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December 17, 2017

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2 Minute Coaching - What are Your 7 Points of Contact?

Gary Stauble’s 2 Minute Coaching

This monthly article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with marketing follow up and sourcing.

Topic #1:

What are your 7 Points of Contact?

You probably know that in terms of marketing to a new prospect, it takes about seven points of contact before they are likely to buy from you. According to some recent data, this number may even be much higher. The average salesperson only calls on a prospect one to two times before giving up. This creates a “churn and burn” cycle regarding cold calling that often leads to recruiter burnout.

One of the main reasons that recruiters stop calling is that they run out of things to say. It makes it harder to execute your marketing plan if you have not “pre-paved” the method by which you will contact your prospects. The idea would be to make the seven points into a simple system and thereby remove the guess work and anxiety that goes along with trying to decide what to say on each call.

Below is an example of a simple 7 point system for prospect contact:

  1. Intro letter with call to action
  2. Phone call to follow up on the letter
  3. Hand written card sent after the first phone call
  4. Follow up call in 4 weeks
  5. Send an article 4 weeks later
  6. Call to tell them about complimentary services 4 weeks later
  7. Send them a relevant article 4 weeks later

Topic #2:

Sourcing Tips

Sourcing is the name gathering part of recruiting whereby we are trying to understand a company's org chart and gather as many new names and titles as possible. Here are some tips regarding name gathering:

  • Your value to your clients is that you can target source. Go for their competitors.
  • Make sourcing a daily activity - 30 minutes after lunch or at end of the day.
  • Don’t make up stories or tell lies.
  • If you freeze up you can always hang up and try back later.
  • A lot of sourcing is detective work. Be playful with it.
  • It is easiest to start at the top of the organization and work your way down.
  • 70% is how you sound and 30% is what you say.
  • It is important to be polite but directive. Don’t sound guilty or apologetic.
  • Sound like an insider.
  • Don’t sound like a salesperson or say, “Hi, how are you?”
  • Ask, “Who”, not “do you know who”; “Who is the person responsible for…”

Topic #3:

Sourcing Rebuttals

I learned how to source from Peter Leffkowitz and the script below has served me well over the years. Here are 2 rebuttals that you’ll want to memorize:

If questioned:

Our company is doing research on your company and may be preparing a presentation so I need to better understand your organizational structure. So, who is the person in charge of Accounting?

If asked what kind of company you are:

We are a consulting firm called ABC Associates. So, who is the person in charge of Accounting?

- Gary Stauble

Gary Stauble is the Principal Consultant for The “Recruiting Lab”. He offers several Free Special Reports on his website including, “$1 Million Time Management”. Get your copies now at www.TheRecruitingLab.com. His new website is called, “Done By Noon” and is focused on Time Management & Lifestyle Design training. You can get his new Report, “3 No B.S. Strategies for Increasing Productivity” at www.DoneByNoon.com.