Big Game Hunters Live in

the Jungle The “ings” of Success

Fordyce Forum 2010 Presented By

Jeff Kaye & Karen Pickens

Laughing

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Gathering

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Gathering

• Principle of Reciprocity

• Some information begets more information

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Continual Marketing

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Continual Marketing

• Elevator pitch

• What does your brand say?

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Market Mastery Design

* Supplementary to Solid High Market Connect Time

* Complete Picture of Rainmaking (Love)

Speak at Events/Trade Shows

Create & Send E-Newsletters

Build Social Media Presence (Berger)

Optimize Website to Reflect Desired Message/Image

Mobile Marketing Exploration Conduct & Publish

Market Research Survey

Build LinkedIn Network (O’Neil)

Build Database With Contacts From All Sources (Beabout)

Holiday & Life Milestone Cards

Publish Articles In Trade Magazines/

Blog

Advertise/Post on Industry Websites

Create & Send Video Emails (Electromail)

Create Digital Briefcase

Sharpen Collateral Brochures/Mailers to

Reflect Desired Message/Image

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Deployment of Continual Target

Contact Plan For (each) Client _______

JANUARY Marketing Call

(Market Mastery) with Video Email

MARCH Send Newsletter

APRIL Marketing Call

(MPC)

JULY Marketing Call

(Reference Check – Jeff Skrentny)

AUGUST Send Newsletter

SEPTEMBER N/A

OCTOBER Marketing Call

(Consulting – Rob Mosley)

NOVEMBER Send Article, Blog, Market Research

Survey

DECEMBER Send Holiday Card

(Perhaps with Satisfaction Survey)

FEBRUARY N/A

JUNE Send Article, Blog, Market Research

Survey

MAY Birthday Card

** Possible Client visit or meeting at conference ** Once Target becomes Client then Contact Plan is modified ** Measure, modify, refine & repeat

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Probing & Creating

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** Cover verbally and potentially memorialize in writing

• Candidate (create your own list, see addendum)

  What you can count on from me   What I need from you

• Client (create your own list, see addendum)

  What you can count on from me   What I need from you

Probing & Creating

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• Setting mutual expectations

Probing & Creating

• Dentist

• Preset interview times

• Agreed upon process

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Steps/Factors Involved in Hiring Process

Presentation of Candidates

Telephone/Face-to-Face Interviews

Feedback and Decision

Offer Formulation and Extension

Transition and Retention

Who? How?

What? When?

Who? How?

What? When?

Who? How?

What? When?

Who? How?

What? When?

Who? How?

What? When?

Probing & Creating

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Qualifying & Clearing

• Deal breakers / land mines   Compensation   Motivations   Relocation   Agenda   Family

• Has anything changed?

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Qualifying & Clearing

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Prepping

• Client prep

• Candidate prep

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Prepping

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Closing

• Two numbers technique • Devil’s advocate • Opportunity cost •  Inducement • Risk / reward •  If … then • Battle / war • Counteroffer •  “I have an offer”

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Closing

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Persisting & Learning

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Persisting & Learning

Next Level Recruiting Training

Jeff Kaye & Karen Pickens

19111 North Dallas Parkway

Suite 200

Dallas, Texas 75287

(214) 556-8000

www.nlrtraining.com & www.nextlevelexchange.com

jtk@nlrtraining.com & ksp@nlrtraining.com

Contact

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