In this weeks episode of the ‘Renegade Recruiter Unleashed’ we talk about the difference between being the hired help and the paid expert…
Being positioned one way means you end up being mistreated by clients, overworked and underpaid… And being positioned the other way means you get to charge premium prices, work with the best clients and work with people who truly appreciate the value of what you do…
For show notes, podcast updates and additional resources head over to:http://therenegaderecruiter.com/
Positioning is basically how you view yourself in the market and how your competitors view you and how your clients and candidates view you in the market.
There is really 2 ways that you can viewed or positioned. You can be positioned as what we call #1 The hired help or #2 The paid expert.
Its like the difference between hiring a interior designer or a painter and decorator, if you think about it both essentially do very much the same thing.
The hired help gets told what to do and when to do it. The paid expert is a leader and they work with clients on their terms.
The mistake that i think a lot of people make is that they believe there clients want the hired help rather than the expert and intact ill even go as far to say that clients sometimes even think they want this aswell. The truth is they don’t.
Most people are walking around with an umbilical cord in hand looking for a new place to plug it in.
The problem is perception. Are you perceived as and expert by your potential clients?
It is possible to know everything there is to know about a certain subject.
If what you’ve done so far hasn’t worked, working with the hired help why do you think its going to work again.
There’s less resistance then from your client when you’re perceived as the expert.
One way of having authority status is by being and educator, and advocate for your clients.
Having a well defied niche.
Make an effort to write articles to attend to your area of expertise.
When you become a speaker, in seminars or panels its a great way to position yourself as an authority.
Getting interviews on local radio shows are extremely effective.
Your clients are more likely to trust you because you’re an author of a book because your a public speaker, because they’ve herd your podcast.
All these things combined help you get perceived as an expert.
The key to your success as a recruitment or search firm owner is two fold really, marketing and mindset.
In this weeks episode of the 'Renegade Recruiter Unleashed' we talk about the Netflix original series 'House of Cards', After attracting a huge following and even winning a Golden Globe we will take a look at the main character, focusing on 10 things you can learn and apply to your Recruitment or Search Firm Business from Francis J. "Frank" Underwood Quotes.. For show notes, podcast updates and additional resources head over to: http://therenegaderecruiter.com/
#1 “If you don’t like how the table is set turn over the table.”
There are plenty of rules we have to live by but one isn’t to sit by and just let things happen to you. If you don’t like they way things are right now change it right now!
Theres no room for complaining. there’s no point, there’s no use, there’s no benefit to it.
#2 “For those of us climbing to the top of the food chain the can be no mercy. There is but one rule, hunt or be hunted.”
If you don’t want to be thrown under the bus for things you have to be one step ahead.
Don’t compete with your competitors, dominate them.
You need to be constantly going out there and hunting for new clients, hunting for new business.
The average consultant will get maybe one, two leads a week in.
#3 “The nature of promises Linda is that they remain immune to change in circumstances.”
Unless its unthinkable its imperative you stay true to your word.
The most important relationship that you have right now is the relationship that you have with yourself.
#4 “There is no better way to overpower a trickle of doubt than with a flood of naked truth.”
The truth will always overpower doubt. So know your facts.
If a client gives you a glowing testimonial about how great you are there less likely to leave you and go work with your competitors.
#5 “Appeal to the heart not to the brain.”
All buying decisions are made based on emotion and justified with logic.
As human beings were motivated by one of two things, to avoid pain and gain pleasure.
Tap into your clients emotions to get them to make a decision.
#6 “From this moment on you are a rock. You absorb nothing, You say nothing and nothing breaks you.”
Sometimes its better to be a fly on the wall.
There are over a hundred different ways the you as a recruitment or search firm owner can generate leads. Most recruiters only know three or four.
If you haven’t pissed somebody off by 11o’clock in the morning then your not doing sufficient marketing.
The only thing that you can really measure in your business is results.
#7 “To improve is to change, To perfect is to change often.”
Being static isn’t the way to achieve anything.
#8 “There are two types of vice presidents. Doormats and Matadors. Which do you think i intend to be.”
#9 “I wouldn’t be sitting here if i wanted a shoulder to cry on.”
You must accept 100% responsibility for absolutely everything in your life.
#10 “Even Achilles was only as strong as his heel.”
Don’t let your weakest point be your downfall, whatever it may be. Work at it so it doesn’t become an easy target.
In this weeks episode of the 'Renegade Recruiter' Podcast we talk about growing your recruitment or search firm buisness by applying some strategies used by Disney. Do you want to increase leads and improve your personal earnings? Of course you do! Today we will cover 4 lessons used and proved to work right now by Disneyland. For show notes, podcast updates and additional resources head over to: http://therenegaderecruiter.com/
There aren’t many places in the world that can boast a bigger average spend per person than vegas… but disney can!
If Disney can set a minimum criteria for you to ride in their teacups why don’t you set a minimum criteria for your clients too?
You do not have to work with everyone.
You should have a minimum criteria that your potential clients must meet before you even consider them as fit for your business.
Your business. Your rules.
The industry norm for contingency recruiters filling roles is 30%.
What that does mean is that 60% of the time you are working you will never ever get payed for it.
Whats your minimum criteria?
If your not turning clients away, if you’ve got no standards then your bound to have some bad clients.
Lesson number one, have some criteria and decide who you will work with and also who you won’t work with.
Just go and test it!
If you haven’t got a cue of people waiting to talk to you thats costing you millions in lost revenue.
Market aggressively. Position yourself as a leader.
Most recruitment and search firm owners spend most of there time and energy hunting and searching for new buisness and looking for new clients.
It is 100 times easier to get someone who’s already spent money with you to spend more.
You should have a VIP or a premium offering in your buisness.
