Working SmarterMaximizing Your Marketing Performanceand

The Business Development Scripts That Work!

Jon Bartos

Insuring Your Success

• The Market Today - Unemployment rate - Forecast for 2012 - Lots of Job Orders

• Marketing Principle #1: It’s about Volume – Quantity to get Quality Principle

- Make it a daily habit

• Marketing Principle #2: It’s about the Quality of work you “Work On”

Search Assignments versus Job Orders

Keys to Insuring Your Success

• Marketing Principle #3: Adding Value – the Key to New Business

- Use Insight

• Marketing Principle #4: You have to use a measurement tool to determine the quality of your job order. (Job Order Matrix)

• Marketing Principle #5: Million Dollar Billers # of clients? (New or Existing)

Seven Selling Situations

Existing Existing Existing

Existing New Existing

Existing “C” Level Existing

New Account Existing Existing

New Account New Contact Existing

New Account “C” Level Existing

New Account New Contact New Market

Account Market/Desk Spec.ContactEasiest

Toughest

Success Rate

1%

95-100%

Four Goals of Marketing

• Get a Send Out• Get an alternate Job

Order• Build a relationship by

Asking Questions• Get Dream Candidate

10 Business Development Approaches

• “A” Player Approach• Vertical Market - Insight• Combination • Flip Reference Check• Flip Recruiting Call• Strike a Deal• Value Proposition • Calling about a Posting• Exclusivity Approach• Internal Referral• C-Level Approach• Question Based Approach• Key - Making the Calls and Sharing your

Value Proposition

Objections to Be Ready For

• Send me a Resume

• No Openings

• Fee Concerns

• Talk to HR/Someone else

Role Play, Role Play, Role Play

The Critical Primary Marketing Metrics “Recruiting is a Science”

• NMP/JO and NMP/SA Ratio• JO/PL and SA/PL Ratio • QC/SO Ratio• QC/PL Ratio• SO1/PL Ratio – Secondary

Metric

How to Double My Revenue

• Ask and Get higher Fees: a. Your Percentage b. Higher level positions

• Get your JO/PL ratio down to 2/1

• Get your NMP/VJO ratio down to 3/1

• Get your QC/SO ratio to 1/1• as a last resort…double your SO’s

In Conclusion…

• The Market is Poised for Aggressive Growth

• Pay attention to the Marketing Principles

• Its about getting Volume to get Quality

• Pay Attention to your Ratios www.rpmdashboard.com

• To Double Your Revenue

• Get successful fast – to get you to significance

Jon BartosPresident & CEO Jonathan Scott International

jon@jonathanscott.com513.701.5904www.jonbartos.comwww.jonathanscott.comwww.rpmdashboard.com