Comments on: How to Apply the Hidden Marketing Secret to Temporary Staffing Cold Calls http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/ Temporary Staffing Industry Best Practices Mon, 28 Jun 2010 02:11:15 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: Catherine Pistole http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1792 Catherine Pistole Wed, 28 Oct 2009 11:52:25 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1792 Thank you Jonathan for your purchase and support. I hope you enjoy the book! Best, Cathy Thank you Jonathan for your purchase and support. I hope you enjoy the book!
Best,
Cathy

]]> By: Jonathan O'Brien http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1753 Jonathan O'Brien Tue, 27 Oct 2009 14:31:02 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1753 Not a problem, I just bought the book and look forward to reading it. Not a problem, I just bought the book and look forward to reading it.

]]> By: Catherine Pistole http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1390 Catherine Pistole Sun, 13 Sep 2009 23:23:23 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1390 Hi Jonathan, My Client Profile Form is one of my secret weapons, which is found only in my book ("The Temp Factor . . . An Agency Guide to Better Practices"). Happy to answer a related question though, if you have one. Best, Cathy Hi Jonathan,
My Client Profile Form is one of my secret weapons, which is found only in my book (”The Temp Factor . . . An Agency Guide to Better Practices”). Happy to answer a related question though, if you have one.
Best,
Cathy

]]> By: Jonathan O'Briien http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1380 Jonathan O'Briien Thu, 10 Sep 2009 02:25:12 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1380 Would you be able to post a sample client profile form? Thanks. Would you be able to post a sample client profile form? Thanks.

]]> By: Catherine Pistole http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1339 Catherine Pistole Mon, 31 Aug 2009 20:09:36 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1339 Hi Matt, Thanks much for spending time on my blog and interest to write me. Here's my advice: After sending this form, I would follow up in about a week, so you know they've had time to take a look at it. Don't wait to long, or it won't be fresh in their minds. You can also include a friendly note to the effect that if they like what they see, to call you and keep the ball rolling in the right direction (which of course, is to you providing great service!). Put a note saying "Your half way there to a better staffing solution with this form. Let's discuss and get you all the way there." . . . something to that effect. See what they prefer in completing the info and offer to do it over the phone with them, where you take down the answers, or if they want to complete it and return to you, that works too. Stress that you want to make it easy for them! Where you can offer fill in the blanks, choices to be circled, Yes/No answers on the form will also make it simple and easy. Of course, you'll still need to hold a discussion, but much of the basics can be easy to obtain on a form. For a first time meeting with a client, the profile form is perfect. Bring two blank forms. Give them one to follow as you go through and fill in their answers during your meeting. It will keep things on track as you get to know them and you'll walk away with a lot of solid info. If you're introducting this form for the first time with an existing client, just let them know you're taking "client service" or "attention to client details" to a whole new level and just begin from there. I'm sure they'll appreciate the extra attention. Fill in what info you know and ask them about the rest. Same process, see if they want to provide info over the phone, or if they prefer to receive it and complete/return to you. My prefeence on completing the form is to see an agency rep complete the form during discussions with a prospect or client. I think it puts the agency much more in a "lead" position, points to your expertise and experience and shows you know your stuff. It's always better to have one on one discussions. But, it certainly works by sending it for completion. If this person doesn't have a lot of time and that's the best way for them to work this, then do it that way. Best judgement applies and no complete right or wrong way. This is a tool that you can customize as you see fit for the situation. Finally, I do have a Client Profile Form template, which I'm asked repeatedly for, which I only make available through my books. I've dedicated a chapter to other tips and points about the Client Profile Form and one chapter with the form itself in "The Temp Factor . . . An Agency Guide to Better Practices". My books are available at www.catherinepistole.com. Best regards, Cathy Hi Matt,
Thanks much for spending time on my blog and interest to write me. Here’s my advice: After sending this form, I would follow up in about a week, so you know they’ve had time to take a look at it. Don’t wait to long, or it won’t be fresh in their minds. You can also include a friendly note to the effect that if they like what they see, to call you and keep the ball rolling in the right direction (which of course, is to you providing great service!). Put a note saying “Your half way there to a better staffing solution with this form. Let’s discuss and get you all the way there.” . . . something to that effect. See what they prefer in completing the info and offer to do it over the phone with them, where you take down the answers, or if they want to complete it and return to you, that works too. Stress that you want to make it easy for them! Where you can offer fill in the blanks, choices to be circled, Yes/No answers on the form will also make it simple and easy. Of course, you’ll still need to hold a discussion, but much of the basics can be easy to obtain on a form.
For a first time meeting with a client, the profile form is perfect. Bring two blank forms. Give them one to follow as you go through and fill in their answers during your meeting. It will keep things on track as you get to know them and you’ll walk away with a lot of solid info.
If you’re introducting this form for the first time with an existing client, just let them know you’re taking “client service” or “attention to client details” to a whole new level and just begin from there. I’m sure they’ll appreciate the extra attention. Fill in what info you know and ask them about the rest. Same process, see if they want to provide info over the phone, or if they prefer to receive it and complete/return to you.
My prefeence on completing the form is to see an agency rep complete the form during discussions with a prospect or client. I think it puts the agency much more in a “lead” position, points to your expertise and experience and shows you know your stuff. It’s always better to have one on one discussions. But, it certainly works by sending it for completion. If this person doesn’t have a lot of time and that’s the best way for them to work this, then do it that way. Best judgement applies and no complete right or wrong way. This is a tool that you can customize as you see fit for the situation.
Finally, I do have a Client Profile Form template, which I’m asked repeatedly for, which I only make available through my books. I’ve dedicated a chapter to other tips and points about the Client Profile Form and one chapter with the form itself in “The Temp Factor . . . An Agency Guide to Better Practices”. My books are available at http://www.catherinepistole.com.
Best regards,
Cathy

