29th September 2010
Issue 473
CONTENTS

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2011 may seem a long way off but we've started to take bookings for the newsletter for next year.  If you are a recruitment supplier (or know one) who wants to target their services or products to over 23,000 recruitment professionals drop me a note and I'll let you know what the options are.   

Weekly Tips - My Favourite Websites

www.linkedin.com - Excellent networking site.

www.right.com - Great for contacting active candidates (US focussed site)

www.twitter.com - Great way to get your current openings out quickly to a broad audience.

Provided by Stephanie McCabe, President of the McCabe Group

Why not submit your own "three things" for this section.  Or you can share your three favourite websites for recruiters. 

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Article: Three Steps To More Sales by Scott Love

Several years ago I keynoted at a very large international bank’s annual sales meeting, addressing the seventy-five sales professionals who target high net worth individuals. This was the cream of the crop from their sales organization. Their target customer is an individual with a net worth between $10 million and $100 million. You would think that a group of sales professionals who sold to such a sophisticated client base had to follow some sort of secret code just to get access to an elite clientele. But as it turns out, the issues that a sales rep faces when selling to high net worth individuals is not all that different from those issues that are faced by a sales rep that sells to the average bear. 

The principles that I shared with them seemed to be able to solve many of their sales challenges. Keep in mind that if you spend your time focusing on changing your premises and beliefs, more so than sales training, you will find that you have a bigger impact in how people respond to you.

Spend fifty percent of your time learning how to shape your premises to those of a top producer. Spend thirty percent of your time learning how to grow your personal development and sales strategy. Spend fifteen percent of your time polishing your habits. Spend only five percent of your time learning selling tactics.

Because the principles and premises that you follow make the biggest impact and give you a greater return on your time commitment, you must commit to adopting those beliefs that work for successful sales professionals. Integrate these three principles in your sales and recruiting process and regardless of how sophisticated your prospect is, you will have them thanking you for thinking enough of them to make contact with them.

First, follow the principle of emotional bank accounts.
Remember that each relationship in your personal and professional life represents an emotional bank account. You cannot take a withdrawal from an account unless you first make a deposit. Asking for the order is a withdrawal. Asking for referrals is a withdrawal. Closing on the deal is a withdrawal. Too many sales reps and recruiters try to move too fast through the relationship and make withdrawals before they are ready. Your intention of service is a deposit. Your concern for your prospect is a deposit. Your commitment to them doing whatever is in their best interest, even if it means not buying from you, is a deposit. Your belief of your product or service is a deposit. Make more deposits than withdrawals that you take and you will always have an eager prospect ready to refer more business to you and buy from you.

Second, commit to following a moral code of ethics in your sales career. 
 If you have a product or service which cannot benefit your prospect, then you have no business trying to sell it to them. If you do, then you are violating a moral code of providing service to others. But on the other hand, if your belief is tremendously strong in the value that your product or service can possibly bring to your prospect, then it is your duty to overcome any objection that they give you. When you have this level of belief, it really doesn’t matter what sort of sales tactics that you follow. They listen to your heart more than the words that you say.

Third, integrate the principle of personal contribution. 
Find out how your product or service can benefit them on the personal level, and commit yourself to mastering how you can communicate this value. Role play with your colleagues and managers. Find out from previous customers why your product or service benefited them, and share those stories with your prospects. 

This week at your next sales meeting, print this article out and discuss it with your colleagues. Specifically, use these questions to guide your team at your next discussion:

- How does our product or service benefit our prospect on a personal level?
- Are we willing to pass up a sale if it does not offer a benefit to a prospect?
- If we do, what can we do to still benefit financially from that relationship?
- How do we go about putting deposits in the emotional bank accounts of our prospects?
- What are we not doing that we could do which would make deposits?
- How many deposits are required before we start making withdrawals?
- What is qualified as a withdrawal from a prospect?

Work together as a team to help integrate peak performance principles into your process, and watch how much easier it is to sell to your prospects when you do this.


Scott Love improves recruiter performance by teaching a system of big billing success so that average people can achieve above average production. Nearly 2,500 search firms and staffing agencies from sixteen countries have invested in themselves through his training tools and online programs. Visit his online recruiter training center for free audio downloads, free videos, training tools, quizzes, instruments, and articles at www.GreatRecruiterTraining.com 

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Jobs in Recruitment

Here are a selection of the latest traditional, on-line and corporate HR recruitment vacancies from the Changeboard site:
- PR/Comms Recruitment Consultant - Warm Desk - London
- Recruitment Consultant-Construction (White Collar) - Eastleigh
- Recruitment Officer - London
- Resourcer - IT Banking Recruitment Team - City of London
- Head of Recruitment - London

The UK Recruiter job board is run in conjunction with Changeboard. We are currently offering up to a 50% discount for recruitment consultancies to post their recruitment jobs.   To find out more contact Joe at Changeboard on 020 8675 8851 or email joe@changeboard.com and quote UK Recruiter. 

