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More Clients
Need more clients? Here you'll find all the resources you need to attract new clients and generate more vacancies. We give you the tools, strategies and most importantly the mindset you need to succeed at new business development.
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10 Common Cold Calling Mistakes - and How to Avoid Them!
by Mark Whitby
Would you rather make 100 calls with a 5% success rate, or 25 calls with a 20% success rate? Before you invest any more time & energy cold calling, make sure you're being as effective as possible. Which of the following mistakes are you making? Be honest with yourself, and make a decision to do something about it. . . .
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WEBINAR: How to Harness the Power of Email
by Mark Whitby & Bill Radin
As a low-cost marketing method, nothing beats email. But if you're like most recruiters, you're probably not using email to its full potential. In this online seminar, you'll learn how to get better results from every email you send and avoid the common mistakes most recruiters make. . . .
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Objection Handling: "We're Not 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. . . .
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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. . . .
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11 Ways to Generate More Vacancies
by Mark Whitby
Whenever I get off track, I find it helps to go "back to basics." There are dozens of ways to generate new job orders, and these 11 tactics should form the foundation of your business development activity. . . .
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Increasing Your Success with Proposals and Tenders
by Gaynor Lowndes
You are not going to win every contract you pitch for. In order to increase your chances of success with future proposals and tenders, you must learn from every unsuccessful tender you submit. You need to know what to improve upon. Having someone critique your work is quite difficult, but essential. . . .
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Basic Outline of a Successful Proposal
by Gaynor Lowndes
Here is a Basic Outline of a Successful Proposal for You to Copy. Most tenders are laid out in question-and-answer format, but if you have been asked to provide a free-form tender or proposal, the following 6 part structure may prove helpful. . . .
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The 6 Elements of an Executive Summary
by Gaynor Lowndes
The most important ingredient in a successful proposal is an excellent executive summary. Interestingly enough, I was trained to always leave the executive summary until last. But you know what? I always write the executive summary first. Why? Because I'm fresh, and I'm on the ball. If you write the executive summary last, you've usually read the proposal 550 times and you're getting tired. . . .
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The 7 Steps to Planning a Winning Tender or Proposal
by Gaynor Lowndes
Do you have a tender or proposal to write but not sure where to start? Here's a step-by-step action plan that will get you moving in the right direction. Don't procrastinate! It's not a good idea to put off preparing a tender response until the week before it's due, especially when you've had a month to prepare it. . . .
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The Pre-Tender Brief: 12 Critical Question
by Gaynor Lowndes
When preparing a tender response, the first step is to take a pre-tender brief. This involves speaking with one or more of the decision makers who are involved in process and asking some crucial questions that will enable you to determine how to pitch your services. . . .
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10 Steps of the Tender Process
by Gaynor Lowndes
Before putting together a tender response, it's helpful if you understand the kind of process the client goes through. The following is based on the actual process used by a major Australian bank. . . .
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Weighing the Opportunity Cost of Preparing a Tender Response
by Gaynor Lowndes
Before deciding whether or not to submit a tender response, it's ideal to take a pre-tender brief. If you don't have the opportunity to do this, draw up a table instead. In that table, weigh the opportunity cost involved in putting the tender together. Read on to find out what questions to include . . .
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AUDIO: How to Get Past the Gatekeeper
Mark Whitby
Want to reach key decision makers more easily? In this audio seminar, you'll learn effective answers to "what is it regarding?" plus how to put yourself in control without being pushy, and more. Includes tips for dealing with voice mail and getting your calls returned. . . .
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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
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