]]> By: Matt Pettis http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1338 Matt Pettis Mon, 31 Aug 2009 15:12:40 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1338 I came across your posts by chance and really enjoyed your perspective. My focus is in the permanent contingency recruitment space for engineering. I really like your ideas on how to more effectively use the client profile form to strengthen existing business relationships and to start new ones. I am always striving to be a partner /consultant and not just a vendor. If possible, could you talk more about the specific content of the form (maybe provide a template?). I am interested in knowing what questions/sections need to be included in every form, how long the form should it be, etc. I am interested in your tips on how to follow up with a potential client after sending them the client profile form. What is the best way to do this without being to pushy? How should we proceed with an existing client if we have never formally introduced them to a client profile form? In this case we may have just been collecting information during calls with them and recording it- never really introducing them to a formal document/process. Finally, for both new and existing clients how do you suggest we get the answers? Do we have them fill out the initial form on their own? Do we ask the client for their time to go over the questions together over the phone? In other words, how to we complete the process with the client without making it a burden for them? Thanks again for your great insight. I look forward to reading future posts. Matt I came across your posts by chance and really enjoyed your perspective. My focus is in the permanent contingency recruitment space for engineering. I really like your ideas on how to more effectively use the client profile form to strengthen existing business relationships and to start new ones. I am always striving to be a partner
/consultant and not just a vendor.

If possible, could you talk more about the specific content of the form (maybe provide a template?). I am interested in knowing what questions/sections need to be included in every form, how long the form should it be, etc.

I am interested in your tips on how to follow up with a potential client after sending them the client profile form. What is the best way to do this without being to pushy?

How should we proceed with an existing client if we have never formally introduced them to a client profile form? In this case we may have just been collecting information during calls with them and recording it- never really introducing them to a formal document/process.

Finally, for both new and existing clients how do you suggest we get the answers? Do we have them fill out the initial form on their own? Do we ask the client for their time to go over the questions together over the phone? In other words, how to we complete the process with the client without making it a burden for them?

Thanks again for your great insight. I look forward to reading future posts.

