Should You Discount Multiple Exclusives?
QUESTION: If you were in multiple exclusive openings with a current client and they want a discount, how should you respond without losing your exclusives? - Steven ANSWER: Great question. There are two kinds of scenarios. One scenario is they are giving your ten...
Best Options for Research
QUESTION: I just bought a membership to ZoomInfo. What other sources should I use getting phone numbers and contacts of companies? ANSWER: Hoover’s is outstanding, but it is not inexpensive. Hoover is not as good for small companies, probably less than $100 million,...
General Marketing Calls Versus MPC
QUESTION: MPC marketing calls versus general marketing calls that explain what your firm specializes in. Which one is better? I have been using MPCs. - Eric ANSWER: MPCs by light years. In 12 of my 15 years recruiting (for 3 years I was on and off a desk), I made...
Metrics for New Recruiting Account Executives
QUESTION: Mike, what activity recommendations would you have for a new account executive who has no previous recruiting experience and then contrasting that with one that comes with recruiting experience, but in both cases would have to build their database pipeline. ...
What to Do When You Are Referred to Human Resources
QUESTION: Sometimes when making marketing presentations, the VP of HR will refer me to a junior HR professional. Typically the junior HR professional, with no budget authority, is their main recruiting point of contact and has firsthand knowledge of what is actually...
Elements of a Great Marketing Email to Hiring Managers
QUESTION: Mike, I tried doing the email marketing and so far out of thirty-five emails I only received one response that said they were not looking for a VP of Sales at this time. It could be the level I am targeting, but would you look at the below email and let me...