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Tom's Talent Blog

5 Simple Steps for More Effective Skill Marketing

Posted by Tom Erb on Apr 13, 2015 7:00:00 AM

When I started out in the staffing business 20+ years ago, every Monday morning we would get out the classified ads from the newspaper and start calling all of the companies that posted jobs to see if we could help them fill their position. In some cases, we had a specific candidate that we were presenting to them, which of course was the early iteration of what we call skill marketing. Of course, every other staffing company did the same thing, so I can imagine Mondays weren’t much fun for the people posting these jobs.

Twenty years later, skill marketing is still an important sales tactic for many staffing and recruiting companies. It is particularly popular and effective in perm recruiting. But, as with any other sales approach, skill marketing is only effective if you approach it the right way.

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Topics: Prospecting, Sales, Sales Activity, Sales Process

Just Curious – Yeah Right! Try This Sales Process Instead

Posted by Tom Erb on Mar 2, 2015 7:00:00 AM

I received an email this week from a sales rep with the subject line “Curious”. In his email, he went on to say, “Hope you are doing well. I had a chance to view your profile on LinkedIn and out of curiosity wanted to have a chat with you over the phone to discuss if your company might need help getting new clients.”

Now some of you might be thinking that’s a nice, non-salesy way of starting off the conversation. Here’s the problem – everyone knows he is being completely disingenuous (or lying to put it more bluntly). He is a sales person and his primary objective to the email is not to satisfy some random curiosity that he has, but to make a sale.

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Topics: Sales, Sales Process

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