lost to delegating. How and where should I start utilizing her help?  – Lucy   ANSWER: Great […]

What to Do When You Are Drifting Throughout Your Day

QUESTION: Mike, I tend to drift day to day and week to week. I am undisciplined in my planning. What is the best way to do a weekly plan? Please keep my name confidential.   ANSWER: I will keep your name confidential because you requested it, but you are every guy or gal out there. […]

Elements of a Report for Exclusive and Retained Clients

QUESTION: When you get an exclusive with a client, do you send reports or updates on your progress? If so, how often and what do you send? – Marie, San Diego, CA ANSWER: Great question. I did this with retained clients, retained meaning any kind of money up front. I think it is a great […]

How to Overcome Fee Objections in Any Niche

QUESTION: I sent out a proposal yesterday for 25% on a search on a first year base salary.  This was the response I got:  Hey Todd, thanks.  I sure you would like to know you are officially the highest priced recruiter I have ever met, but I supposed there is some pride in that.  See […]

Determining Urgency to Fill a Vacancy

QUESTION: If you do not feel there is urgency for a client to fill a position, how do you address that with them? Do you tell the client you cannot help them with a position for that reason? – Jody   ANSWER: Jody, great question and thank you for submitting it. Yes, I might try […]

Gauging Flexibility in Candidates

QUESTION: We are in the final stage of a retained search and have 3 senior candidates described as fantastic following interviews. We indicated to him that he now has a final panel for his selection. He has a top choice in those 3, also mentioning to the last candidate that he was the top pick. […]

Mitigating Failure When Submitting Multiple Candidates

QUESTION: How do you reduce the risk of failure when presenting multiple candidates to multiple clients? I have 2 similar clients with the same type of opening. I have presented multiple candidates for both. Candidate A and candidate B both like client #1’s opportunity the most, but are not opposed to client #2.   Client […]

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 […]

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