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...
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...
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...
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...
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...
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...