Creating Valued Partnerships with Clients
Next Level Recruiting Training is proud to introduce our mastery on-line training series; “Collaborative Recruitment.” This series of mastery workshops are about your ability to drive strong long lasting profitable truly collaborative relationships, even during challenge economies. It is about your ability to differentiate yourself from your competitors. Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.
This session will provide you with real skills to answer the following questions:
- How do we market for new clients in a way that differentiates us from our competitors?
- How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
- How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
- How do we elevate our level of relationship to secure engaged work?
These programs are designed to help tenured recruiters master advanced consultative techniques for client and candidate development. It is the accumulation of the very best practices of top billers and niche specialists in the recruiting industry.
Unlike traditional training, our programs are designed around web-based group workshops where recruiters can share, discuss, and practice the skills and techniques essential to recruiting.
Program Benefits
- Multiple methods of learning: Each workshop includes a workbook, live audio and visuals, role-plays, questions and answers, case study discussions, daily assignments, recommended reading and suggested scripts.
- Personalized support: Real-time trainers are on-line to coach each participant at every stage.
- Easily scheduled: Programs are divided into four 90 minute training sessions once a week. Sign in is a simple link sent to your e-mail address.
- No travel required: Can easily fit into a busy schedule. There is no need to leave the office or even leave your desk.
- Attendees: This series is designed for the tenured recruiter, team leader, or Manager.
- Length: Each session covers 3 modules and is approximately 90-100 minutes in length. Sessions are delivered once a week for four weeks.
Training Modules Included in This Program
Module 1: Principles of Life for Recruiting
Principles are about understanding “why”…not just “what” and “how”.
Principles are fundamental truths that support our business philosophy and guide our behavior. These are true on every continent, every country and across all cultures. These recruiting principles will become the foundation of a great practice and help you differentiate your approach with both clients and candidates.
Module 2: Preparation for the Client Call
The four most powerful tools we bring to the table are our skill, knowledge, attitude, and preparation. However, in the course of a busy day, it is usually our preparation that is the first to get short-changed. Preparation is vital to the success of any sales call. Preparation provides you with the confidence, knowledge and a plan, and it allows you to he the maximum impact on a sales opportunity in the time available.
Module 3: Opening the Client Conversation
The first few minutes of a sales call set the direction and tone for the entire call. There is a 4 step model to effectively open the client conversation with maximum impact. These 4 “Cs” are designed to meet both the personal and the professional needs of your client or prospect and set a positive climate for the call. The 4 steps in opening a client conversation are:
• Concise Introduction
• Clear Purpose
• Compelling Connect
• Call to Action
Module 4: Gaining Initial Client Commitment
Even the best laid plans and best-executed strategies will encounter resistance along the way. No matter how well you apply the skill of opening the dialogue you will, in many situations, be confronted with some form of resistance. Consider for the moment that your call may in many cases be interpreted as an interruption and it is simply human nature to respond with resistance. How you respond to this first encounter can either advance the dialogue or destroy it. The most common forms of resistance encountered early in the sales dialogue come in four forms:
• “not a need”
• “not me”
• “not now”
• “not ever”
Module 5: Probing to Qualify
Probing is about the skillful and purposeful us of questions to guide the sales dialogue with a client or prospective client. The probing spectrum runs from closed ended questions, to fact finding questions, to open ended questions. Each has its place in gaining more insight from the client. Insight is critical in every sales dialogue. It answers the question, “What do you know about me the client/prospect, my position, my organization or my industry?” Your insight will begin the essential process of developing rapport and legitimacy with your client/prospect.
Module 6: The Art of Listening
For most recruiters, listening is more like talking….and waiting to talk. What gets in the way of listening effectively? A lack of time, our own agenda, distractions, the sense that were right and the others are wrong. Nothing is gained by probing and qualifying unless we have first learned how to listen effectively. This session covers the skills of listening both actively and empathically and explores the principal that says ”seek first to understand, then to be understood.“
Module 7: The Spectrum of Search Solutions
Most recruiters tend to want to sell a solution before they ever bother to properly diagnose the client. Recommending a specific approach for a solution (retained, engaged, contingent, exclusive) should never be done in a casual manner or before you have a complete understanding of the client’s specific goals for recruiting, their challenges in the process, and their specific needs. Remember, you are not recommending your service, you are recommending a solution to help the client achieve their goals, solve their problems and meet their needs.
Module 8: The Capabilities Presentation
The purpose of the capabilities presentation is to provide a framework for concisely describing and communicating how you work; that is, what your process looks like from start to finish. The process through which you work with clients is one of your greatest sources of value. There is a real challenge in clearly articulating our recruiting approach and methodology so that it will be seen as valuable and aligned to what the client or candidate needs from us. Why is this important? The more you can differentiate in your process, the less you will have to differentiate in your price.
Module 9: Developing Power in Negotiation
The way a client sees you will determine how they treat and regard you and ultimately how they will negotiate with you. The Three Levels represent three ways a key player can decide to work with you-three different levels of relationship and therefore, three types of negotiation: Competitive, Cooperative, and Collaborative. Your goal is to be able to successfully negotiate at every level while progressively moving the relationship forward.
Module 10: Negotiating Tactics and Demands
This session is about your ability to create future circumstance with your clients through a better negotiation process. You can never concede your way to a healthy client partnership. This session will provide you with the negotiating ability to:
• Recognize and respond to the top 20 client tactics
• Counter the top 10 demands of both client and candidates
• Leverage the framework for negotiation to come to a win / win
Module 11: Responding to Misperceptions, Credibility Issues, Factual Concerns
Historically, salespeople have referred to client resistance as ‘overcoming objections.’ This language sets the stage for the wrong type of business relationship. No one wants to be ‘overcome.’ People do, however, want to be listened to and responded to. Resistance is a normal part of making business decisions, and the approach you take in responding to that resistance – an attitude of wanting to understand and help resolve your clients’/prospects’ concerns – is critical to your success.
Module 12: Close the Call and Follow Through
Every sales call, regardless of the agenda or outcome, requires a close. A call should always have a close even if you are not closing the actual sale! Closing the call serves to benchmark the progress you have made and to confirm future action that you and the client will take together. As a consultant, you have made an investment of time, and you need to have a clear sense of the status of the client in order to determine how your time investment is paying off.
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