Can I get something off my chest?

August 21, 2012

You know, sometimes, something’s just defy belief and logic.

On Thursday last week, I received the following email from a Recruitment Business owner, based in New Zealand..

To Whom it may concern

Please can you cancel my subscription to the Recruitment Marketing Academy as I do not find it beneficial to my business.

Now don’t get me wrong, I appreciate that some business owners don’t get permission marketing and prefer to continue with cold calling to try and get business.

However, in this particular individual’s case, they joined the Membership Site on Monday 8th May for $1.00. This gave them access to ‘done for you’ tools, templates and scripts that are guaranteed to grow any recruitment/staffing firm. Also, once a month they could attend a Q&A session with recruiters from around the world, as well as access the expertise of a Recruitment Business Coach. This individual logged in to the site ONCE during their five month membership. They NEVER attended a single Q&A session and they NEVER responded to any of my emails asking her how they were getting on and offering help.

“Please can you cancel my subscription to the Recruitment Marketing Academy as I do not find it beneficial to my business.”

Image

I was slightly confused by the email, as many other business owners have generated more leads than they could handle with the help of the Membership Site.

When I pointed out that they had only been onto the site once, they replied “I have been busy doing other stuff.”

Is it me or does that make NO sense? Too busy to grow your business? Shouldn’t the “stuff” you’re doing be growing your business?

Just a thought…

Anyway, I duly cancelled their membership and removed them from our database, as that is just not the kind of recruitment / staffing business owner that we want to work with.

Thanks for letting me get that off my chest…

Look, if you’re not too busy to make more placements, earn more money and never cold call again, click HERE now.

If you are too busy you also need to click HERE now.

Please note: any adverts on this page are not connected with drewcoaching.

Advertisements

Did you run out of petrol?

April 4, 2012

Last week the UK government announced a “possible” fuel tanker drivers strike!

This led to fuel stations across the UK packed full of panicked buyers over spending on fuel, filling their car up with fuel they don’t really need.

Demand for petrol rose 172% on Thursday, and diesel by 77%, according to independent retailers’ group RMI Petrol.

There is a great book by Robert B.Cialdini – Influence Science and Practice, that looks at the factors that influence human beings to buy, it is considered a must read for any business owner that is looking to persuade clients to purchase from them.  Once you read this book I am sure you will appreciate the whole science of scarcity.  Let me explain…

In our need to control our world, being able to choose is an important freedom. If something becomes scarce, we anticipate possible regret that we did not acquire it, and so we desire it more. This desire is increased further if we think that someone else might get it and hence gain social position that we might have had.

In his book Cialdini tells a story of a salesman who always arranged for more than one interested buyer to arrive when he was showing a used car. The competition increased anxiety in both of them, and made the car seem much more attractive.

As a recruitment business owner, you can use this principle to help you make more placements and earn more money.

The scarcity principle is one that has been used by smart recruiters.  When something appears to be scarce, as human beings we instinctively want it more. Even though we don’t really need it!

You will have seen the expression ‘limited numbers’ used in adverts and direct mail — this again is the scarcity principle in play. Direct mail often includes these expressions to create the feeling of scarcity: A time sensitive offer such as:

“Reply with 7 days and receive this additional bonus,” or “Hurry – limited stocks.”

Is there an honest — time sensitive offer— you can include in your sales and business communications?

Perhaps when marketing a candidate.

Psychologists have found that the reason that scarcity is such a powerful principle is because as humans we are motivated by two main factors: “To avoid pain” and  “To gain pleasure.” Avoiding pain (fear of loss) – works better for creating action than the gaining of pleasure (an advantage or benefit).

We’ve certainly seen what happens when a shortage is announced about a staple commodity.

“Petrol is in short supply!”

What happens… yes, everyone goes out and buys loads of petrol, thereby making the problem worse.

TV infomercials and shopping channels use a flashing panel which states:

‘LIMITED numbers!’

Now here’s a strange observation from Robert Ciadini, if people manage to obtain the item that is scarce they will also believe that it’s better than if the item had been in plentiful supply.

So how can you use that in your business?

Do you always create scarcity in your communications to encourage your client to call you, email you and take some form of action?

You better do it quick because if you don’t and your competitors do, what are the implications for you and your business?

Wishing you continued success,

Terry Edwards

Please note: Any adverts on this page are not connected with drewcoaching


What does it take to create a successful Recruitment business?

