Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Sales Skills For Recruiters

Presented By:

Craig Silverman Partner / Vice President Albin Engineering craig@aesi.com 408-733-2374 http://www.aesi.com

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Sales & Marketing Skills

 The Call & Present  Social Networking  Getting Referrals  Voicemail?  Build Your Brand  Motivation

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Call & Present

 Submittal?  Email?  HR?  Write a Script  Sales  Purpose of the Call

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Networking Works

 Reap What You Sow  Takes Some Effort  Leverage Your Network  Find Passive Candidates  New Business Development  Get Referrals

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Networking ?’s that Work

 Put yourself in my shoes, What advice would you give?

 What has been most effective in building your business?

 Describe how you are different from other firms in your space?

 What trends do you expect to see in the future?

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Networking: Things to Avoid

 Giving too many Details  Bragging   Interrogation   Interrupting  Refusing to Play  Seeking Free Advice

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Get Connected?

 Recruit Through Your Network  21M+ Profiles  Easy to Connect  Six Degrees Theory   Import Your Contacts  Powerful Search

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Warm Calls = Referrals

 Who Do You Know?  Be Enthusiastic  Say “Thank You”  Work your Network  Schedule Time  Write a Script  Listen  Follow Up

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Great Voice Messages

 Listen to Yourself  Speak Clearly  Use Tonality  Set the Hook  Repeat your Name and Number  Expect a Call Back

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Building Your Brand

 Differentiate Yourself  Be Real  Use Your Personality  Getting Creative  Know Your Message  Be Memorable!

                    

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

4 Key Customer Perceptions

 Differentiate Yourself  Be Relevant  Knowledgeable  Consistency

                    

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Get Motivated

 Set Goals  Stay on Track  Walk the Walk – Be Good News!  Leadership & Sharing  Surround Yourself  Put up the Forcefield  Give it All You Got  Celebrate!

Craig Silverman, Albin Engineering, www.aesi.com, 650-678-0044

Recruiting is Selling

Contact Information:

Craig Silverman Partner / Vice President Albin Engineering craig@aesi.com 408-733-2374 http://www.aesi.com