Post on 22-Apr-2015
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Same Party, New Venue
Old BD Vs New BD
• Old School Recruiter V’s New School Recruiter
• Compound BD & Christopher Columbus
• Online/Offline Networking
• Contact Points to Build Rapport
• Monetizing on Conversations Online/Offline
• Take Away Tips
Today’s TalkToday’s Talk
Old School Vs New SchoolOld School Vs New School
Old SchoolOld School New SchoolNew School
Sophisticated RecruiterSophisticated Recruiter
Sophisticated New-School Sophisticated New-School RecruiterRecruiter
Christopher Columbus Christopher Columbus
Compound InterestCompound Interest
++
Compound BDCompound BD
DepartmentsDepartments
ProjectsProjects
SectorsSectorsContactsContacts
How to network OnlineOnline
70 million members in over 200 countries 70 million members in over 200 countries A new member joins LinkedIn approximately every A new member joins LinkedIn approximately every
secondsecondExecutives from all Fortune 500 companies are Executives from all Fortune 500 companies are
membersmembers
Quick SearchQuick Search
Savills- 24 SingaporeSavills- 24 Singapore Leightons- 898 Australia/ 127 Hong KongLeightons- 898 Australia/ 127 Hong Kong
Conversations OnlineConversations Online
Look for Look for connectionsconnections
Join groupsJoin groups
Meaningful Meaningful conversationsconversations
Be activeBe active
Give adviceGive advice Garner expert Garner expert statusstatus
MeetingsMeetings
SeminarsSeminars
ConventionsConventions
ConferencesConferences
Charity/GolfCharity/Golf
Social eventsSocial events
Training coursesTraining courses Site visitsSite visits
Conversations OfflineConversations Offline
VISIBLEVISIBLE
• Old School Recruiter V’s New School Recruiter
• Compound BD & Christopher Columbus
• Online/Offline Networking
• Contact Points to Build Rapport
• Monetizing on Conversations Online/Offline
• Take Away Tips
Today’s TalkToday’s Talk
Contact PointsContact PointsDo your Consultants know what they are?Do your Consultants know what they are?
Are your Consultants maximising on Contact Are your Consultants maximising on Contact Points?Points?
Convert a Name Into a ContactConvert a Name Into a Contact
CONTACT POINTSCONTACT POINTS
QualityQuality
QuantityQuantity
Ultimate GoalUltimate Goal
Advisor StatusAdvisor Status
Monetizing on Conversations
NLP- Effective Communication
55%55%38%38%
7%7%PhysioloPhysiologygy
ToneToneWordsWords
NLP- Build Rapport
Helps us appreciate how others make decisionsHelps us appreciate how others make decisions
Auditory
SoundSoundListenListenHearHearTellTell
DiscussDiscuss
Learn by listeningLearn by listeningDistracted by noiseDistracted by noise““I hear what you are I hear what you are
saying”saying”““How does that sound”How does that sound”““That rings a bell”That rings a bell”““Listen to me”Listen to me”
- Use tone of voice & words carefully- Use tone of voice & words carefully- Allow them to express themselves- Allow them to express themselves
- Cutting them short will break rapport- Cutting them short will break rapport
Visual
LookLookSeeSee
ShowShowIllustrateIllustrateImagineImagine
Memorise by seeing Memorise by seeing picturespictures
Trouble with verbal Trouble with verbal instructionsinstructions
“ “ What are your views”What are your views” “ “ I can’t imagine that I can’t imagine that
working”working” “ “ I will look into this “I will look into this “ “ “ See what i mean?”See what i mean?”
- Show them pictures, diagrams and brochures- Show them pictures, diagrams and brochures- Use visual words to assist with mental images- Use visual words to assist with mental images- Avoid long instructions, their mind will wander- Avoid long instructions, their mind will wander
KinestheticTouchingTouchingPhysicalPhysicalFeelingFeeling
Memorise by doingMemorise by doing Walking through Walking through
scenariosscenarios““Stay in touch”Stay in touch”“ “ I have a gut feel”I have a gut feel”“ “ I will touch on that later”I will touch on that later”“ “ That feels right to me”That feels right to me” “ “ I have a grasp on the I have a grasp on the
idea”idea”-They need to ‘feel’ right about your offering-They need to ‘feel’ right about your offering- Make time to create a good feeling for them- Make time to create a good feeling for them
- Sit/stand close to them so they feel connected- Sit/stand close to them so they feel connected
Warming Up a Cold CallIt’s easy ...
Common Common groundground
Leverage Leverage existing existing
relationshipsrelationships
Join Join common common groupsgroups
Cite PRCite PR
ReferralsReferralsElevator Elevator
pitchpitch
SettingSetting(Attend Events)(Attend Events)
If you know If you know the personthe person(Connect (Connect online)online)
What you know What you know about the about the
personperson(Check (Check
Linkedin/Google)Linkedin/Google)
Face to Face Still Face to Face Still RulesRules
but how do you do it.....but how do you do it.....Depth of that Depth of that relationship relationship (Use contact (Use contact
points)points)
Conversations old and new go on.........Conversations old and new go on.........
ContinuousContinuous ProcessProcess
SummarySummary
Take Away Tips
Recognise different mediumsRecognise different mediums Be aware of contact pointsBe aware of contact points Develop hybrid approachDevelop hybrid approach Look for connectionsLook for connections Work on rapportWork on rapport Be prepared to giveBe prepared to give Get creativeGet creative Maximise EACH Consultant’s Maximise EACH Consultant’s
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