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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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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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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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11 Ways to Generate More Vacancies
by Mark Whitby
Whenever I get off track, or my results dip, I find it helpful to "go back to basics." There are dozens of ways to increase the number of new vacancies and searches that you're working. However these 11 ideas should form the foundation of your business development efforts. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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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 . . . keep reading
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AUDIO: How to Get Past the Gatekeeper
Mark Whitby
Reach key decision makers more easily. You'll learn: a simple technique that gets you through almost every time, effective answers to the question "what is it regarding?", how to put yourself in control without being pushy. Includes tips for dealing with voice mail and getting your calls returned. . . . keep reading
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AUDIO: How to Close More Sales by Asking Better Questions
Mark Whitby
The art and science of selling for recruitment professionals. You'll learn: the power of questions, when to use open and closed questions, the consultative selling model, what really motivates buyer behaviour, and the value equation. Includes a list of over 100 great sales questions you can use both on the phone or face-to-face. . . . keep reading
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AUDIO: How to Get an Appointment with Almost Anyone
Mark Whitby
Arrange more client meetings. You'll learn: why it's easier to build relationships face to face, the 7 strategies of appointment-making success, how to schedule a visit with virtually every new client you take on, how to overcome objections like "I'm too busy." Includes real word-for-word examples you can use or adapt to your situation. . . . keep reading
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AUDIO: How to Cold Call Like a Champion
Mark Whitby
Make canvassing more fun and productive! You'll learn: the 10 most common cold-calling mistakes and how to avoid them, 12 tips to boost your productivity and call volume, 15 motivational secrets to help you get dialing. Includes a process for overcoming call reluctance and fueling the fires of your desire to succeed. . . . keep reading
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AUDIO: How to Generate New Vacancies
Mark Whitby
How to win new clients and grow your desk. You'll learn: 21 proven business development strategies, the secrets of selling without rejection, how to generate more leads than you can handle, the 6 keys to market domination, and how to get clients to call you first. Includes a sales healthcheck and complete prospecting toolkit. . . . 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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Who Should Join?
