Become a trusted advisor ppt
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Become a trusted advisor ppt

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Designed for Recruitment Consultants to develop deeper client relationships based on mutual trust and respect.

Designed for Recruitment Consultants to develop deeper client relationships based on mutual trust and respect.

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Become a trusted advisor ppt Become a trusted advisor ppt Presentation Transcript

  • A New Approach ... Become a trusted advisor
  • Common Sense/ Awareness
  • Trusted Advisor? lien As a trusted advisor, clients WANT to buy from you !
  • a new approach ... First step - create rapport Rapport is essential
  • Creating Rapport
    • Matching / Mirroring
            • Words
            • Tone
            • Body Language
            • You cannot not communicate!
            • Listen with your eyes!
            • We think 4x faster than we speak - so we can become distracted
  • Thinking Preferences - “how would you like this information presented to you” Personality styles ‘ people do business with people they like’ stage one - recognising self Seeing Hearing Feeling Imagine Focus Look at Point out Notice Show you Illustrate Viewpoint Talk through Tune in Listen to Rings a bell Deaf to Sounds like Tell myself Outspoken Hold on Strikes me In touch with Stick with No stomach for Put a finger on Feel like Grasp
  • a new approach ... Trustworthy Equation Credibility + Reliability + Intimacy __________________________ Self Orientation = TRUSTWORTHINESS The Trusted Advisor - Charles Green
  • a new approach ... Credibility Credibility has to do with the words we speak, our experience, expertise & presentation abilities. In a sentence we might say, “I can trust what she says about the salary level I need to pay; she’s very credible she knows her stuff.”
  • Reliability Reliability has to do with actions. We might say, “If he says he’ll deliver the CV’s tomorrow, I trust him, because he’s dependable.” “ If he says this candidate has the expertise I need, I will interview him”
  • a new approach ... Intimacy Intimacy refers to the safety or security that we feel when entrusting someone with something. We might say, “I can trust her with that information; she’s never violated my confidentiality before, and she would never embarrass me.”
  • a new approach ... Intimacy • Discretion – the wisdom to know what to do with information another shares with us • Empathy – the ability to see another person’s point of view from the inside out; to identify with another person’s feelings. Understand their world/challenges • Personal relationship – find out about them, discuss mutual interests. The more familiar you are to other people the more likely they are to trust you • Risk-taking – vulnerability. This is about you. eg asking for feedback, revealing something personal, saying the unsaid
  • a new approach ... Vulnerability Saying or doing something that may feel risky!
    • “ I don’t feel like I am managing this process to your satisfaction, can we talk about it?”
    • “ I know you put your neck out to get us on the panel, what can I do to make sure you look good”
    • “ I know I can find someone for the role, but I am going to feel nervous presenting the proposal to your boss”
    • Self-orientation refers to the person’s focus. In particular, whether the person’s focus is primarily on him or herself, or on the other person.
    • We might say, “I don’t trust him — I think he’s too concerned about how he’s appearing and, so he’s not really paying attention.”
    • “ She is genuinely interested in me and my situation, I feel relaxed with her”
    a new approach ... Self Orientation
  • a new approach ... How to become Trusted How to become Trusted Credibility + Reliability + Intimacy _________________________ Self Orientation = TRUSTWORTHINESS
  • Time Trusted Advisor process Connect on an emotional & rational level Trust Add value Job role Recruitment issues & trends Business Issues Personal Issues Trusted Advisor
  • Feel relaxed and confident
    • Find out what the client wants / needs
        • Values / Priorities / Preferred way of interacting
    • Understand their world
        • concerns / problems / beliefs
    • Ask impact questions
    • Relationship first, business second
    Being a trusted advisor is less to do with expertise and more to do with genuine interest and honest values.
  • What do clients say they want? What do clients say they want? a new approach ...
  • What clients say
    • “Takes time to really understand me, my area and the types of people I need”
    • “They know me, they are interested and interesting, they are authentic”
    • “My time is precious, trusted advisors only send me the types of people I want, they respect this”
    • “When they care about my company and make me feel its their most important priority, then I will invest time in them. I don’t want to feel its all about trying to get business”
  • What clients say
    • “ Do what you say you will do, when you say you will do it”
    • “ I once became a candidate, thats when I knew who was worth their salt and who I will now work with in my new job”
    • “ The relationship has to be more than just a transaction. I want to be educated, I want to be given advice, even if it means sending me to another recruiter or introducing me to someone else”
  • What clients say
    • “When the consultant understands my world, knows I am busy and gives me information that is relevant to me, in the way I need it and still delivers candidates, thats a trusted advisor !”
    • “ He knows how to communicate with me - because he asked - structured or unstructured, formal, informal, ad hoc calls, 1/4ly meetings etc. He is personable, authentic and trust worthy”
    • “ They are across broader HR issues and keep me informed, I get sent info that interests me”
    • “ They know their market, their candidates, they are abreast of bigger issues than just recruitment and I enjoy spending time with them”
    • “ I have developed a strong relationship with my consultant, they know me at work and personally - we have history. I can talk to them about more than just recruitment”
    • “ We work together, collaboratively, its in both our interests to make the relationship work”
    What clients say
    • “ They always ask lots of questions, so I feel they are more caring and become more competent as a result. We share more information, they ask more, than they tell”
    • “ I make assessments of their worth based on how well they treat me and the candidates after the placements are made”
    • “ I take their calls & share information”
  • Actions 20% of your clients tend to give you 80% of your business so spend time on the 20%
  • Actions to take
    • Review clients - rank yourself 1-5 on Trusted Advisor scale. Focus on the 20%
    • Find out your clients perception of your business relationship - ask for feedback
    • Map out how to improve your relationship status. - plan for each relationship, including contact plans, thoughtful gestures, educating clients, brainstorm ways to increase the productivity of the relationship
    • Understand self - raise self awareness, EQ
    • Develop high impact questions as part of your sales process
    • Better understand your
    • clients preferred style
  • Benefits
    • less time is spent business developing
    • more profitable business relationships
    • better client retention
    • more opportunities for referrals
    • develop better and more meaningful relationships with your clients
    • Thank you for your attendance and participation.
    • June Parker
    • Founder, Seven Degrees
    • [email_address]