I spoke to a chap today who had recently responded to one of our business adverts.
He was enthusiastic, professional and expressed a desire for a new challenge. He had forwarded me a detailed CV including current goals, so we had some grounds to build a foundation.
“Think to a time when you came to an opportunity, a challenge that you felt could make a difference in your life. Even if only for the experience and skills you would learn. We build a picture in our mind, getting more excited and eager for the next step.”
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On the follow up phone call his initial enthusiasm had evaporated somewhat, he had spoken to someone about this business a few months ago and didn’t have the money to invest. Also he had concerns about moving the product and team building.
“In this business our job is to provide the best possible support and find solutions to peoples problems. With that in mind we can accommodate almost anyone, especially if they are entrepreneurial.”
He was obviously disappointed his picture of this opportunity had faded.
Now I think it’s important that your aware of our advert wording for the particular candidate we are looking for.
For more information on wording check here.
Bearing this in mind I explained that my business is not just recruiting, we coach and support people who are willing to take this opportunity and to commit to a plan. It’s my responsibility to help them earn money and teach the skills needed to progress their business.
To simplify things, if I don’t help you make money;
- You won’t stick with it
- You won’t share the opportunity with other people
Be honest with people when explaining what you do, be clear what you will provide and be realistic about the effort required. Ask them what they want, it should always be easier if they have clearly defined goals in mind. Provide the stepping stones required for your prospective clients.
We don’t get paid for just recruiting people, we get paid for helping people make money and for teaching them how to do the same.
Within 15 minutes we had covered all his concerns and he was again, enthusiastic and keen for the opportunity. Think about the words you use, especially when online.
A fantastic quote comes to mind:
“You carry great power when you fully understand and believe”
This illustrates the need to identify the real reason people are not “getting” what the business is all about and steering them in the right direction. I believe this can only be done effectively with a real voice conversation.
In this case he would more than likely have not contacted me if I relied only on the online information.
“The fortune is in the follow-up”
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