How And Why Tk Ask For Commitment And Create Loyalty

Question 1

What are the stages of the recruitment sales cycle?

Answer 1

• identify sales opportunities
• questioning to identify needs
• showing capability
• managing objections
• asking for commitment
• creating loyalty

Question 2

What should the commitment level requested be gauged against?

Answer 2

The relationship - important that any commitment level is appropriate for the relationship - asking for too much too soon can lead to rejection and can jeopardise future contact

Question 3

Examples of low level of commitment?

Answer 3

• send CVs, terms, mailer
• future phone call
• agree contact plan
• pop in
• future candidate marketing call
• referral
• testimonial
• sales lead
• attend a marketing / network event
• joining a LinkedIn group

Question 4

Examples of high level commitment?

Answer 4

• meeting
• interviews arranged
• diary space for interview
• to use next vacancy /assignment
• follow up post interview
• to use in conjunction with an advert
• exclusivity
• opportunity to tender for PSL
• temp to perm placement

Question 5

How to identify that commitment is given willingly?

Answer 5

Important that needs are clearly identified, benefits are sold and and objection is overcome

Question 6

Benefits of expanding existing opportunities?

Answer 6

• more cost effective
• less stressful
• more motivating for the sales person

Question 7

What do we need to bear in mind when creating loyalty?

Answer 7

The need to continually measure customer loyalty and satisfaction levels

Question 8

What consultative tools can be useful for measuring customer satisfaction?

What is the most effective of these?

Answer 8

• face-to-face review meetings
• online surveys
• questionnaires
• telephone reviews

Face-to-face review meetings are most effective

Question 9

What is the main measure of success?

Answer 9

Willingness to re-buy

Question 10

What factors can indicate willingness to re-buy?

Answer 10

• number of exclusive clients on the database
• number of occasions a client claims a rebate
• ratio of rebates to filled vacancies
• how long a candidate stays in a placement
• placements gained to jobs taken ratio
• number of complaints received and handled well
• number of testimonials, referrals and leads gained
• number of renewed tenders

Question 11

What tools can be used to exceed customer expectations?

Answer 11

• salary and benefit surveys
• legal bulletins
• candidate availability e-shots
• candidate marketing to address a skills shortage
• training or coaching
• use of interview facilities
• psychometric assessments
• assessment centres
• on-site inductions