When it comes to Reverse Marketing to bigger organisations, there are several ways to get the conversation started, and grab their attention. One of them is the CEO’s letter to shareholders, which is the annual letter that the CEO or C-suite write to their shareholders each year. The letter usually covers the organisation's financial results, its current position in the market, and some of its goals. In the letter, they generally have four or five specific goals that they wan
Clients are 5x more likely to buy or hire when there's a trigger event in their company. And if you get in early in the buying window of the trigger event, then you can always fill your pipeline and get there before anyone else. So, therefore, your probability of doing business with these decision-makers is a lot higher. Here are 10 trigger events that will help you do reverse marketing more intelligently, as well as carve out better employment opportunities for your jobseeke
As I’ve said many times, you should never ever begin by telling, pitching or providing solutions before the client articulates what they want to gain, achieve or solve. Open-ended questions are essential for any sales success. As we know, without an employer having recruitment, staffing or even business problems, we cannot provide recruitment solutions, specifically if we’re trying to job carve. And in order to discover business problems, we need to ask good questions. Good q
One of the biggest mistakes I see time and time again when it comes to Reverse Marketing is not having a clear strategy. There is no structure, frameworks, sales cadence process, scripts, a sufficient employer database or even a blueprint. The employer pipeline is usually weak and it’s because some may not have the capabilities or knowledge in how to build a pipeline. It’s vital that each staff member has a clear strategy and process of how they will execute in order to reach
Unless you have a mission and purpose driven approach to your marketing, then you won’t succeed. Many times, it’s not the most skilled in their employer engagement activities, but the person that knows exactly why they need to pick up the phone and call up employers on behalf of their clients. Or why they need to go out and knock on doors, even though it may not be the most enjoyable activity of the day. Before this person picks up the phone, they are clear about their why an
Podcast Interview with GM of Operations of ON-Q Disability Services Steven Pitkin I recently had the privilege of speaking with the General Manager of Operations of ON-Q Disability Services, Steven Pitkin. Steven has been in employment Services for about 16 years and started off as an employment consultant managing a caseload and doing reverse Marketing. Pretty soon, he moved his way up the ranks into management, operations and leadership.
For those that may not be aware o
Interview with DES Coordinator Adam Daley Exciting news! I've started a podcast called, ' The Employment Services Show' which interviews some of the best employment practitioners, leaders, and voices in employment services. Each month, I will highlight two people who work in the industry who will share their tips, industry secrets, successes, and failures. But most importantly, why it's important for employers to break the stigma when it comes to hiring people on welfare. Fro
I once worked with a Job active team who decided to dedicate two full days out of the month of August for marketing to employers. They shut down the office, rescheduled jobseeker appointments and got on the phones to market. After two full days of marketing, and dialling hundreds of phone numbers, they didn’t have the results that they expected. So, they never repeated those marketing days ever again. Little did they realise that prospecting is not a one-time event, but a con
The world of selling and recruitment has changed drastically over the years. There’s something called Social Selling and if you don’t get on board, you, your employment provider and jobseekers will get left behind. If you haven’t heard of social selling, it’s when you use your online social network to find the right prospect, build relationships and sell more. And in your case, find the right employers and place more people into work. Because you’re dealing with businesses, t
Watch Full Video Before you begin any reverse marketing or even pick up the phone and market your jobseeker, it’s critical to understand what customer touchpoints are.
For people to want to buy from you:
1. They need to know about you. That you exist. That you are out there.
2. They need to like you. They need to like who you are.
3. They need to trust you. You need to be credible. Now we need to establish that you’re not a telemarketer and certainly not a high-pressure sales
You have finally got an employer not to brush you off on the phone. They were even interested in what you had to say. They invite you to their office for a meeting so you can tell them more about your free recruitment services. You build great rapport. The employer is impressed with your level of knowledge and care. “I really want to make a difference in someone’s life.” They tell you. They are sold! “Send me your best candidate.” So you do. George is the best you’ve got. You