In yesterdays post I mentioned the book “How to Win Friends and Influence People” (if you missed it you can read it here)
And it got me thinking…
The fundamental principle of the book is this…
In order to influence someone into doing what you want them to do, you need the ability to communicate to them with language that clearly demonstrates ‘what’s in it for them‘…
For example, if you want your kids to tidy their room, work harder in school, eat all their vegetables or whatever it is…
You have to explain it in a way that demonstrates the value to them…
So saying something like, “eat all your vegetables and you get to have a massive slice of chocolate cake” sounds a lot more appealing than, “eat all your vegetables so you’ll be rich in vitamins and minerals” … Or just “eat your vegetables” …
And to get someone to like you and win them as a friend, you have to get them to talk about themselves rather than focus on yourself the whole time…
We’ve all been sat at a dinner table, attended party or been on a date with someone who does nothing but talk about themselves the whole time and asks no questions about you…
It turns people off….
This is something we all know intellectually…
It all makes sense on paper…
But the majority of Recruitment and Search Firm Owners do the complete opposite when it comes to their business…
Like it or not, in order to attract more clients and make more sales, you’re going to need the ability to get your prospects to like you (people don’t buy from who they don’t like) …
And you need the ability to influence them (they need to trust and believe your services are as good as you say they are) …
Makes sense, right?
That’s why it always confuses me when you visit the website of a Recruitment or Search Business and you see it plastered with things like…
“We do this…”
“Look at how long I’ve been in business and how experienced I am…”
“Here’s a picture my big office and team…”
“Look at my fancy logo”
All they do is talk about themselves… And spend no time talking about the BENEFIT they can deliver to the client….
And if they’re making this mistake on their website, you can bet they’re making the same one when meeting prospects face to face…
People will only agree to your terms if they like you and can clearly see what’s in it for them…
So if you don’t have as many clients as you would like…
You’re not getting the fees you want…
You’re not getting retainers….
You’re working with clients who don’t appreciate what you do and never return your calls…
It’s because you haven’t demonstrated clearly “what’s in it for them!”
And if you’re making any of these mistakes and you want them to STOP, click the link below and book a call with me or my team….
Book a call here –
What’s in it for you?
Good question….
I’ll show you how to win more clients without cold calling or relying on your network…
I’ll show you how to command the fees you want….
I’ll show you how to build a business that doesn’t rely on you…
I’ll show you how to get the best out of your team of consultants….
I’ll show you how to overcome any roadblocks stopping you from scaling as quickly as you’d like…
Sound good?… Click below now and let’s talk –
Book a call here
Speak to you soon,
Until then…
Take care, take action and be relentless….
Terry Edwards AKA the Renegade Recruiter
Recent Comments