Are Your Clients Ripping You Off And Stealing Your Recruitment Fees?

August 6, 2012

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Diamond Jubilee, Fish ‘n’ Chips & Your Recruitment Business

June 7, 2012

Over the weekend the family and I went to London to celebrate the Queens Diamond Jubilee and we had a great time in the pomp and ceremony of the day despite the lousy weather.

After a long day we were wet, cold and hungry and we decided that as a treat we would visit the oldest fish ‘n’ chip shop in the UK – The world famous Rock & Sole Plaice in Covent Garden.  As you know, fish ‘n’ chips is a traditional English dish and it seemed only appropriate that on this special occasion that we stick with tradition.  Now I don’t know if you have ever had the pleasure of eating there, but it is considered to be the oldest chip shop in the UK, so you can imagine it was pretty busy. The service was OK, but I thought the meal was fabulous and it certainly hit the button as far as we concerned. We were able to take our time and really enjoy the meal after what had been a very long day. The bill came to just over £100 for 4 of us, which included deserts and coffees etc.

At the table next to us was another family of 4 who were clearly upset at what they considered to be a lot of money for a traditional dish of fish ‘n’ chips, and they were heard complaining that they normally only pay a fraction of that when they go to their local chip shop.  As you know, in Covent Garden in London there are many places to go and eat from fine dining to pizza and burger bars, not to mention a few venues where you would be best to wipe your feet on the way out!!!

The interesting thing was that we were quite happy with our meal and did not feel it was appropriate to compare the price we paid with what we would pay at our local shop. I also felt that as there was such a large choice of restaurants and bars in the area it was rather churlish to complain about the price as it was a choice to eat there.

It reminded me of the two types of clients you have to deal with as a recruitment business owner.

First there is what is called the transactional client and this type of client is always looking for the best deal and buys on price and price alone.  If another recruitment firm was to offer the service at 0.5% less this type of client would accept as they have no loyalty. These types of clients think short term and see themselves as the expert and have no desire for you as the supplier to make any profit.  Their biggest fear is could they get it cheaper somewhere else?

Interestingly, the transactional client also tends to make more demands on you, your company and your time as it is all about what they can get from you.   When you work with the transactional client it can be frustrating and certainly tiresome.

Then there is the relational client.  This type of client is looking for an expert recruitment firm.  They are looking for someone they can trust, someone who will meet all their needs and they value the relationship. This type of client also realises that if they shopped around they would almost certainly find a cheaper option, but that is not the most important factor for them.  Their biggest fear is making the wrong choice. The conversation they have with you is about your service with less focus on the price.

As a recruitment business owner you have a choice about who you work with.  If you only wish to work with clients who really appreciate what you do and want to work with you on a ‘win win basis then that is your choice.

You can choose to implement a marketing plan that generates warm leads for you easily and effortlessly, or you can choose to make endless cold calls, the consequences of which are that you become almost desperate when a potential client indicates some interest, even if that client has no loyalty to you or appreciation of what you do.

You can choose to click here  and get access to marketing tools or you can choose to do what you have always done and get the same results.

It really is your choice.

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


New Year’s resolutions are a waste of time

January 4, 2011

Happy New Year to you!

Did you know that New Year’s resolutions are a waste of time for most recruitment business owners?

I have just got back from my local gym and guess what; it was absolutely packed with people that I’ve never seen before together with people who I last saw in January 2010. As a regular member this can be frustrating attempting to use the equipment but not being able to, because it’s busy with new members, embarking on New Year’s resolutions that won’t work for most of them.

Don’t get me wrong I appreciate that at the beginning of a new year, for business owners, it’s a time for reflection and also a time to think about the future. And for that reason many business owners decide that this year, things are going to be different!

But for most recruitment business owners, that’s all it is “thinking about how things are going to be different this year.”   For the majority of business owners this doesn’t work.

In fact according to a study carried out at Southampton University only 8% of people in the UK who make a resolution achieve them. That is a whopping 92% who fail and of that 92% when asked about their resolution in November of that year, 31% can’t even remember what their resolution was.

Like I said New Year’s resolutions are a waste of time for most people.

 A very close friend of mine is a highly successful personal fitness instructor. One of the reasons for his success is because he gives a money back guarantee that you will achieve certain fitness objectives. This time of the year is the busiest for him and his team. When he is approached by a potential client he asks them six questions before he agrees to work with them. One of the questions he asks is “Are you totally committed to achieving your desired weight?” If he gets the slightest hesitation then he will suggest that that client finds another fitness instructor, as he will only work with those people who are serious about achieving their goals.

You see if you are serious about achieving your goals, you are totally committed to the process and as he gives a money back guarantee, he needs that commitment from his clients. His theory is we all know what we need to do to be successful, be it in fitness, relationships or business.