Every time that you have a buisness development meeting with a potential client ask them for the buisness.
Terry Edwards - The Persuasion, Influencing and Sales Recipe For Recruitment and Search Firm Owners: The Quick and Dirty Secrets For Increasing The Sales In Your Recruitment Business
In this episode of the 'Renegade Recruiter Unleashed' I interview Vicky Fraser aka 'The Small Business Ass Kicker' ... We talk about the results Vicky has achieved in her business, how she did it and some of the obstacles she had to overcome along the way.. If you've ever wished there was a manual for the kind of stuff that really happens when you first start a business... You know, the frenzied work on everything that comes your way, the dry-mouthed panic during the fallow times, the crushing despair as you realise running a business never ever stops then you'll love this interview... For show notes, podcast updates and additional resources go to: http://therenegaderecruiter.com/
You can’t fire me because i quit!
Most people are pretty good communicators face to face, especially when they are talking about something that they know really well.
Communicating with their clients is simply communicating with another human being and thats all it is. People do business with people and not with businesses.
Just write the way you talk!
Get somebody to ask you about how you can help them solve their problems and just record the conversation.
All of that stuff is scary and it makes you push yourself out of your comfort zone and if you don’t push yourself out of your comfort zone you’re never gunna achieve what you could and you’re never gunna risk failure and you’re never gunna risk rejection and you don’t learn anything from constant success. You learn from your little failures.
The only real failure is if you give up.
If you always do stuff that you know you’re gunna get right you’re never gunna learn anything and if you make mistakes and learn where you’ve gone wrong (if you feel safe to do that and feel ok to do that) then you can push yourself and safe in the knowledge if you do make a mistake thats ok, It doesn’t mean that your stupid or a failure or anything else. It means that you’re learning something.
We think that people are paying more attention to us than they actually are a lot of the time.
“Never compare your insides to someone else's outsides.” - Rob Lowe
Other peoples opinions of you in none of your damn business!
What you see is not necessarily the way things are.
You might be in a different industry but people are people are people and everybody has a problem that needs solving and if your product or service doesn’t serve a problem for somebody then you shouldn’t be selling it.
Its not the buisness its the people.
I don’t abandon a company because they’ve make a mistake, i abandon a company because they don’t deal with the mistake well.
There’s very few mistakes that you can make that are completely irredeemable.
Its okay to sometimes not do what you would like to because you learn from it and move on.
Nobody cares about you and your buisness except you and your mum!
Everybody has an interesting story to tell but it doesn’t come out from most business owners because they’re afraid of standing out.
You don’t have to be over the top crazy because sometimes it can seem a little but forced, don’t try and be like somebody else but if you’re just you…You know, really you and really honest about who you are and what you’re doing and the people that you’re trying to help you’re gunna stand out automatically and in a quieter way than the kinda bells and whistles and Donald Trump.
Getting there attention first of all. Creating some interest/ Desire and the final thing is action. So your telling the reader exactly what you want them to do.
If you want somebody to do something you’ve gotta assume people want too be lead around and they wan too be told what to do, so you have to tell them in no uncertain terms. What to do, whats gunna happen when they do it, whats gunna happen if they don’t do it and then tell them what to do again.
If you’re getting results and people that you’re working with are getting results and you’re helping them then thats good, thats enough. You are enough.
We’re prone to focus on the negative in our lives, everybody is because it’s kinda an evolutionary survival trait.
As soon as you have a thought pop into your head that is kinda doing yourself doubt take it out and have a look at it and say is this really true or is my brain distorting it and 9 times out of 10 its not true at all.
Our brains are amazing and there also really stupid.
Everybody starts from somewhere or nowhere.
Nothing has any meaning but the meaning you give it.
When you run your own business you’ve got no accountability unless you go and find some.
Stop looking around at what everyone else is doing and concentrate on what you’re doing.
John Caples - Tested Advertising Methods
Claude C. Hopkins - Scientific Advertising
Robert Cialdini - Influence: Science and Practice
Charles Duhigg - The Power of Habit
In this weeks episode of the 'Renegade Recruiter Podcast I interview Zoe and Denis O'Driscoll the Founders of Corvin Fox Ltd...
Zoe and Denis specialise in supplying top performing interim managers and consultants to the Food Manufacturing Sector and in this interview, they talk about how they got into the industry, the lessons they've learnt along the way and what they've done to grow their business...
For show notes, podcast updates and additional resources head over to: http://therenegaderecruiter.com/
[6:31] Some of the most recent interviews we’ve done, where clients have all said that the reason they got into recruitment is because they had bad experiences from being on the other side.
[14:36] Just test it, you’ve got to give it a go!
[14:41] Some will, Some won’t. So what!
[15:02] If you're ringing people that you're not putting your name in front of on a regular basis they aint gunna know who you are and they won’t want to do business with you.
[15:46] Its facts its it. What you can’t measure you can’t improve.
[20:35] You need to be the front of peoples minds the whole time.
[20:42] Its very much like health and fitness, You don’t go to the gym one or twice or for a few weeks expecting to get instant results. You have to be consistent, You have to stick at it and keep improving as time goes on.
[20:54] We call it playing at 100%.
[22:50] There will always be someone there that doesn’t like what your doing.
[23:15] If people aren’t complaining about your marketing you're clearly not doing enough of it.
[27:06] Its estimated there is about 147 different ways a recruitment or search firm owner can generate leads
[27:22] What we’ve found is the really successful guys there using 20, 30, 40 different methods for generating leads.
[30:18] Don’t get sidetracked, Stick to what you planned you would do.
[32:27] Clients won’t buy from you if they don’t know you, like you, trust you or have a need.
Alister Campbell - Book of Leaders