Course Outline

Direct Hire Client Development Tutor

  • LESSON ONE: Introduction, Attitude & Goals

    • Intro – How to benefit the most from this training
    • The impact Attitude has on the success you will enjoy
    • How to set and attain goals set
    • The importance of KPI’s and knowing your stats and ratios

  • LESSON TWO: Closing and Pre-Closing

    • How to effectively close and pre-close from your first contact
    • Benefits of pre-closing throughout the entire Sales Process
    • Closing techniques that alleviate details from slipping through the cracks

  • LESSON THREE: Branding and Thirty Second Pitch

    • Learn WHY someone should utilize YOUR services vs. your Competition
    • Understand your firm’s branding, track record and reputation
    • Make a great first impression and master your 30 second pitch

  • LESSON FOUR: Marketing Presentations/Scripts

    • Why you must uncover problems/issues FIRST
    • Effective Marketing Presentations
    • WIIFM vs. WWD Presentations
    • Position yourself as the Solution
    • Ask closing questions

  • LESSON FIVE: Best Business and Habits of High Performers

    • Determine your Best Business
    • Habits of High Performers
    • Where to Prioritize and Focus to obtain the highest ROI
    • Weekly Review to continually Improve Results

  • LESSON SIX: Planning, Time Management and Standards of Performance

    • Why Planning is the #1 Common Denominator of all High Performer
    • Learn how to make Best Use of Your Time and eliminate Time Wasters
    • Standards of Performance for Average, Above Average and Great Sales Professionals

  • LESSON SEVEN: Repeatable Marketing Process – Part 1

    • Learn a step-by-step process to obtain better results
    • Follow a process that will prevent things from falling thru the cracks
    • Sounds better than your competition, regardless of your level of experience

  • LESSON EIGHT: Repeatable Marketing Process – Part 2

    • Position yourself as a workforce/workplace expert
    • Become the “sales rep. of choice” in your niche
    • Measure results and make subtle changes to consistently improve results

  • LESSON NINE: Create and Share Client Expectations

    • Share written expectations with every client
    • What each client can expect from you – adding your personal brand
    • What you need from your clients to present the top talent they will hire and retain
    • Differentiate from competition and alleviate confusion

  • LESSON TEN: Voice Mail and Email

    • 82% of all email are NOT opened, learn what to writ so your email ARE opened
    • 90% of voice mail are not returned, learn a voice mail that is returned most of the time by clients
    • Learn the importance of using all means of communication during your client development/sales process

  • LESSON ELEVEN: Client Visit

    • The value of client visits
    • How to show the WIIFM to Clients for face-to-face meetings
    • Make best use of your time
    • Goals and Objectives

  • LESSON TWELVE: Overcome Client Objections

    • Learn why objections are buying signs or requests for more information
    • Understand the four categories of objections
    • Effectively overcome the most common client objections

  • LESSON THIRTEEN: Marketing Most Placeable Candidate

    • Impact of recruiters completing the MPC Presentation Form
    • How to present MPC’s to prospects and clients
    • Goals and objectives of marketing candidates

  • LESSON FOURTEEN: Reactivate Past Clients who Represent Best Business

    • How to pre-qualify past clients who represent best business
    • Steps to reactivate past clients
    • Benefits of reactivated business

  • LESSON FIFTEEN: Technology and Social Media

    • Write a LinkedIn Profile that is a mini sales presentation
    • Master your ATS or CRM and utilize it 100% of the time
    • Identify where your clients hang-out online
    • Use Social Media to promote your expertise and attract clients

  • LESSON SIXTEEN: Select Targets – Share with Recruiting Team

    • How selecting targets improves focus and results
    • Inside information ONLY your recruiters can provide
    • Why working closely with your Recruiters increases Sales

  • LESSON SEVENTEEN: Terminology

    • Learn terminology Used in Direct Hire
    • Use proper terminology when interacting with clients

  • LESSON EIGHTEEN: Convert Reference Checks to Marketing Presentations

    • Why reference checks should convert to marketing presentations
    • How reference checks become warm vs. cold sales calls
    • Questions to ask
    • Goals and Objectives

  • LESSON NINETEEN: Unique Marketing Presentations

    • The dreaded second, third or fourth conversation
    • Unique Marketing Scripts
    • Market past employees