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Louise at UK Recruiter has been conducting psychometric questionnaires for agencies/consultancies and corporates for over 10 years. For more information email louise@ukrecruiter.co.uk or call 07724 197830.

UK Recruiter News 

Louise's UK Recruiter blog
You can read Louise's UK Recruiter blog at http://ukrecruiter.typepad.com. She has recently posted about Taking a look at JobMate, Networking - round up and looking forward and Ageism - it is illegal don't you know! You can also keep up to date with other recruitment blogs from the UK via the UK Recruiter blog watch page at http://www.ukrecruiter.co.uk/blogs.htm. 

Discussion Board Summary
Don't forget to visit The Discussion Board. Current topics on the site include:
- advice please
- Payment terms
- CATS
- Social Care Recruitment
You do not need to be registered to post or view messages on the discussion board.  Visit the site, ask questions and share your knowledge.  

News from UK Recruiter Plus
As you would expect, UK Recruiter Plus provides a large number of original articles specifically about recruitment. However to provide the most comprehensive source of information in one place we also reprint articles that have appeared elsewhere, for example Peter Gold's paper on Implementing an Application Tracking System
We also provide papers, which are not specific to recruitment but which provide advice that can be valuable to a recruitment company. Examples that we have recently published are Working with a Payroll Provider  and An Introduction to Valuing your Business 
You can also view a full list of articles or subscribe to access the articles.

Industry News 

Finalists for the 2010 NORAs revealed
"2010 marks the tenth anniversary of the National Online Recruitment Awards. This year, almost 28,000 nominations were made, for 592 separate recruitment websites. Also, this year there is a special award to mark the 10th anniversary; the 'Recruitment Website of the Decade Award'. Judging of the finalists will now take place and the awards event will be held on Thursday 4th November, in Covent Garden, London. Full details of the NORAs can be seen at www.NORAuk.com."

MyResourcer.com Finalist in APSCo Innovation Award 
"MyResourcer.com, a new, easy-to-use vacancy lead generation system for the global recruitment market, has been chosen as a finalist in the Innovation category of the annual APSCo Awards for Excellence. MyResourcer.com has been developed over the past two years by co-founders Bradley Placks, and Mark Lennard, who between them have over 30 years’ recruitment industry experience, with the former also being one of the co-founders of Broadbean Technology. MyResourcer.com itself assists and enhances the way recruiters develop new business opportunities and find new vacancies. The Awards will be presented on Friday 26th November at the APSCo Charity Ball. 

Dan McGuire to leave Broadbean Technology. Dan Martin appointed as successor
"Broadbean have announce that Dan McGuire will step down from the company after eight years on the 10th of November 2010. Dan Martin joins as managing director from the digital division of A&N Media (ANM), Broadbean’s parent company and the UK's leading digital publisher, where he was Director of Business Development. He succeeds Dan McGuire who over the past eight years has built Broadbean into one of the UK’s fastest growing Internet companies and the European leader in job advertisement distribution, response tracking and online search technology."

Jobstoday Launches Major New Advertising Campaign
"Jobstoday.co.uk, the fast growing jobs website operated by Johnston Press, is to launch a major new advertising campaign to strengthen further its position in its local markets. Since January of this year, the recruitment website has attracted a record number of visits, with monthly unique users now running at circa 800,000.  With a media plan worth over £4 million over the next two months, the campaign has been devised by creative agency 60 Watt LLP with media planning by Feather Brooksbank. It uses a number of channels including radio advertising, outdoor, online, search and print."

Hitwise top 10 Recruitment Sites, week ending 25th September 2010
The most visited UK recruitment sites last week, starting with the most popular, were www.linkedin.com, www.monster.co.uk, www.reed.co.uk, www.totaljobs.com, www.jobs.nhs.uk, www.jobsite.co.uk, www.tes.co.uk, www.jobrapido.co.uk, www.indeed.co.uk and www.jobcentreplus.gov.uk. For more information about Hitwise, visit http://www.hitwise.co.uk
View online: http://www.ukrecruiter.co.uk/recnet/ukrecruiter_newsletter_473.html 

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