Clearing Out Your Prospect Clutter

Superfast Recruitment

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Clearing Out Your Prospect Clutter

By Denise Oyston

Phone: 0845-257-0073

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Web: www.superfastrecruitment.co.uk

Email: support@superfastrecruitment.co.uk


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Did you know that one of the best things that you can do as a business owner is to actually
say goodbye to some people?… Or finally draw a line under whether a client or a candidate is
worth pursuing, or whether they’ll ever eventually work with you. It’s a very cathartic
process actually and that’s what the subject of today’s podcast is all about.

Well, I’m recording today’s podcast on a very cold winter’s day up in the Lake District and
it’s time for that end of year clear out and quite profound for us as well at the moment
because we are changing our CRM system and we are also changing our email system as
well. So we’re having a really good assessment of – Is it time to say goodbye or should we
continue being in contact with this particular person? You know, we have had one or two
conversations with them, are they really a fit and a match for our business? Should we keep
going? Should we just put them on a sort of an… in an email system so they get some nice,
regular, warm contact with us and then when they are ready to convert that would be great?
So we’ve got all these sort of things going on and I know that you know, through talking to
the various of recruitment business owners that we talk to on a regular basis that really
everyone is in exactly the same position.
Now all things being equal here’s a fact for you. It can take anywhere between 7 and 15,
sometimes more, points of contact before a potential prospect converts and by convert
that would mean become a client or to engage you and your recruitment organisation, or for
in the case of a candidate, that they actually start to decide that they are gonna move company
and that you are the recruitment company for them. So it can take that many points of
contact.

Phone: 0845-257-0073

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Now the good news is in today’s internet driven world, those points of contact can vary
they don’t have to be picking up the phone and speaking to them, they could be any point of
contact. That’s one of the reasons why we’re so keen on encouraging people to use social
media. It could be a connection that they’ve had with you on LinkedIn. They could’ve
responded to one of your tweets. They could’ve read one of your blog posts. They could’ve
opened one of your emails. Email is a great ways for building relationships with people.

So they could have had a whole number of points of contact with you before they actually
convert. So that’s a really good thing. However, that still brings us back to the point – Are
they still worth pursuing? Now, well the truth is, maybe…. maybe not. It depends on your
business and your business model. How it may or may not have changed during the year,
what your vision is, what your priorities, and is this person or is this client still a fit and a
match for what you want to do? Because at some point as we all have done I am sure, we can
chase and chase and chase or it feels like chasing and chasing and chasing potential
clients when in fact they probably are not right for our business or we need to really
reflect on this and think “Well, who is right for our business?”
So what can you do when it comes to situations like that? Well, I was thinking it’s a great
thing at the end of the year to just go through your database. Go through your CRM system
and just have a look at all the different people that maybe you have been in
communication with. And you know this type of people that we’re talking about? You
know, the ones that never quite pick up the phone or when they do pick up the phone, they
ask if you can call back or there’s a lot of stalling going on.

Phone: 0845-257-0073

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And what’s probably happened with these sort of individuals is – They may not be the right
individual for you. They may not be the right type of client for. You may not been able to
have that face-to-face conversation with them. It’s just might not be right at that point in time.
Now something I’ve experienced is doing the process that I’m going to share with you. At
this time of year, you know at the end of the year is a great way to either getting closure or at
least set the dial again and say “Okay you know, I think they are worthwhile pursuing but
let’s just see where they’re at.” And a great thing to do is send a communication and that
communication can be an email. It’s less, I would say, threatening for them. Title it, you
know, Re: Your recruitment needs… We connected earlier in the year… That is going to
prick somebody’s conscience and they’re gonna open that email. And you’re giving them a
get out clause you just say “Obviously, we had a connection earlier in the year. You said you
were quite interested in using us as a recruitment provider and I just wondered where you’re
at with things. Is this still the case or not? You know, I don’t want to hassle you but just
thought I’d have a conversation… reach out to you and let me know where you’re at with
things.”

