1. www.evolve.ie Positive Solutions for Engaging Employers

2. Concepts devised and developed by Evolve Consultants Recession hit Ireland Fear?Uncertainty?No Money?Doomsday!

3. Concepts devised and developed by Evolve Consultants Agenda  The change in buyer behaviour  Vox Populi – (Charities & Job coaches)  Selling supported employment services  Soft market  Rest of the market  Solutions for engaging employers  Networking tips and protocols  Follow up telephone call tips  Sales meeting tips

4. Concepts devised and developed by Evolve Consultants The Market – Changing “buyer/ employer” behaviour  Only tuned into one radio station – W.I.I.F.M.  Slower to commit  Wants to avoid risk  Reducing number of suppliers  Running with devil they know  Collective decision making via “committee”  If they have any concerns they drop project

5. Concepts devised and developed by Evolve Consultants ox populi

6. Concepts devised and developed by Evolve Consultants How do you come across to employers?  What do you do well? (It’s all about perception)  Well organised and professional  Tell their story very well  Show great passion and energy at meetings  Honour commitments they give us (Follow through)  Not pushy  Tell truth unlike some recruiters!!!

7. Concepts devised and developed by Evolve Consultants Vox Populi  What do you need to improve? (It’s all about perception)  Don’t relate to our current business challenges  Don’t think they understand our business  Don’t ask enough questions  Don’t behave like recruitment experts  Often don’t address our concerns  No ongoing contact

8. Concepts devised and developed by Evolve Consultants Sales behaviours must change or failure will follow!  Develop the correct focus  Must be commercially aware  Must behave like a recruitment professional  Must focus on the customer’s business issues  Must tackle their concerns  Must ask for the next step “The one sure way of failing in business during a recession is to do nothing differently” – Richard Branson

9. Concepts devised and developed by Evolve Consultants etworking

10. Concepts devised and developed by Evolve Consultants Networking - Who? Soft Targets  Support associations  Committee members / patrons  Who?  Where?  How often?  How can I get involved?  Referrals  Catchment pool too small

11. Concepts devised and developed by Evolve Consultants Networking – Who? Wider Business Community  Trade associations  Professional bodies  Chamber of commerce  Business networking chapters  Local CIPD  Fund raising events  Club committees

12. Concepts devised and developed by Evolve Consultants Networking – How?  Have a plan – place a value on your time  Come early and stay late  Avoid colleagues  Name tag on right side  Act as a host  Don’t try to pitch at the event  Ask questions  ‘Give to Get’  Business cards  Follow up (Sincerely)  Keep in touch all year round

13. Concepts devised and developed by Evolve Consultants Questions to use at a networking event  How did you come to be in your line of work?  Tell me about your company?  What changes are happening, or can you predict happening, within your industry?  Who are your customers?  What brought you here today?  Why do people do business with you?  What makes you different from your competition?  What can I do to help you today?  What is the best way to refer someone to you?  What’s the best way to send something onto you?

14. Concepts devised and developed by Evolve Consultants The Follow Up 1 Send them something  A card  An article  An idea  Never a brochure  2. Link follow up to previous conversations “John, last time we spoke you suggested I call you today and depending on your recruitment plans for the Summer I might have a candidate that could work out very well for you” Create obligation to meet

15. Concepts devised and developed by Evolve Consultants eferrals

16. Concepts devised and developed by Evolve Consultants Referrals – the 7 deadly sins  Not asking  Suggesting instead of asking  Asking at the wrong time  Not defining what a good referral is  Failing to ask for a personal introduction  Not understanding the link between referral and relationship  Not earning the referrals

17. Concepts devised and developed by Evolve Consultants Rules for Referrals  Introduce concept early in relationship  Let the referee know what a good referral looks like  Help them: Make some suggestions as to people who they might know  Give the referee time to think  Get introduced.  Pre-qualify the referral with the referee

18. Concepts devised and developed by Evolve Consultants Tips – How to ask  The wrong way  “If you happen to think of someone who could be interested in the supported employment scheme, would you give them one of my cards?"  The correct way  At a review meeting  "I'm in the process right now of expanding my referral-based business contacts and I find it's helpful to ask people who are happy with the supported employment scheme, can we take a few minutes to run through a few potential names?"  "I'm really glad that you're pleased with Mary’s work. I'm always looking for referrals and wonder if you know anyone else who might be interested in the service."  *** Then ask for the introduction

19. Concepts devised and developed by Evolve Consultants eeting skills

20. Concepts devised and developed by Evolve Consultants Understand the stages of the sales meeting Qualify Connect Move on or out 132

21. Concepts devised and developed by Evolve Consultants Meeting Structure – DETECT  D evelop rapport  Establish Requirements, Issues, and Concerns  Tailor your story / angle based on requirements  Engage with their objections, issues and concerns  Close with a commitment  Talk through the next step

22. Concepts devised and developed by Evolve Consultants D evelop rapport  Greeting  Commonality  Connect  “Talk about them” – “My photo concept”

23. Concepts devised and developed by Evolve Consultants E stablish requirements, issues, and concerns  C – company culture  C – commercial realities  C – candidate profile  C – concerns and issues  C – close the questioning stage

24. Concepts devised and developed by Evolve Consultants T ailor your candidate offering  Link candidate strengths to requirements  Getting on going commitment  Address concerns “Ignorance is not an impediment to progress it’s the illusion of knowledge” - Plato  Ask for feedback  Link benefits to business to concerns  Ask for the next step  Take the meeting to its furthest point

25. Concepts devised and developed by Evolve Consultants E xpose Objections (LACE) Example: “Let me think it over” “Run it by head office”  Listen don’t interrupt  A  Acknowledge Example “Need to run it by head office” “That’s fine – a lot of companies follow that protocol”  Clarify Example “Can I clarify please, when you get on to head office will you be recommending the scheme?”  Explain and lingering concerns if appropriate

26. Concepts devised and developed by Evolve Consultants Closing with a commitment  Must close at every stage of the meeting  Take the meeting to its furthest point  Ask for feedback  Ask for their thoughts  Ask for a personal commitment  Ask for the next step

27. Concepts devised and developed by Evolve Consultants The Next Step  It’s nothing personal its business – so be business like  Focus on being proactive  Network all year around  Get structure  Ask better questions  A,B,C – always be closing  Take the meeting to the furthest point  Next step “The more I practice this stuff, the luckier I get”