Welcome to issue 254 of the ukrecruiter newsletter.  The big news this week is that we've moved the home of the UK Recruiter discussion board; read all about it here

CONTENTS

Visit http://www.careersinrecruitment.com for the latest recruitment industry jobs.

Sales Superstar Strategies: How the World’s Best Salespeople Get More Sales!

Strategy 4: Ask great questions

Most salespeople think they are great at questioning. Most salespeople are wrong. When I run sessions I often ask people to write down some questions they can ask of their clients. I give them between 5 and 15 minutes. Few people come up with more than 3 or 4 bland questions and many come up with less that that!!!

When I ask about it, delegates say things like, “Oh! It’s difficult like this. I have loads of questions when I’m in flow!!”. Poppycock! Most salespeople ask few or no questions and those they do ask are all about them not the client e.g. “Have you got budget?”, “Are you the decision maker?” and “Are you happy with your current supplier?”. 

Great questions come from two things:- The first is being genuinely interested in your client. The second is planning and preparation. Questions need to be planned, rehearsed and written out. Questions need to be captured, learnt and practised. Focusing on this one area of your business over the next few weeks could well cause a sales explosion for you.

Here are some great questions that you can tailor to use within your business...
· How do you currently go about...? 
· How long have you been operating that way? 
· When you considered the options, why did you choose that solution? 
· What were the key criteria involved in making that decision? 
· How has the solution performed against those criteria? 
· What issues have you had with...? 
· How often and who was involved? 
· What effect did that have on...? 
· Who else was effected? 
· What options have you considered to resolve this? 
· What one thing would you improve about...?

Remember! Questions need to be planned, thought through and practiced. Good luck and speak to you next month. 

Gavin Ingham is a keynote speaker & author. Get more strategies & tools free by joining his free newsletter, Real World Sales Tools, at www.gaviningham.net.

My Favourites will be back next week.  See the guidelines at http://www.ukrecruiter.co.uk/articles.htm

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Article One: Choosing an Effective Web Design Company by Phill Bernier

Don't Get Caught By Cowboy Web Designers 

There are hundreds of web design companies. Prices range from £50 to £5000 for seemingly the same product. There are big companies, small companies and freelancers all selling web design services. Your friend’s grandson who just left kindergarten can do you a good deal if you're prepared to pay in cash.

In this article, we are going to attempt to show you how to avoid getting ripped off by providing you with the necessary understanding required when choosing a web designer. 

Step 1: Choose a Few Reputable Web Design Firms 
The first step when choosing a web design company is to shortlist a number of prospects. The best method possible is to choose a selection of companies based on personal recommendation. Given the benefit a well developed web site can have on your business, it is well worth taking the time to tap into your network of contacts to get the name of 3 or 4 satisfactory web design companies to choose from. 

In the event that this doesn't work for you, use a local directory, the internet or a newspaper to make a list of potential web designers. (Remember that anyone can pay an internet marketing firm to get them at the top of a search engine such as Google so a company's ranking does not mean that they are capable of delivering a good solution.)

Step 2: Check Out the Web Design Companies Own Web Site 
It stands to reason that if a company is capable of creating workable web sites or solutions then its own site should be beyond reproach, so take a look at their own web site as well as a couple of sites from their portfolio. If portfolio items are not available, simply e-mail them and ask. 

The following are a number of things to look for judging the work of a web design company: 

· Are there apparent errors (spelling errors, missing pictures, broken links etc.)? 
Attention to detail is vital in web design. What you see on a web page is the result of a great deal of complex interaction beneath the surface. If that which is visible is full of errors, it stands to reason that the same level of care has been taken over the code which makes the site function. Spelling and grammatical errors will harm your credibility and a dysfunctional web site will frustrate your audience. 

· Can You Easily Find the Information You Are Looking For? 
This is critical. If you find yourself on a web site, the chances are you were looking for something in particular. Ensure that the elements of the designer's web site are easy to find. Check that you are able to quickly and easily spot the contents of the pages and move freely between pages.

· Other design considerations are as follows:- 
- Is the text clear and easy to read?
- Are the pages uncluttered and easy on the eye?
- Are there elements such as excessive animation distracting the user from the main text?
- Does the site appear quickly? 
- Does the colour scheme and design fit in with the brand of the company (take the logo as a benchmark)?

· Conformance to standards
There is legislation in the UK, the US and a variety of European countries that requires your site be accessible to disabled users. Failure to adhere to this will result in your having to hire a third party company to re-code and possibly redesign your entire web site.

Secondly, if your web site is not coded using standards (set by the www council) it may not function correctly when viewed by different people using different equipment.

SO HOW DO I TELL ?!
I hear you cry in desperation! Well, you don't need to be a geek or even know the first thing about web design, html or programming. All you need are the addresses of a couple of useful websites and an explanation of how to use the tools found there. A web page (put link here) has been created for your convenience that contains links to these sites and detailed instructions on how to use the tools provided and evaluate the results. It should be noted that evaluating these elements will give you some idea of the technical ability of your chosen web site design companies. There are many more issues that a web site designer should be aware of, and in fact should take care of without you even knowing about it. The points listed here are, in our opinion, those that will have the greatest impact on your business and are so often ignored by less scrupulous web design companies. 

Step 3: Contact the Web Design Firms
Once you have narrowed down the possibilities you can go ahead and get in touch. Most companies will jump at the chance to talk to you and convince you of their product offerings. However, what you are interested in are the facts, not the sales pitch.

