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You have a
deadly competitor out there and you probably aren't aware of it. If
you are, you probably don't know how much business this competitor
has taken from you.
Who is this competitor? The Delete Button on your prospects' phone
system! Here is how it kills your business.
This is an example of a voice mail where the delete button wins most
of the time:
"Hi, my name is Bobby Smith, I am a recruiter with ABC Executive
Search and I am calling because I found a candidate who has great
communication skills, x, y, and z in there background. I was
wondering if you were hiring someone like this. Call me at
860-555-1212."
My informal survey of hiring managers tells me that this call gets
deleted right after "I am a recruiter" most of the time. Know this,
no one cares who you are and where you are from UNTIL they know WHY
it is in THEIR interest to call you back. Look again at the above
message. The value is buried at the end of the call and is very
brief.
In contrast, here is an alternative that gets much better return
rates:
"Hi, this is Mike Gionta at 860-xxx-xxxx. In a recent search I
uncovered an individual who slashed spending by $343,550 against a
$2 million outlay with no interruption in service to their
customers. This individual will find hidden expenses in your
operation and provide you a return on his salary the first 90 days
after you hire him/her. I am calling you and a select few of your
competitors. To avoid a bidding war for his services, call me
immediately at 860-xxx-xxxx. Again, Mike Gionta, Hudson Consulting
Group 860-xxx-xxxx."
What is different? I lead with my phone number. Since they don't
know who it is they begin writing it down, taking their hand AWAY
from the "delete" button. Next, my first sentence is a huge feature
followed immediately by the benefit (return on his salary in 90
days). Note that the feature was a SPECIFIC number. Avoid round
numbers as much as possible to gain greater credibility with your
prospect.
Lastly, the voice mail creates a bit of urgency ("To avoid a bidding
war"). Remember a key fact on human nature; people want what they
can not have.
For more free tips, enroll in our Tuesday afternoon interview
series. Get instant access to interviews with Mike Gionta on the
first thing you should do emerging from this recession. Gary Stauble
and Doug Beabout discuss time management and productivity issues,
and more. Enroll at no charge at:
www.TheRecruitingFirmOwnerSummit.com.
After years of
learning the WRONG way to build a recruiting team, Michael Gionta
began training the techniques that he discovered and that launched
his success. The result? An office that ranks in the top 3% of MRI,
with almost $3 million in annual revenues. In 2007, Michael founded
his training and consulting firm, TheRecruiterU. Mike can be reached
at (860) 781-6012 x101 or at mike@therecruiteru.com |
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