Who are you going to blame this time?

November 28, 2011

The family and I watched the film “The Lion King” on TV this weekend; it is a great family film that communicates at many levels.

There was a particular scene that reminded of numerous conversations I have had with recruitment business owners.

In the film the wise monkey Rafiki leaves Pride Park in search of the main character Simba, who is the rightful heir to the pride of Lions.

Simba left his friends and family after a freak accident in which his father was killed in a stampede. Simba always believed that he was responsible for the death of his father, so in shame he left vowing never to return.

Rafiki eventually found Simba and begged him to come back to the pride and restore order, as his uncle was creating havoc in his absence.
“I can’t return to the pride” said Simba.
“Why not?” asked Rafiki

“Because of what happened in the past, I am so ashamed of what I did.” Simba replied.

Notice how Simba is allowing what happened in the past to dictate his future.

At this point in the film Rafiki swung his walking stick and smacked Simba right between the eyes.
“Ouch! What is that for” screamed Simba

“It does not matter, it is in the past” said the wise monkey

“Yes but the past is still hurting now” replied Simba

“Ah but you see, this is where opportunity awaits. For you can focus on the pain, and question the reason of the past, or you can go beyond the pain and learn from the past.” said Rafiki
At this point, Rafiki swung his walking stick again towards Sambas’ face, but this time Simba ducked. He had learned it was better to learn from the past than to dwell on it.

Every day I will hear from a recruitment business owner on why they can’t achieve what they truly desire. They will blame it on something that has happened in the past. Maybe the relationship with their parents, sibling or partner. Sometimes the recruitment business owner will blame the consultants the candidates or clients.

Psychologist call this, “Cause & Effect”

An example of this maybe “The business is underperforming because my team are not billing” or “I am unhappy at work because I don’t get on with my clients.”

All these are examples of what psychologists call being at “Effect.”

If however you are at “Cause” you will accept 100% responsibility for the performance of your team, consequently you will look to do something about it. Or if you don’t get on with a client and you take responsibility for this, then you acknowledge that it is your choice to work with that particular client.

Sometimes when I share this with some recruitment business owners, they will often do what’s called “arguing for their limitations” usually starting the conversation “Yes but, I can’t be blamed for my team under-performing.” Well that is where the difference is, it is not about blame it is about being at “Cause”.

What psychologists have discovered is that business owners that accept 100% responsibility for everything in their life, or are at “Cause”, tend to be more successful, happier and have greater contentment. Once you accept that your success is your choice and that you are responsible for everything in your life, then you can no longer be the victim as you are now acknowledging that you can do something about it.

What would your business look like if you always were at “Cause” and took the lesson from the past to create the future that you desire?

Wishing you continued success,

Terry Edwards


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Would you propose marriage on the first date?

November 10, 2011

When you first meet your ideal partner, even if it is “love at first sight,” you still wouldn’t propose on the first date. You are almost certain to get a NO! And rightly so… before anyone would make such a commitment you need to develop a relationship and trust with them first.

The same applies to potential prospects for your recruitment business!

In order to get the best results from your telephone marketing, you need to be nurturing and developing the relationship you have with potential prospects over time.  Evidence has shown that there does need to be some kind of relationship before they hand over their job spec and commit to your recruitment services.

You see, a large percentage of what influences someone to buy your recruitment services is the relationship they have with you. They need to trust that what you’re offering will get them the results they want. Also they need to know that you are the right person to go to.

This relationship is built by utilizing several routes to market simultaneously ‘touching’ each prospect from several angles and offering them high value information, that will help them and their business!

There is a great book by Seth Godin called “Permission Marketing” in it he argues that advertising just doesn’t work as well as it used to – in part because there’s so much of it, in part because people have learned to ignore it, in part because the rise of the Net means that companies can go beyond it. “We are entering an era,” Godin declares, “that’s going to change the way almost everything is marketed to almost everybody.”