You have already established their design and technical capabilities, now you are interested in their ability to fulfil your needs and provide you with efficient service. Ask for some references from their most recent projects. Ask for the web addresses, contact names, details and completion dates. This ensures that you're not getting the one or two satisfied clients that they have serviced in the past, you are getting up to date clients and up to date projects. 

Once you have their details, call the referees and check the following;
· The details you have been given in respect to project completion dates. 
· The quality of service the client received 
· How well the web design company established and anticipated the needs of their client. 
· Ability to meet deadlines and make timely delivery 
· How effective their site has been in achieving their original goals. 
· If the client has any complaints 

Don't be afraid to speak frankly, whether satisfied with the service or not, most people are happy to be given the opportunity to sing praises or vent frustrations.

Step 4: The End
Well, having done all of this you should have a pretty good idea which company is going to provide a solution that's going to work for you. It may seem like a lot of work, but not only are you about to part with a substantial sum of money, but if the web site you receive doesn't do its job properly, you could well be missing out on new business or worse still convincing potential clients to go elsewhere.

You can view Phill’s article on Technical Web Site Evaluation for Non-Technical People at http://www.adira.co.uk/site-testing.htm.  


Adira, a great looking website is just the start. Adira deliver results by setting measurable objectives and developing a strategy to achieve them. This sets Adira apart from the average web designer and makes a solution from Adira a very powerful tool in the arsenal of any company. Contact pbernier@adira.co.uk 

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News: The UK Recruiter Discussion Board has moved

At the start of the year we mentioned we were moving the UK Recruiter Discussion Board.   Basically we had outgrown the existing software.  

The new forum is at http://ukrecruiter.willco.com/forum/ForumYou can still view messages on the old forum.  

Please visit the new board and use it.  It's been your contribution that's made it so successful.  We regularly had 50+ people signed into the old discussion board at once with dozens of messages being posted some days.

We've used the opportunity of the move to start to create more of a community feel to UK Recruiter.  The discussion board is hosted by the same people who help us distribute the newsletter and you will be able to sign up for a weekly digest by using your newsletter login to sign up at http://ukrecruiter.willco.com.  If you don't know your password don't worry there are instructions on this page of how to request it. 

I'd welcome your feedback on the Discussion Board.  There is a Q&A thread to help you settle in. If you've got any questions or feedback you want to send offline feel free to do so at the usual contact2@ukrecruiter.co.uk email address

Current topics on the site include "SMS Software... email to text providers", "Legislation and Compliance" and "The Career Engineer". It is free to use the discussion board and you don't have to register. Visit the site, ask questions and share your knowledge

Discussion Board Guidelines 
These are posted on the site too, but for your information here they are:
· The purpose of the UK Recruiter discussion board is to give recruiters the opportunity to discuss issues relating to their jobs and the recruitment industry in the UK. 
· This discussion board is moderated by Louise at UK Recruiter and inappropriate postings will be removed. 
· Whilst providers of goods and services to the industry are welcome to partake in the discussions they should not use this forum for advertising. 
· Please do not use the forum to post vacancies or your CV. We hope to add this option in the future. 
If you feel a posting on the discussion board is inappropriate and should be removed please can you email details to contact2@ukrecruiter.co.uk to ensure a quick response can be made. 

Take a look now

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Don't Miss This

Book of Luck 
Anne Watson, one of our subscribers and Director of Executive Focus Ltd has co-written a book.  "The Book of Luck will show you that there is a way to structure your luck and to bring success into your life and into your control."  If you want more information you can view the details on the Amazon website or visit the dedicated website for the book at www.switchtosuccess.co.uk where you can find out how lucky you are by doing the Luck questionnaire.  On a lighthearted note, the book must work as Anne won the Mini Moto prize in our 250th issue prize draw!  

Transforming the Fast Stream Recruitment Process: Complimentary seminar and networking opportunity for public sector HR and recruitment professionals - 31 March 2006, London
The Cabinet Office has recently managed the complete redesign of the Fast Stream Recruitment Process, the system used by the Civil Service to identify the senior Civil Servants of the future. At this complimentary breakfast seminar, key members of the project team and industry experts will discuss how the assignment was tackled and what benefits have arisen. To book a place, please call Rebecca King on 01483 544 262 or email rebecca.king@cubiks.com

Executive Talent 2006
The recruitment industry isn’t keeping pace with the needs of even the largest companies, says “Executive Talent 2006”, a new study of 102 senior directors and HR managers. Despite over 80% of companies having established relationships with retained agencies, 60% struggle to find executives with the right experience. Topics addressed in “Executive Talent 2006” include recruitment spend by category, toughest roles to fill, and specific challenges faced by smaller organisations. Request your free copy today: http://www.executivesonline.co.uk/about_us/reports/exectalent

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Statistics

Hitwise top 10 Recruitment Sites, week ending 11th March 2006
The most visited UK recruitment sites last week, starting with the most popular, were Jobcentreplus.gov.uk, Totaljobs.co.uk, Jobsite.co.uk, Reed.co.uk, Monster.co.uk, jobs.nhs.uk, TESjobs.co.uk, jobs.guardian.co.uk, Jobsgopublic.com and friendsreunitedjobs.co.uk. For more information about Hitwise, visit http://www.hitwise.co.uk

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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk

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