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March 29, 2010

Rachet Up Your Skills - Follow-up

Ratchet Never call a client "to see if you got my email" or "if you have any questions." Always call with ideas, and suggestions. For instance, "Sent you the proposal yesterday, but I just wanted to mention our "terminate temps" program. Have you heard about it? Well, in a nutshell, the average hospital can save $1m to $6m by simply eliminating temporary staff. We guarantee complete replacement with permanent placement and an immediate savings of 600-800k. How about if I send you a one-pager on the program?"

Follow-up calls have been defined as "checking on your money." So, don't ask stupid questions like "have you made up your mind yet?" (Wouldn't they have called you?). Rather, think of ways to shine - information of value to the client and not just how to fill your wallet.

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  • Winston Churchill -
    "However beautiful the strategy, you should occasionally look at the results."
  • Remember the Six P's of the Marine Corps:
    "Prior planning prevents piss-poor performance."
  • John D. Rockefeller
    "Your future hangs on every day that passes."
  • Mark Twain
    "Don't go around saying the world owes you a living. The world owes you nothing. It was here first."
  • Looking for the easy way to success?
    "There is always free cheese in a mousetrap."
  • On Prospecting or Sourcing....
    "Generating leads is akin to building the Alaska pipeline. You build a client base, you integrate services, and then you'll start to see the oil flow in the form of business and new leads."
  • Attracting Talent - Steve Pogorselski
    "You attract talent with outreach and a strong brand message about your organization. When people have a choice of jobs (or recruiting firms) they behave like consumers shopping among many products. If you want to attract the best you have to compete for them. You have to offer value to them."
  • How to Warm Up the Cold Call
    "To overcome the coldness of the call, overcome the recipient's stereotype."
  • You, Inc. - Harry Beckwith
    "The first thing you sell (maybe the only thing) is you. People value - and pay more for - the way you make them feel."
  • Charlotte Byndas, On Priorities
    "Profitable recruiting firms don't work on the possible - they give their attention to the probable."
  • Mae West
    "An ounce of performance is worth a pound of promises."
  • President Dwight D. Eisenhower
    "In preparing for battle I have always found that plans are useless, but planning is indispensable."
  • John Wooden, Coach UCLA
    "Hard work and good luck travel together."