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Feature Articles
This is where you get full access to all our recruiter training articles - exclusive content that you won't find anywhere else.
These articles are packed with relevant information from world-class recruitment trainers and industry experts. New articles are posted every week, so you'll stay up to date with the latest tactics and strategies.
You'll find the most recent articles at the top. Just click on any headline below to find the full article. Be sure to click the 'view more articles' link at the bottom of the page to read past articles you may have missed.
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FREE Teleseminar: Recruiting in Tough Times
Wednesday, November 26, 2008 - 4.00pm GMT
How to get new clients, increase your sales and stay motivated in a downturn market. Tired of hearing the same objections: credit crunch, hiring freeze, cost cutting, no budget, the project is on hold, etc? Join me for a FREE 45 minute teleseminar and get answers to your specific questions. . . . keep reading
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How to Run a Great Sales Meeting
by Mark Whitby
Regular sales meetings are essential to maximize your team's performance. Unfortunately many meetings fail to have the desired impact. Here are 14 ideas to make your team meetings more effective and leave people feeling focused, energized and motivated. . . . keep reading
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DOWNLOAD: Script for Headhunting Calls
by Mark Whitby
Your ideal candidates probably receive lots of recruiting calls. If you want to have an impact, it makes sense to prepare what you're going to say, doesn't it? Your opening needs to grab their attention and engage them in a conversation quickly. This 2 page script gives you a suggested 6 part structure plus sample wording, including what to say and what NOT to say! . . . keep reading
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DOWNLOAD: Offer Management Workbook
by Mark Whitby
Here's the workbook for the "Offer Management: Close the Deal" webinar replay, including the PowerPoint slides - 14 pages. We recommend that you print this handy study guide before watching the Online Seminar and use it to record your notes and for easy reference. . . . keep reading
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WEBCAST: Candidate Generation Strategies
Is yours a candidate driven market? How many more placements could you make if you had access to better candidates? Now you can learn the candidate sourcing strategies of top producing recruiters. you'll discover more than 25 free ways to source more placeable candidates without spending more money on advertising. . . . keep reading
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FREE WEBINAR: Offer Management - Closing the Deal
September 3, 2008
Join us for this live training session. You'll learn how to take control of the offer process, defeat deal breakers, counter-act counter offers and convert more vacancies into placements. Get on this webinar to discover the proven offer management strategies of top producers. . . . keep reading
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DOWNLOAD: Checklist for Presenting the Offer
by Mark Whitby
Before you phone your candidate with an offer, review this checklist first. If you want to get your offer to acceptance ratio as close to 1:1 as possible, make sure you do your homework prior to presenting every offer. This checklist gives you the structure and wording to maximize the chances of having your offer accepted. . . . keep reading
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FREE WEBINAR: Offer Management - Closing the Deal
September 17, 2008 - Australia & NZ
Join us for this live training session. You'll learn how to take control of the offer process, defeat deal breakers, counter-act counter offers and convert more vacancies into placements. Get on this webinar to discover the proven offer management strategies of top producers. . . . keep reading
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How to Choose Your Market Sector
by Mark Whitby
Are you trying to decide which market to focus on? Whether you're building a new desk, or just thinking of changing sectors, this is one the most important decisions you'll make. Here are the 3 biggest factors to consider when choosing what to specialize in. If a sector meets at least 2 out of 3 of these criteria, you've probably got a viable niche in which to build your career or business. . . . keep reading
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DOWNLOAD: Work in Progress Spreadsheet
by Mark Whitby
Use this spreadsheet to track your "work in progress" quickly and easily! This tool helps you to prioritize your current vacancies and stay in control of what's happening on your desk. It will even help you predict your pipeline and produce acurate sales forecasts. . . . keep reading
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Objection Handling: "We're Not Recruiting"
"We're not currently recruiting." When you're canvassing for new business, this is the probably the last thing you want to hear! And for most recruiters, this objection signals the end of the conversation. But don't give up yet! If handled correctly, this objection can lead to a very productive conversation. . . . keep reading
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Tip of the Week: Recruiting in Tough Times, Part 2
Mark Whitby - September 27, 2008
In Part 1 of this article (hyperlink to previous article) I asked you: "How is the credit crunch affecting your business?" I gave you a case study of two recruiting firms in the same sector. One was thriving while the other was barely surviving. We said that there were three key differences: . . . keep reading
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Tip of the Week: Using Google Alerts to Spy On Your Clients and Competitors
Mark Whitby - September 23, 2008
Here's a really cool idea from those smart people at Google. It's called Google Alerts. According to Google, "Google Alerts are email updates of the latest relevant Google results based on your choice of query or topic." If you don't already use Google Alerts, you need to check it out today: http://www.google.com/alerts. . . . keep reading
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Tip of the Week: Recruiting in Tough Times, Part 1
Mark Whitby - June 19, 2008
How is the "credit crunch" affecting your business? These days everyone's talking about the credit crunch caused by the subprime mortgage crisis. Some recruiters are thriving, while others are merely surviving. Last week I was working with two separate recruiting firms, both in the same sector. They were both affected by the current financial climate, however one company is struggling while the other is posting record profits. One company is getting dramatically better results because of the following 3 key differences. . . . keep reading
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Tip of the Week: 9 Reasons to Call Instead of Sending Email
Mark Whitby - May 23, 2008
Does your sales office sound like a typing pool? I've noticed that many recruiters prefer to email instead of actually speaking to their clients and candidates. When I first started in recruitment, we didn't have email. Remember when you had to send resumes by fax or post? I'm not advocating a return to the dark ages of recruitment; email certainly makes our job easier. But I've noticed that Big Billers still spend a lot of time on the telephone. Here are 9 good reasons why you should pick up the phone instead of emailing. . . . keep reading
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Tip of the Week: Are Recruiters a Necessary Evil?
Mark Whitby - May 15, 2008
Recently I met a recruiter who claimed that we're a "necessary evil." Is there any truth to this statement? In this week's article we take a closer look at limiting beliefs and how they affect sales performance. . . . keep reading
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Objection Handling: "We Don't Use Agencies"
Mark Whitby
You probably hear this objection all the time, and yet how often is it really true? Usually it's just another way of saying "I'm not interested." Don't fall into the trap of asking, "Why don't you use agencies?" This forces them to defend their position - which only makes your job harder. . . . keep reading
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Here's what our members are saying ...
"Mark's 121 coaching is excellent and the benefits are apparent immediately. Most after effects from training last for a short period however this recent coaching is still delivering measurable benefits to the business 6 months on."
Suzanne Ramsay, CEO
Change Recruitment Group
"Our sales increased by 67% over the period Mark was involved with our team."
Richard Duguid, Director
Maxwell Bruce Ltd
"Thank you Mark ... we have doubled our sales activity and everyone is enjoying their canvass call sessions! Your Sales Coaching programme has definitely made an impact and was well worth the investment."
Roddy Hammond
Manging Director
Hammond Resources
"In the last three months, we won $70,000 worth of retained assignments as a direct result of the strategies and techniques we learned."
Andy Barton, Director
Recruitment Zone
"I have noticed a significant improvement in my performance and revenue generation ... in my self-confidence, time management, closing technique and candidate/client commitment levels. In measurable terms, I had my best ever month in April, then billed $10,000 more in May ... Thank you very much for your advice and guidance."
Robin Huggins
Team Leader
MSB International plc
More testimonials >>
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