The difference between those that achieve success and those that don’t is the commitment. Look if you enter into a relationship and believe that if you are faithful most of the time then it is OK, I suspect your partner will tell you different. Or if you decided to be healthy and only smoke five cigarettes per day your doctor may tell you different.

How many of you reading this, have bought self help books? Of those that you bought how many of you actually read it all the way through? And those who did, how many then took the action and guidance given in the book. A study carried out in 1998 suggested that 93% of self help books never get read. That is the pattern of most people.

I suspect as a recruitment business owner having a successful business is important to you. So between Christmas and the New Year you may have thought about what’s going to be different this year. For some, you may have decided to make those cold calls, whilst for others you may have decided to get your team to set some goals. Then you keep your fingers crossed that it will all work out. Not being fully committed to your objective is a bit like being “nearly faithful to your partner” either you are or you are not. Unless you commit to the process 100% you will get what you’ve always got.

It is not all doom and gloom. If 8% of recruitment business owners can make resolutions and achieve them, then so can you as a recruitment business owner. “If you do what successful people do you will have what successful people have.”

For example, if you would like to increase your sales by at least 25% over the next 12 months, the good news is that it’s achievable for most recruitment firms. Needless to say you would have to do things differently than you have in the past. For sure you would have to be 100% committed to achieving this goal, it is absolutely imperative that you ask the six key questions that will bring the success you desire. Once you ask these questions and answer them you will be on the way to success.

If you would like to increase your sales by a minimum of 25% over the next 12 months and you are 100% committed to that, email us at info@drewcoaching.co.uk. In the subject box please put I am 100% committed to my success.

We will then email you the six key questions and also have a telephone conversation with you to ensure that get all that you desire.

Remember New Year’s resolutions don’t work for 92% of the population; you can now be one of the 8% who have success.

Wishing you continued success,

Terry Edwards

drewcoaching


Do you have a business or a job?

July 16, 2010

 I got an email this past week from a reasonably successful recruitment business owner.

She is generating about £400k pa, she asked me a question that really got me thinking about the

Number one Most Common Trait of Broke or Nearly-Broke Recruitment business owners.

Could this email have been written by you…?

Hi Terry

I was wondering if you could give me a call please, you see….

“I’m already successful as a recruitment business owner by most standards but I’m still operating at my personal ‘break even’ every month and therefore not gaining much by way of wealth creation for myself.  My problem is not that I don’t know how to do what I need to do, it’s that I just don’t drive myself to do it. I think this is a tricky problem and I want to know if you’ve successfully helped someone else through this. If you have, can I speak briefly to them?”

The answers to his last two questions are “yes” and “yes!”

Look, I’ve coached over 200 professional recruitment business owners over the last 7 years, so I’ve been able to observe some trends.

First, let’s identify the challenge…

You’ve got a poverty mind-set.

Yes. That’s it, plain and simple.

I remember hearing a teaching by a guy named Harold Eberle.

In his travels around the world, he’s observed that folks caught in a grinding battle against poverty all share a common trait. He observed that they would always do just enough work and make just enough money to survive for TODAY. They’d never work harder or longer to earn MORE than they need for today. They’d work for a while, collect some money, and then go blow it. They wouldn’t turn up for work again until they needed more money. And, of course, this led to a perpetual hand-to-mouth cycle with a ZERO savings rate.

Did you also know that you earn approximately on average what your seven closet friends earn? Go on do the test you will be surprised at the answer.

So let’s bring this closer to home.

If you’re constantly broke or nearly-broke, here’s why.

You work at home or in a small office and you work alone or maybe with one other person…

You don’t have to work unless you are forced to do so by someone or something…

So, you only generate enough leads to get by…

And so you only land enough clients to get by…

Therefore, you bank just enough revenue to get by…

You simply don’t put in the additional energy that you’re truly capable of.

You don’t have a recruitment business you have a job.

And that’s why you’re broke.

Sure, you’ve got a vision for wealth and abundance, but you don’t push yourself. You like your comfort today more than the prospect of having your dreams tomorrow. So, you make “small” decisions today that lead to “big” consequences tomorrow, but you ignore that reality moment by moment as you live each day.

And that’s exactly why you need a Recruitment Business coach!

If you don’t have a coach pushing you, then the only outside force acting upon you is the fear of loss. You’ll finally go and land that new client when you don’t have enough money.

But, when you work with a good recruitment coach, he/she will drive you to a higher level of achievement by keeping you focused on your vision and goals. When you work with a recruitment coach you will discover the essential secrets of recruitment business success.

Why don’t you book a complimentary coaching . Here is the worst that can happen. You get access to some tools and techniques that are used by the most successful recruitment business owners.

If you would like to book a complimentary coaching session call 0845 890 4004 and ask for me, Terry Edwards.