Meant to mention this a while ago. This is from REC's "HELP campaign" which has been created to help UK recruiters through the recession.
Ten Top Tips to Beat the Recession
The accelerating decline in the economy has taken many by surprise. To assist our members, the REC has put together a check list of 10 essential principles for your business to achieve optimum performance.
Top Tip 1: Be Better Informed than your Clients
In this ever changing economic climate, market intelligence and up-to-the-minute information can often make the difference in a "make or break situation" for business. Research will enable you to identify potential prospects. Basic market research will help you understand what your customers need, local demographics and future trends enable you to formulate your recession strategy. The REC's dedicated recruitment research unit with its regular publications empower recruiters to make informed business decisions, remain responsive and steer the business in the right direction.
Access detailed, timely information about the state of the market, changes to the industry, forthcoming or threatened legislation, business best practice, and much more – help your clients and yourself and stay on top of the game, click here and here.
Top Tip 2: Telesales brings business!
Telesales means using the phone with intelligence. When conducted properly, telesales is one of the most effective tools within your "acquiring and keeping" business mix. Effective planning is critical to having quality phone time with your customers -and, if you say you will follow up, do it. Make sure you follow up on the day and time you say you will. Target your questions, research your customer, be clear about your objective for calling.
To use the phone as a peak performance tool click here
Top Tip 3: Understand and Anticipate your Clients' Needs
Organise your desk to adapt to the ever changing market environment; acquire and apply the right skills to manage the recruitment process in a challenging market.
Don't over sell, help people buy. When you truly put the client's interests above your own, you will become a consultant, a team member and a partner for your client. Simplify wherever possible, plan and prepare well, then focus on your priorities.
To develop your customer skills, add value to your business and control your desk, click here.
Top Tip 4: TLC for Business
Do you sometimes feel like a plate spinner? A successful leader inspires and gains commitment from their team. They motivate a sales team to generate new business and yet can still manage their own revenue stream.
Whatever you do, don't cancel office celebrations – its more important than ever to celebrate success – Keep up staff morale - let your people know they count as much as your key clients, and whatever successes you have, celebrate them.
To get the best from your teams click here
Top Tip 5: Sales techniques that…Sell
When it comes to selling in a tough market you need to know the real issues and problems your clients face. Understanding client problems allows you to adapt your solution to their real needs whilst at the same time improving your relationship and revenue stream. Rehearse the most difficult conversations that may need to be had with suppliers, clients, customers, employees and financiers.
And while you sell more effectively – keep your public profile high. Its time to do "hearts and minds" selling - this is why you need to find out about the psychology of sales and problem solving sales techniques click here.
Top Tip 6 – If you don’t look after your clients, someone else will
Protect your client base and stay ahead of your competitors by establishing a focused approach to managing important sales accounts including creating effective touch points. Following-up with your customers is a great marketing move to retain them, yet most people just don’t do it. E-mail marketing is one of the most cost effective methods for you to communicate. Two elements are really important to the message you deliver, and the timing of it – To find out how to get this right every time, click here.
Top Tip 7: Take control of your budget
Have the best approach you can to cash management - it’s simple and is the most important part of your business as is having the best possible relationship with the bank. Knowing where you are, particularly in terms of your debtors, and being in a position to look for invoicing solutions that support your business is key. Persuade your staff that every time they spend company money, they should do so as if it were their own. This is a good time to go back to your suppliers to negotiate a better deal. Look for a bargain. Take stock of your current suppliers and investigate alternatives to maximise savings. Look at reducing your phone bills every quarter by installing VoIP technology. VoIP allows you make your phone calls over the internet at the fraction of the cost of a normal phone call saving you hundreds of pounds on your annual business phone.
To start saving click here.
Top Tip 8: Competing to Win
It's clear that some businesses just won't make it through a recession, but there is opportunity and growth still out there. Many businesses prosper and grow in such times, and many take advantage of diversification and change. Successful businesses are the ones which adapt and change. A recession may give you an opportunity to review your business and to take a different route.
To review your options and find out how fit you are click here.
Top Tip 9: Change your Perspective & Win More Business
Take an objective view of your business performance and capabilities. Assess your in-house practices, processes and procedures and honestly ask whether they improve or hinder your bottom line.
Get a mentor and work with them to keep your business on track. A mentor can help keep you energized and motivated, and also offer you a different perspective. Both are good, and a mentor who can address industry specific issues is even better. In addition did you know that the more you smile, the more positive reactions others will give you, and the more engaged your clients will be with your point of view – take a new look at your approach to business.
For a new vantage point, click here
Top Tip 10: Making Technology Work for your Business
New media has become an essential component of the marketing mix to successfully reach to and engage with target audiences. Understand and develop smart digital marketing strategies to increase your business potential. Creating solid SEO and pay per click advertising means you win the business.Your website is your shop window, and optimisation is key. It should be 100% up-to-date and include useful information. Your website should be optimised for brand and location searches at a minimum.
To get onto the worldwide web, call 020 7009 2172 today.
great tips supported by the REC. I've learned the hard way where we have put a fair amount of cash into mailing and speculative marketing / brand profiling excercises that haven't work. What is working is targeted, good old fashioned telesales along with informative,sector specific, value adding workshops for prospects and existing clients. It's cheaper, more cost effective and gets your consultants earning their crust.
Posted by: Adam Flowers | 02 June 2009 at 12:02 PM
Thanks for this. And I'm really enjoying your book!
Posted by: Alexander Q | 09 June 2009 at 12:48 PM
Recruiter detail in this blog is very lovely and valuable.
Posted by: Monia | 10 June 2009 at 03:21 PM