The biggest problem with mass-market advertising, Godin says, is that it fights for people’s attention by interrupting them. A 30-second spot interrupts a “Seinfeld” episode. A telemarketing call interrupts a family dinner. A print ad interrupts this article. “The interruption model is extremely effective when there’s not an overflow of interruptions,” Godin says. “But there’s too much going on in our lives for us to enjoy being interrupted anymore.”

The new model, he argues, is built around permission. The challenge for recruiters is to persuade clients to volunteer attention – to “raise their hands” (one of Godin’s favourite phrases) – to agree to learn more about a recruitment company and it service. “Permission marketing turns strangers into friends and friends into loyal customers,” he says. “It’s not just about entertainment – it’s about education.”

There is a simple and effective method that is used by the most successful recruitment firms, which generate 100 of leads without you trying to do it on the first date. 

Simply click here where you gain access to the tools and templates to get your clients to call you. 

You will also get a E-Book compliments of drewcoaching

Being like the other recruiters is costing you?

November 3, 2011

Have you ever noticed that to succeed in life, you need to do the exact OPPOSITE of what the masses are doing?

If you don’t believe me, take a look at the cold, hard facts…

Lets take a look at your health. According to the masses you have a 1 in 2 chance of dying of heart disease, a 1 in 3 chance of dying of cancer and a 4 in 5 chance of being overweight.

With regards to intimate relationships the masses say that you have a 1 in 2 chance of a first divorce and if you marry again, a 3 in 4 chance of a second divorce!

And if you model the masses with regards to finance, you are in BIG trouble! Because you have a 19 in 20 chance of retiring without enough to live on, this includes support from your family, friends or the state.

As for the masses in recruitment, well consider this. Just 18% of recruitment businesses have 80% of the entire recruitment market….

The fact is, you’d be better off looking at whatever the masses are doing and then do the exact opposite. And there is nowhere this is more true than with growing your recruitment business. I mean let’s be honest here, most recruitment business owners are former consultants and if you do what the masses are doing you will get what the masses have…

– Being the cheapest – HIGHLY INEFFECTIVE
– Only getting business through cold calling- OUTDATED AND INFERIOR

But let’s take a look at the top 18%

Did you know that Barack Obama raised half a billion dollars online in his 21 months campaign for the White House, dramatically ushering in a new digital era in presidential fundraising? Obama’s email list contains upwards of 13 million addresses. Over the course of the campaign, aides sent more than 7,000 different messages. Over that same period his team sent 2077 voice messages. Obama and his team acknowledged that it was important that they communicated and started relationships with voters.

Yet just the other day a recruitment business owner told me that email marketing would not work for recruiters. This was from a man who has never used email marketing and is doing what the majority of recruitment business owners do i.e., just cold calling.

The reality is the successful 18% of recruitment business owners acknowledge that the world has changed virtually beyond recognition in the last 10 years (i.e., facebook (’04), youtube (’05), iPods (’01), 9/11 (Bush (’01-’09), credit crunch (’07-’10) and are generating business and growing their recruitment business using these tools. Despite this the masses are still making those cold calls and in most cases wasting their time as the people that they are calling are not interested in their recruitment service.

I’m not saying that cold calling doesn’t work for recruiters, but just for a minute imagine that you were also using the 14 other methods for acquiring clients and each method generated only 10 leads per month. This would generate 140 leads per month. What would that be worth to you and your team?

The fact of the matter is this…

If you don’t get with the program and adopt the new paradigm of how to market your recruitment business and attract clients in 2012, you might as well give up and go and get yourself a J.O.B. (just over broke)

You need to discover:

– Internet marketing
– Capturing leads from your website
– Social media
– Becoming a “key person of influence”
– Pay Per Click on Google and LinkedIn
– how to build a database
– Systemising referrals
– Email marketing
– Skype marketing

But out of all of them, the most important is building a database of potential clients who have a need for your recruitment service, and building a relationship with them.

Do what successful recruitment business owners do and you will get what successful recruitment business owners have.
Wishing you continued success,

Terry Edwards

Yes I would like to discover what the successful few are doing – click here