June 22, 2010

As a business coach over the years I have been asked many times what it takes to create a successful recruitment business.  I always find this challenging because I don’t believe there is only one answer that fits all.  What I do know is that there are a number of things that every recruitment business.  should do and every recruitment business owner does do to guarantee success.

So with your permission I would like to share what the most successful recruitment business owners do. The good news, you can apply this to any business

1. They must have goals – knowing exactly where your business is going, what it will look like when it is finished is absolutely essential for business success.  Unless you know where you are going, how will you know when you get there?  Not only that, business goals keep you on track and should motivate and inspire you.

 2. Positive Beliefs’ – What ever you believe is true. If you believe you will be successful it is true, if you believe you are going to struggle that is also true.  Our decisions and beliefs are not based on reality itself, our decisions are based on our belief of reality.  What we do know is that all successful business owners believe 100% in what they are doing. 

3. Be true to your customers, potential customers and suppliers – Be always true to your customers, your prospects and your suppliers, exaggerating the benefits of what you sell, and failing to deliver against that can have massive negative implications.  As word of mouth marketing is often the primary way that businesses find customers.

4. Understand the importance of sales and marketing and do it effectively – in all the years as a business coach clients will often tell me that their product or service is the best available in the market place.  And I tell my client that makes no difference to them, what is actually important is that they have to market the service or product to potential clients.  Because it is very rare that potential clients will come to your door just because you have the best product or service.  To get more customers you will have to market/sell your product or service effectively and continually.

5. Embrace the web – No matter what your product is there is every chance that your potential customers will turn to the web before they make their decision to purchase with you.  That may be Yell.com, Google, Yahoo or MSN.  If your customers can’t find you they will give your business to one of your competitors.  Remember “social media marketing works” that is why multi nationals use them, also it is free. How good is that when it comes to marketing? And it is a great source for checking out clients and candidates

6. Be realistic in your expectations – yes some people set up in business and become a millionaire over night but that is an exception.  They normally send a lot of time setting up and working on the business.  Once you have your goal, you know where you are going, you then build a team you will achieve your goals.

7. Taking action – Take action with the respective goal and all the other things I have mentioned it is easy to get stuck in the planning phase, or sit by the phone waiting for clients to call you.  What we do know is that all successful business owners take action to achieve their long term goals.


Definition of insanity….

May 12, 2010

Some business people take on a victim mentality, which has weaken their confidence and resolve. They become paralysed and only see obstacles, and sincerely believe it is only going to get worse and there is nothing there can do about it. They lose sleep worry about how bad it is.

There are also those business leaders who thrive no matter what the economic conditions are by seeing opportunities and through having the courage to take action in spite of their fears.

Many fortunes are built during recessions when the prices are low and opportunities are seized by those who train themselves to spot them. John D. Rockefeller made billions in the Great Depression.  John Paulson was able to increase his personal fortune and the funds he managed by 38% in 2008, by seeing opportunities in housing and banking shares. Some of our clients are having record months for increased sales and profits.

Every single one of our clients business grew during the credit crunch

 What we know is successful people and business leaders develop a way of thinking and believing − they take charge of their mindset and then follow through with action to achieve success. Training your mindset and increasing sales are just is just some of the strategies for business success you can discover at drewcoaching. In fact we will share with you how to generate 15 warm leads in 30 days and then do that every month thereafter.

 What could your company do with 15 warm sales leads every month? How much would your sales increase if you had 15 warm every month for the next 12 months?

 So what’s the difference between people who thrive and those who are just surviving…

…It’s their mindset and the fact that successful business leaders take action

Think about what it will cost you if you don’t change limiting beliefs, negative self-talk and habits that are holding you back?

You have probably heard the quote…

“The definition of insanity is to do the same thing over and over again and expect a different result.”

If you know something needs to change in your life and with your business, if you require more sales and are not sure where to begin, contact us at drewcoaching and our team will share some secrets with you that will change your mindset and share with you how to generate 15 warm leads every month.

If you want to train you and your team mindset to let go of the negative self talk as well as discover how to generate 15 warm leads every month contact drewcoaching info@drewcoaching.co.uk  Tel 0845 8904004

You would be mad not too !


Positive Attitude… I'm excited!

May 7, 2010

Why?