And I find that is a great email to send to people so you can either get closure. Often people
say “You know what, I literally wasn’t ready earlier in the year but yeah, you know, put me
in the diary and give me a call next year in January or whenever.” So that way you can set
that up. Or it could be that someone says “You know what, you know I’m not interested.”
That’s fine. In honesty, it’s rare that happens what tends to happen is that nobody… you get
no response and at least that way you know… because you don’t really want to be working
with a client like that anyway, at least that way you know that “You know what, let’s just
remove that person out of the database. It’s gonna be unlikely that they’re gonna connect
with us others and that we’re gonna be able to provide any level of service for them.”
However, the people that do respond, well you know maybe the opportunity has been opened
again and as we mentioned earlier it’s about 7 points of contact so it’s “Okay, well now, we
got a line of communication open again. Let’s think about what we can do around that. Let’s
have a plan in place for our communication and content strategy with that individual.”
So that’s a really useful way to spend some of your time when you’re considering planning or
get one of your team members to that… actually go through your database. Well, hang on a
minute here.

Phone: 0845-257-0073

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I know a lot of recruiters will have a conversation about “Well, if we haven’t placed in that
account in the last six months then maybe, you know, that’s not the account for us or we can
reactivate it.” So you all have your individual criteria but now is a time to really consider
and reflect on what you can do about that and whether you can actually start that as a
process because it’s a very cathartic process that “You know what, let’s not bother with these.
Let’s just, you know…” It’s a funny thing isn’t it? I always find that I’ve got like leads
ignoring the way in the back of my head sometimes thinking “Well, you know I’ve got this
sort of 10, 15 people that have connected with me on LinkedIn and they said they’re really
interested but you know I never seem to be able to get hold of them. You know, maybe the
time isn’t right for them. Let’s just send out the… I call it the reactivation email. See if they
are ready to move. If they’re not, at least we know – Well, that’s a no. That’s not a fit and a
match for us now. Let’s move on.” – very cathartic process.
So that’s the tip for today as we move towards… very rapidly towards the end of the year.
It’s about clearing out the clutter. It’s about getting yourself organised and all ready to
make the most of an amazing 2014.

Phone: 0845-257-0073

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ABOUT US
The Super Fast Recruitment team is different to most
marketing companies that help recruitment business
owners get more candidates and clients. Our
background is sales and marketing. In fact we have
spent many years building sales teams and working
with recruiters on a different side of the fence. This
gives us a real appreciation of the vital role that
recruiters play in the current marketplace and how we
can help them transform their business growth.

WHY SUPER FAST?

What we deliver:
Marketing consultancy, services and education that assist recruitment companies to attract more candidates and
clients consistently. Here is a small selection of what this can achieve for your organisation.
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Increases the number of visitors to your online presence
Creates engagement with candidates and clients
Increases the number of warm leads flowing into your business
Brands you as an authority in your sector
Provides a ROI of a minimum of 5:1

Why us?
We have launched brands and products that have turned over £350 million in revenue. We have a combined
successful track record in sales and marketing of over 50+ years. We can demonstrate consistent results in the
services we provide.
We have personally delivered sales and marketing training to over 6000 people globally. Over 250,000 have read
our sales and marketing content on line (excluding what we have written for our clients).
How we work?
We call ourselves a ‘boutique’ agency. For us, that means that we work with a smaller number of clients where
we strive to provide an exceptional and personal service. We have some ‘package’ options that we provide and
the majority of our work is bespoke. Some clients like us to be at the end of a phone for them as their
outsourced marketing director and we are happy to provide that service. We work on both a project and retainer
basis.

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We have a combined experience of 48 ++ years working successfully in Marketing, Sales and Learning
and Development

Phone: 0845-257-0073

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Our two directors have been responsible for marketing and launching products that have generated
over £350 million in sales


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Want to get in touch?
If you have read this far we sense you are interested. We may or may not be a fit and a match for
you and your recruitment organisation the only way to know is to have a conversation.
You can contact us in a number of ways.
support@superfastrecruitment.co.uk
Our office: 0845 257 0073
Denise Mobile: 07919593516
Sharon Mobile: 07887 717294
Skype: deniseoyston or s.newey

Phone: 0845-257-0073

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