  • LESSON TWENTY: Write fillable business

    • Criteria for a fillable job order/search
    • Information that guarantees send-outs
    • How to test urgency of an opening
    • Importance of turning down “bad” business

  • LESSON TWENTY-ONE: Make first recruiting presentation to your Client

    • Benefits of a recruiter presenting their pitch to a client
    • Results and benefits of this process
    • How this strengthens your relationships with your recruiting team

  • LESSON TWENTY-TWO: Advanced Client Negotiating Techniques

    • How to prepare for negotiations
    • Successful negotiation strategies
    • Considerations during the negotiation process

  • LESSON TWENTY-THREE: Strategic Client Networking Skills

    • Build your network daily
    • Establish lifetime relationships with clients and prospects
    • Provide information and benefits to your network

  • LESSON TWENTY-FOUR: Obtain Leads from your Recruiting Team

    • Learn how candidates obtained their last places of employment
    • Obtain inside information and company culture of their past employers
    • Learn what offers candidates have turned down, when and why?

  • LESSON TWENTY-FIVE: Candidate Presentations to Hiring Authorities

    • Use percentages on Job Orders to assist matching efforts
    • Anticipate and overcome objections
    • Utilize reference information to sell candidates being screened out
    • Expect to book 100% of the candidates you present

  • LESSON TWENTY-SIX: Send-Outs Arranged

    • Why send-outs arranged are the key to your success
    • Ten steps to increase send-outs arranged
    • The importance of knowing your send-out arranged to placement ratio

  • LESSON TWENTY-SEVEN: Client Prep & Client De-Brief

    • Value of a Client Prep
    • Client Prep Process
    • Value of a client De-Brief
    • Client De-Brief Process

  • LESSON TWENTY-EIGHT: Prevent Problem Areas and Ghosting

    • How to prevent Ghosting by Candidates
    • How to prevent Ghosting by Clients
    • How to dramatically reduce problem areass

  • LESSON TWENTY-NINE: Obtain a Complete Offer

    • Clarify compensation offered, including incentives and bonuses
    • Know the value of benefits and other perks
    • Obtain timing of first review and raise

  • LESSON THIRTY: Client Rapport and Trust

    • When and why to develop client rapport and trust
    • How to develop client rapport and trust
    • Benefits of establishing client rapport and trust

  • LESSON THIRTY-ONE: Develop a Profitable Client Base

    • Why you should always UPGRADE your clients
    • How to make your client base recession proof
    • Continue sourcing and researching throughout your career

  • LESSON THIRTY-TWO: Avoid Client Pet Peeves

    • Habits to avoid
    • How to lose credibility and limit your success
    • Treat Staffing and Recruiting Sales as a Career vs. a Job

  • LESSON THIRTY-THREE: Client Referral Process

    • Learn a strategic client referral process
    • Triple client referrals
    • Obtain “best business” referralsTreat Staffing and Recruiting Sales as a Career vs. a Job

  • LESSON THIRTY-FOUR: Create Urgency with Clients

    • The importance of TIMING in the Sales Process
    • Ten strategies to create urgency with clients
    • Steps to improve the urgency in your Client Development efforts

  • LESSON THIRTY-FIVE: Generational Differences

    • How to approach different Generations
    • Why a one-size fits all approach is ineffective
    • Changes now and in the future

  • LESSON THIRTY-SIX: Advanced Follow-Up Process

    • Critical follow up points throughout your Sales Process
    • Create and Maintain TOMA – Top of Mind Awareness
    • Improve retention of the candidate you place
    • Proactively generate additional business

  • LESSON THIRTY-SEVEN: Advance from Vendor to Consultant/Trusted Advisor

    • Goals in client development
    • Why you should NEVER remain a vendor
    • How to elevate your client relationships
    • Why the ultimate goal is to elevate clients into friends

  • LESSON THIRTY-EIGHT: Improve Listening Skills – Increase Sales

    • Why it’s not your job to agree or disagree with your clients
    • Listen to Understand
    • Develop an outside/in approach to Client Development

  • LESSON THIRTY-NINE: Stay Motivated throughout your Career

    • The importance of self-motivation
    • Methods to stay motivated
    • Benefits of your motivation and tenacity

  • LESSON FORTY: Consistently Hit or Surpass Goals Set

    • Review your individual ratios and production
    • Determine your strengths and weaknesses
    • Commit to achieving daily results needed to consistently hit or surpass goals

PRODUCTS

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