REVOLUTIONISE    YOUR    

REFERRALS!

What  will  we  be  thinking  about?    

• Cold  Calling  vs  Referrals  • Why  referrals?  • Challenges  to  overcome  • How  to  make  referrals  part  of  our  process  • Making  ourselves  a=rac>ve  to  our  referees    

Cold  Calling  vs  Referrals        START  

Intro  call  x  5  Objec>ons  

 

Mee>ng  Sell  Yourself  Nego>ate  Rates  

Job  Outline  Compe>>on  

 

Job  on  Adver>se    Share  on  social  Search  database  Send  

mailshots  

 

Recruiter  interviews  

Sell  candidates  to  hiring  manager  Objec>ons  

 

Interviews    Chase  feedback  

Offer  Renego>ate  

fee  

Place  

Intro  call  Made  by  mutual  contact  or  expected  as  introduced  

 

Mee>ng  Balanced  

conversa>on  Rates  –  what  did  mutual  contact  pay?  Strong  case  

for  exclusivity    

 

Job  on  Review  current  network  Referrals  

 

Interviews  Offer   Place  

Referrals  

Cold  Calling  =  18  steps    

Referrals  =  8  steps  

Why  referrals?  

•  They’re  not  calling  all  the  shots  • Reduced  >me  to  fill  •  Increased  reputa>on  in  marketplace  •  Exclusivity  • Repeat  business  

Challenges

• Compe>>on  • What  do  they  like/dislike?  • Adapt  our  behaviour  to  suit  • Who  should  we  be  hiring?  • Keep  up-­‐to-­‐date  with  market  trends,  ideas  and  resources  • Know  what  the  expecta>ons  are  

How  to  make  referrals  part  of  our  process

•  Think  about  our  business  –  who  knows  who?  • Make  a  wish  list  –  who  do  you  have  in  common?  • Be  socially  ac>ve  • Ask!  • Use  mee>ngs  as  an  opportunity  to  get  referred  •  Set  targets  • Refer  to  be  referred  

Making  ourselves  aLracMve  to  our  referees  

•  Sa>sfy  their  curiosity  •  Show  them  we’re  worth  speaking  with  • Give  confidence  in  our  capabili>es  • Be  ac>ve  on  relevant  social  sites  • Get  tes>monials  on  our  website  •  Ensure  our  website  is  op>mised  for  SEO  

AcMon  plan

• Know  our  network  • Be  socially  superior  • Make  asking  a  habit  •  Introduce  to  be  introduced  • Own  our  online  presence  

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