Require the client to listen to a presentation. “Oh Jeff, you sound so forceful!” I really am about this. I’ll show you how to make that … Read more
Counter the Brushoff With These Four Powerful Follow-Up Questions
I was walking past my desk when the phone rang. “Hi, I’m Jamie,” said the caller. “I can help improve your website.” “Sorry, but I’m on my way to the … Read more
Learn to Be Charismatic and Sales Will Follow
Recruiters who possess a high degree of self-confidence and charisma tend to dominate their market and out perform their competitors. They negotiate higher … Read more
How I Nearly Lost My Business When I Stopped Marketing
Recently, a colleague asked me, “What was the most rewarding mistake you ever made in business?” It’s a great question, and I quickly had an answer for him … Read more
Your Pitch Will Stand Out When It’s About Them
Does your elevator pitch sound anything like this? Hi, I’m Bob and I recruit the smartest people who can hit the ground running for the best … Read more
Don’t Just Check References, Market Yourself
The purpose of this column is to explain how to use a standard reference check as a marketing and/or recruiting opportunity for you and your recruiting … Read more
If You’re Always Closing, You’re Not Selling
Closing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales … Read more
A Four Step Program to Improving Your Phone Voice
The phone voice is almost everything in making placements. Even in personal meetings, 38% of the meaning is conveyed by the voice. Surprisingly, the words … Read more
The 9 Elements of Resiliency and 6 Steps to Building It
Editor’s note: These tips are excerpted from The TRACOM Group’s workbook, “Developing a Resilient Mindset.” Filter — How you … Read more
Want a Big Biller? Hire A Hotel Caterer
Dear Barb: Is it me or is it getting harder to find people who will put in the hours to be good at this job? Out of the five people we hired last year, we … Read more