Why Content Marketing is Great for Ongoing Client Communication

QUESTION:  My question is about developing ongoing communication with potential clients. I have heard some other things you have done about regular email. Can you share some details? – Doug ANSWER: In our last blog post, I spoke extensively about regular email. Go here to check it out. Another form of email communication is through […]

Timing of Contact in New Client Development

QUESTION: My question is regarding new client development. I have heard through several trainers to have a list of 1500 plus or minus clients prospects and they should be called or emailed quarterly. I typically will leave a message and then try calling the same prospect again in about a week. What are your thoughts […]

Client Gift Suggestions

QUESTION: Any ideas for client gifts? I normally go down the route of expensive wines or spirits, but I am interested in doing something different this year, but just not sure what.  – Caroline, Sydney, Australia  ANSWER: Sending thoughtful gifts, especially at times outside of the typical holiday season, is a great client retention tool. […]

The Best Way to Approach Prospective Candidates

QUESTION: It still remains apparent that using an MPC (most placeable candidate) for marketing and/or business development calls still tends to generate better dialog and certainly return voicemails. The challenge sometimes is you do not feel like you have a strong enough MPC. So my question is how would you go about approaching prospective candidates […]

What to Do When You Market a Candidate and the Client Guesses Their Name

QUESTION: How, in pitching a candidate to a respective client, do you answer when the client guesses a candidate’s name before you have a signed contract?  – Kristen ANSWER: Great question! One, that tells me you gave way too much detail and you probably mentioned where they worked. So going forward, it is probably a […]

How to Deal with Times of Slow Business Development

QUESTION: Just finished our strongest month of billings last month in the firm’s history. While I do feel blessed for the success as an owner, I am feeling the stress of having closed a number of searches and not having many job orders for the new staff that I have hired. Business development has proven […]

The Best Way to Make Initial Contact with a Candidate

QUESTION: How do you feel about initiating a first contact with a candidate via LinkedIn and mail or email? Do you feel the phone is still the best way to do this?  – Conrad, Walpole, MA ANSWER: I prefer initiating first contact via phone for recruiting. It is not right or wrong because you can […]

How to Level Up Your Marketing

QUESTION: Are there any new sources, websites, or technology you have experienced or heard good things about you can recommend? – Ray ANSWER: That is way too broad. There are all these kinds of little hacks. New technology, most recruiters are not using old technology. On many recruiter’s websites, I notice that they only have […]

Finding Contact Information for Remote Workers

QUESTION: In making calls in the technical sales area we are running into a few problems.  We are having problems getting phone numbers for some that work remotely, like territory and regional managers, also getting sales people with a manager title that do not manage people. We have ended up with 30+ resumes of candidates […]

How to Handle New Recruiters that are Underperforming

QUESTION: We have an employee that just started with us a few months ago and is drastically underperforming. We compensate our recruiters primarily on salary with little commission. She lost her brother and her father is likely to pass very soon. We are considering offering her a month to month paid leave to allow her […]

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