Matt

]]> By: Catherine Pistole http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1330 Catherine Pistole Fri, 28 Aug 2009 04:14:08 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1330 Hi Kumar, Thank you for providing your feedback. I enjoy hearing from my readers and hope you'll continue to visit my blog. Best, Cathy Hi Kumar,
Thank you for providing your feedback. I enjoy hearing from my readers and hope you’ll continue to visit my blog.
Best,
Cathy

]]> By: Catherine Pistole http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1329 Catherine Pistole Fri, 28 Aug 2009 04:13:21 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1329 Hi Pam, Thanks so much for spending your lunch time with me! I appreciate your sharing. The cold calling situation is quite a hot topic on both sides of the equation with HR and staffing agencies. It's unfortunate that there are so many ineffective calls and pitches being made that the really good ones as you say can't be heard. This takes innovation and new approaches. I don't think all is completely lost though for those that reach out in an extremely professional manner. I hope you'll give the Client Profile Form technique a try and stay tuned as I share information and insights from my side of the fence. Best, Cathy Hi Pam,
Thanks so much for spending your lunch time with me! I appreciate your sharing. The cold calling situation is quite a hot topic on both sides of the equation with HR and staffing agencies. It’s unfortunate that there are so many ineffective calls and pitches being made that the really good ones as you say can’t be heard. This takes innovation and new approaches. I don’t think all is completely lost though for those that reach out in an extremely professional manner. I hope you’ll give the Client Profile Form technique a try and stay tuned as I share information and insights from my side of the fence.
Best,
Cathy

]]> By: Pam Sullivan http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1328 Pam Sullivan Thu, 27 Aug 2009 19:56:12 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1328 Saw your headline on linkedin and thought what the heck I will eat lunch and see what you have to say. I own a small recruiting company. Started it back in 2004. I havent cold called in years because business has always been referred my way. I was so thankful I didnt have to cold call. Then the downturn came and my clients just couldnt use me. Your points are well taken from this side. I have friends in HR and I have friends who are hiring Managers. They are just overwhelmed by agency calls. So when I found myself having to reach out and find a couple of new clients looking for a recruiting partner, I could barely pick up the phone! There was no way I was going to have my agency name lumped into the thousands of others calling and claiming they are the best and can solve every problem that hiring Manager has without even knowing if that person has a problem or if they do what that problem might be! So I decided to research and identify companies that I wanted to work with where I know I can add value to their process. With no interest whatsoever in intruding on their day, I sent out a short email explaining who I was, why I wanted to work with them, and what I have done in the past that would be quite transferable (I do technology recruiting and am really technical). I got some responses, but that didnt quite pan out either :) I just want to thank you for putting these posts out there for Recruiters to see. I love what I do, but when I reach out to potential clients they already can't hear me because there are so many recruiters out there that just dont have a clue. I am still chugging away with email and a follow up call here and there in search of a company I want to partner with. As the market picks up the cold calling should die down a bit. Keep up the good posts Saw your headline on linkedin and thought what the heck I will eat lunch and see what you have to say.

I own a small recruiting company. Started it back in 2004. I havent cold called in years because business has always been referred my way. I was so thankful I didnt have to cold call. Then the downturn came and my clients just couldnt use me.

Your points are well taken from this side. I have friends in HR and I have friends who are hiring Managers. They are just overwhelmed by agency calls. So when I found myself having to reach out and find a couple of new clients looking for a recruiting partner, I could barely pick up the phone! There was no way I was going to have my agency name lumped into the thousands of others calling and claiming they are the best and can solve every problem that hiring Manager has without even knowing if that person has a problem or if they do what that problem might be!

So I decided to research and identify companies that I wanted to work with where I know I can add value to their process. With no interest whatsoever in intruding on their day, I sent out a short email explaining who I was, why I wanted to work with them, and what I have done in the past that would be quite transferable (I do technology recruiting and am really technical). I got some responses, but that didnt quite pan out either :)

I just want to thank you for putting these posts out there for Recruiters to see. I love what I do, but when I reach out to potential clients they already can’t hear me because there are so many recruiters out there that just dont have a clue.

I am still chugging away with email and a follow up call here and there in search of a company I want to partner with. As the market picks up the cold calling should die down a bit.

Keep up the good posts

]]> By: kumar http://www.catherinepistole.com/blog/how-to-apply-the-hidden-marketing-secret-to-temporary-staffing-cold-calls/comment-page-1/#comment-1327 kumar Thu, 27 Aug 2009 19:15:29 +0000 http://www.catherinepistole.com/blog/?p=78#comment-1327 the topic you have started will help many guys, it really enriches with good knowledge on the topic the topic you have started will help many guys, it really enriches with good knowledge on the topic

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