Because I’ve realised that every one of my clients who has been Coached are making breakthroughs in their businesses. Why is this

Positive Attitude

Ask just about anyone in sales when the ABSOLUTE BEST TIME to call a prospective. They will quickly tell you that it’s right after they closed a big sale. You see, when things are going right, they keep going right. There is a much higher conversion rate experienced when they’re coming off of a success.

And that is down to ATTITUDE.  This is the thing that I consistently check for in my clients. When I meet a client for the first time that is what I am looking for. And don’t think that I’m the only one checking’ for this. So are every one of your clients and customers and your team.

“Anna” is not doing well in her Consultancy business. People have been calling, but she just isn’t closing any deals. Just ask Anna “How’s business?”. The response is an absolute TIRADE about how LOUSY the economy is, what a TERRIBLE town she decided to set up a business in, how the news on TV is SO DEPRESSING!!! I’ll bet you just can’t wait to talk to Sally again!!!

“Sandra” on the other hand, is also in Northampton, not doing terribly well during this quarter, but never shows anything but a smile. The worst you’ll ever hear from her is “Everything’s OK, No Big Complaints” (even if she’s really having a tough day). When things are going well, she’s got a smile like sunshine, and still makes sure that the majority of the conversation is about you, not her.

Who would you rather do business with? Here’s my observation on this, most people would rather do business with the supplier with the positive attitude

 

Your attitude determines how you respond to failure, rejection; let downs, rainy days, bad service at a restaurant or even someone who cuts you off in traffic. At the same time your attitude determines how you respond to the successes in life.


Fear of the rejection

April 13, 2010

This is the first in the series of articles where we will be sharing with you some of the typical challenges some of our clients face

 This month we will be looking at a recruitment company in Northampton, who employ 5 consultants and have a turnover of £2 million.

They have turned over that figure for the last 2 years. drewcoaching were called in as it was felt that they were stagnating and not moving on to the next level.  On closer inspection it was discovered that the organisation were doing great with existing clients but were not generating any new business, and if this was to continue the would actually go backwards.  Upon talking to the consultants we established that getting business from existing clients was relatively easy and they were uncomfortable getting new clients as they feared rejection.

The heart of this whole thing is fear of rejection.

Selling is the heart of the world’s commerce. It is the pulse of the world’s economy.

As a salesperson/ENTRPENEUR/Business leader you have to have the ability to take rejection, often multiple rejections, and still have the strength, attitude, creativity and determination to try again.

It is a fact for most people selling a service or product; more clients will reject your offering than will say yes.

Let me explain the # 1 reason why most people hate selling –

Fear of rejection
This fear stems from the most primordial human need – the need to be loved and accepted. Yet, if you can get over this fear, it can be one of the most liberating aspects to unleashing the true you. When you let go of the fear of rejection, and replace it with loving and accepting yourself – that is where the magic happens.

How do you overcome the fear of rejection? There are three ways:

  1. Feel the fear and do it any way (the kamikaze style)
  2. Be absolutely prepared with proven strategies
  3. Prepare yourself in such a way that the client wants to buy from you more than you want to buy from them.

 Drewcoaching can show you how to do that every time you met your potential clients

And as a salesperson/business leader you have to understand the complexity of sales and selling, or you will never achieve. It’s not about making a sale, or a numbers game. It’s about understanding, preparing, defining, and mastering the strategy of a sale to get your targeted result.

The entrepreneur/business leader/sales person is constantly selling at every step of the way. You are selling your vision to, investors, staff, suppliers, creditors, family and friends. If you are to drive the growth of your company, you need to have your finger on the pulse as far as selling your offering – this is the lifeblood of your business!

Let me reframe that dirty four letter word (sell) for you…

Influencing with Integrity

Who do you know throughout the ages has influenced with integrity.

Let us see… Gandhi, Donald Trump, Nelson Mandela, Mother Theresa, Richard Branson, Oprah Winfrey, Jesus, Madonna, Barak Obamah – where would they all be without the quintessential skill of influencing with integrity? (Where would we be if they didn’t for that matter?)

When you can influence with integrity, there is no limit of what you can achieve in your entrepreneurial/ business endeavours. 

If you would like to discover the proven technique to guarantee success in influence and integrity please contact drewcoaching: email – info@drewcoaching.co.uk, or leave a comment in the box below.