Positive Solutions for Engaging Employers

1. Positive Solutions for Engaging Employers

2. Recession hit Ireland CSR Fear? Uncertainty? No Money? Doomsday! Concepts devised and developed by Evolve Consultants

3. Agenda • The change in buyer behaviour • Vox Populi – (Charities & Job coaches) • Selling supported employment services • Soft market • Rest of the market • Solutions for engaging employers • Networking tips and protocols • Follow up telephone call tips • Sales meeting tips Concepts devised and developed by Evolve Consultants

4. The Market – Changing “buyer/ employer” behaviour • Only tuned into one radio station – W.I.I.F.M. • Slower to commit • Wants to avoid risk • Reducing number of suppliers • Running with devil they know • Collective decision making via “committee” • If they have any concerns they drop project Concepts devised and developed by Evolve Consultants

5. V ox populi Concepts devised and developed by Evolve Consultants

6. How do you come across to employers? • What do you do well? (It’s all about perception) • Well organised and professional • Tell their story very well • Show great passion and energy at meetings • Honour commitments they give us (Follow through) • Not pushy • Tell truth unlike some recruiters!!! Concepts devised and developed by Evolve Consultants

7. Vox Populi • What do you need to improve? (It’s all about perception) • Don’t relate to our current business challenges • Don’t think they understand our business • Don’t ask enough questions • Don’t behave like recruitment experts • Often don’t address our concerns • No ongoing contact Concepts devised and developed by Evolve Consultants

8. Sales behaviours must change or failure will follow! • Develop the correct focus • Must be commercially aware • Must behave like a recruitment professional • Must focus on the customer’s business issues • Must tackle their concerns • Must ask for the next step “The one sure way of failing in business during a recession is to do nothing differently” – Richard Branson Concepts devised and developed by Evolve Consultants

9. N etworking Concepts devised and developed by Evolve Consultants

10. Networking - Who? Soft Targets • Support associations • Committee members / patrons • Who? • Where? • How often? • How can I get involved? • Referrals • Catchment pool too small Concepts devised and developed by Evolve Consultants

11. Networking – Who? Wider Business Community • Trade associations • Professional bodies • Chamber of commerce • Business networking chapters • Local CIPD • Fund raising events • Club committees Concepts devised and developed by Evolve Consultants

12. Networking – How? • Have a plan – place a value on your time • Come early and stay late • Avoid colleagues • Name tag on right side • Act as a host • Don’t try to pitch at the event • Ask questions • ‘Give to Get’ • Business cards • Follow up (Sincerely) • Keep in touch all year round Concepts devised and developed by Evolve Consultants

13. Questions to use at a networking event • How did you come to be in your line of work? • Tell me about your company? • What changes are happening, or can you predict happening, within your industry? • Who are your customers? • What brought you here today? • Why do people do business with you? • What makes you different from your competition? • What can I do to help you today? • What is the best way to refer someone to you? • What’s the best way to send something onto you? Concepts devised and developed by Evolve Consultants

14. The Follow Up Create obligation to meet 1 Send them something • A card • An article • An idea • Never a brochure • 2. Link follow up to previous conversations “John, last time we spoke you suggested I call you today and depending on your recruitment plans for the Summer I might have a candidate that could work out very well for you” Concepts devised and developed by Evolve Consultants

15. R eferrals Concepts devised and developed by Evolve Consultants

16. Referrals – the 7 deadly sins • Not asking • Suggesting instead of asking • Asking at the wrong time • Not defining what a good referral is • Failing to ask for a personal introduction • Not understanding the link between referral and relationship • Not earning the referrals Concepts devised and developed by Evolve Consultants

17. Rules for Referrals • Introduce concept early in relationship • Let the referee know what a good referral looks like • Help them: Make some suggestions as to people who they might know • Give the referee time to think • Get introduced. • Pre-qualify the referral with the referee Concepts devised and developed by Evolve Consultants

18. Tips – How to ask • The wrong way • “If you happen to think of someone who could be interested in the supported employment scheme, would you give them one of my cards?" • The correct way • At a review meeting • "I'm in the process right now of expanding my referral-based business contacts and I find it's helpful to ask people who are happy with the supported employment scheme, can we take a few minutes to run through a few potential names?" • "I'm really glad that you're pleased with Mary’s work. I'm always looking for referrals and wonder if you know anyone else who might be interested in the service." • *** Then ask for the introduction Concepts devised and developed by Evolve Consultants

19. M eeting skills Concepts devised and developed by Evolve Consultants

20. Understand the stages of the sales meeting Qualify Connect Move on or out 1 2 3 Concepts devised and developed by Evolve Consultants

21. Meeting Structure – DETECT • Develop rapport • Establish Requirements, Issues, and Concerns • Tailor your story / angle based on requirements • Engage with their objections, issues and concerns • Close with a commitment • Talk through the next step Concepts devised and developed by Evolve Consultants

22. Developrapport Concepts devised and developed by Evolve Consultants • Greeting • Commonality • Connect • “Talk about them” – “My photo concept”

23. Establishrequirements, issues, and concerns • C– company culture • C – commercial realities • C – candidate profile • C – concerns and issues • C – close the questioning stage Concepts devised and developed by Evolve Consultants

24. Tailoryour candidate offering Concepts devised and developed by Evolve Consultants • Link candidate strengths to requirements • Getting on going commitment • Address concerns “Ignorance is not an impediment to progress it’s the illusion of knowledge” - Plato • Ask for feedback • Link benefits to business to concerns • Ask for the next step • Take the meeting to its furthest point

25. ExposeObjections (LACE)Example: “Let me think it over” “Run it by head office” • Listen don’t interrupt • Acknowledge Example “Need to run it by head office” “That’s fine – a lot of companies follow that protocol” • Clarify Example “Can I clarify please, when you get on to head office will you be recommending the scheme?” • Explain and lingering concerns if appropriate Concepts devised and developed by Evolve Consultants

26. Closing with a commitment • Must close at every stage of the meeting • Take the meeting to its furthest point • Ask for feedback • Ask for their thoughts • Ask for a personal commitment • Ask for the next step Concepts devised and developed by Evolve Consultants

27. The Next Step • It’s nothing personal its business – so be business like • Focus on being proactive • Network all year around • Get structure • Ask better questions • A,B,C – always be closing • Take the meeting to the furthest point • Next step “The more I practice this stuff, the luckier I get” Concepts devised and developed by Evolve Consultants