So, as i was sitting in the garden at the begining of this week contemplating the sales of PARI, i took to wondering why some of you guys are finding it so difficult. Is it that the product isn't all i think it is, is that no one in the recruitment trade is interested in it - and these along with a number of others were questions to which i don't know the answer hence my call to most of you the other day requesting a 10 minute chat about this very subject.
My next thought was, as i had only actually signed one person myself, was that just by luck, so i thought it is time to put this to the test. I routed around for a couple of contacts and without ringing more than 6 people i booked 3 appointments. Today i completed the third appointment in 3 days and have signed up every one i have seen.
I can only conclude that i am doing something very different to you guys so this is it. The first sales was made to a Recruitment Company's MD that i met at a networking function. As i signed you her up i asked for some referrals - she gave me 3 names and contact details. These are my next set of potential clients to whom i now have a warm introduction as i checked i could use the referers name in my first call. I have only had a meeting with one of these so far but have signed them up as well. My initial call is very brief, i do not try to over sell it, i simply talk about a job to candidate matching tool that sits at the front end of the recruitment process negating the inital time consuming CV filtering and interviewing elements. I explain that the tool is best detailed via a demonstration and request a 45 minute appointment, i even sound pathetic if i have to. I am yet to demo the product and not sign the client - it is very bit as powerful as i have always thought. The other two clients this week came again from contacts i have - but not in the recruitment business directly but both or whom look have their own businesses and can see the benefit for either recruituing their own staff or within projects that they are delivering as Consultants.
We shall see if i am continuing to just be lucky when i try again next week, but remember every time i sign a new client i ask for referrals - why build your own database when someone else can do it for you and provide a warm intro.
That's all i want to say for now, but i look forward to talking to you all soon
I'd really like everyone of you guys to be successful sellers of PARI and if we can use this sort of feedback as we accumulate clients then it can only be for the good of all.
You have just answered the question which I was about to ask - what are you doing to get appointments that I am not? I am finding it difficult to get to speak to MDs and when I do I am not getting appointments. When I email them I never get a response. I think perhaps I am trying to tell them too much before going for making the appointment. I will try your way - watch this space.
ReplyDeleteTrying to talk about PARI and in a complelling way detailing all its benefits and differences is really hard, if you explain very early in the conversation that the best way to gain an understanding of what RMP can do is through a demonstration that way you can keep the conversation as short as possible and push for 30 minutes of their time. Another couple of tips:
ReplyDelete1. don't talk about profiling and don't call RMP a profiler as that means something very different to recruiters and will turn them cold. Talk about RMP a something along the lines of a Candidate to Job matching tool or a Competency Matching tool.
2. Use networking for warmer introductions, my first client was signed after i met the MD at a networking function, i have also had a couple of introductions from a guy that i know well but has nothing to do with recruitment or HR. He is in-fact a commercial vehicle sales man but he knows people who know people and that is how i get introduced - it may sound tenuous but if it gets me in-front of the right people who cares!