Tough economy got you – and your placements – down? It doesn’t have to be that way. Here are ten, highly effective yet simple ways to blow the hinges off your placements this year.
1. Ruthlessly Disqualify Prospects
Don’t waste your selling time on “C” client prospects that are not serious about buying. Get rid of those tire kickers by becoming ruthless at qualifying and disqualifying. Make sure you’re working with A-level prospects. Develop a list of key qualifying questions to determine if the prospect is a contender. If your prospects do not meet the criteria you set, disqualify them and move on to those who can and will buy.
2. Be Politely Persistent
97% of recruiters give up after the second follow up…be one of the 3%. When you have a serious prospect be tenacious but polite in your follow up. This does not mean stalking. It means doing extras to create value – sending a thank you card, a value added article, something that keeps you ‘front of mind’ ; anything gives you a pre-text for follow up. But whatever you do, be thorough and tenacious in keeping in contact with your prospect.
3. Work Harder
Bottom line – this is a “numbers” game. Start by making ten more dials a day. That turns into fifty more a week, two hundred more a month, 2400 more in a year. You can bet all that activity will net more revenues. Come in fifteen minutes earlier; stay fifteen minutes later, cut fifteen minutes out of your lunch. Do some work at home. Hard work won’t kill you and the pay is great.
4. Cross Sell More Often
Cross selling is easy because the client has already made the decision to buy and the wallet is already open. Leverage the moment and learn to ask what other needs they may have. What specialty are they having the most difficulty with and would want to hear from you if you came across someone?
5. Learn to Sell Better
Buy a book on sales. Learn how to handle objections better. Check out websites. Purchase a CD or DVD on selling. Get your manager to help by coaching. Find a mentor. Work with the best. Hang out with winners. Anything! But do something to get better. The more you learn the more you will sell. Invest 2% of your gross salary in yourself each year.
6. Ask for the Sale/Commitment Sooner
Just ask for the sale. Many recruiters wait too long. Ask your questions, identify the need, present your solution and then ask for the sale. Alternatively, ask for commitment to the next step in the sales cycle. Get an agreement to a date and time for follow up. Keep “stirring the pot.”
7. Sell What Clients are Buying
Look at the specialties you are closing on sell. Are there more profitable specialties you could be selling? Or make bigger placements by placing more lucrative sub-specilities. Get out of your comfort zone and try something new. Test related specialties. You will get to your revenue goal faster.
8. Ask for Referrals
We all know that referrals sell faster and easier, so why not ask for referrals more often. The worst the client will say when you ask is ‘no.’ Nothing ventured, nothing gained. Ask for a referral this way, “Dr Williams, can you give me the name of someone who could possibly use my services?” Asking for a name forces the client to think specifically and this increases your odds of getting a good referral.
9. Prospect Every Single Day
Generate new sales and revenues with new ‘blood.’ New prospective clients and candidates broaden your database and more importantly, ensure that you never get complacent and dependent on existing clients. Spread the risk and make more placements. No client should be more than 10% of your business…5% would be better.
10. Learn to Negotiate
Do not cut your price! On the other hand, if you must provide a discount make sure you are getting something back. For example, you agree to a lower price but in return ask for a reduction in any guarantees or try discounting the third placement after full payment on the first two.
You do not have to be a victim to the economy. Start implementing these proactive strategies now and watch your placements grow.
About Eskridge & Associates. (www.eskridge-associates.com) Eskridge & Associates which specializes in the placement of physicians in both locum tenens and direct hire placement opportunities nationwide. Bob is one of a handful that has five industry certifications. He is a Certified Personnel Consultant (CPC), Certified Temporary Staffing Specialist (CTS), a Certified Physician Recruiter (PRC) and a Certified Employee Retention Specialist (CERS) through the National Association of Personnel Services (NAPS). He is also a Certified Staffing Professional (CSP) through the American Staffing Association. He has recently published his first book: “So you Always wanted to be a Physician Recruiter (http://tinyurl.com/EANewBook) and is working on his second book titled, “The ABCs of Black Belt Physician Recruiting.”
Bob Eskridge is also President of Eskridge Worldwide Travel(www.eskridgewwtravel.com) providing travel services for physicians as well as Eskridge Consulting (www.eskridgeconsulting.com), a practice helping others to realize their childhood dreams of becoming physician recruiters