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Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
Own your market
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Own your market

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  • 1. Own Your Market!Become the StaffingProvider of Choice
  • 2. Our Reality ü  Competition Over 6,000 Staffing Offices in the US One of fastest growing industries over next 10 years – BLS Negligible Barrier to Entry
  • 3. Our Reality ü  Competition Significant Margin Erosion ü  Industry Procurement’s Growing Role Commoditization Continued Rise of VMS
  • 4. Our Reality ü  Competition Email, Voice Mail, Texting ü  Industry Social Media – LinkedIn, Facebook, Twitter Commoditization Technology brings significant risks and opportunities ü  Technology
  • 5. “Sales Equity” Examples of activities that create Sales Equity:The process of adding § Networking value to your personal § Speaking and company brandthrough sales activities § Educating § Referrals § Sponsorships § Targeted Advertising
  • 6. To be known as THE Expert in your market §  Business comes to you §  When people talk staffing/recruiting, your name comes up §  You don’t need to negotiate on price §  People already know who you are when you meet them §  Your competititors hate you!
  • 7. “Marketing Gravity” Alan Weiss, Million Dollar Consulting
  • 8. 3 Stepsto Own Your Market
  • 9. On the Subject of “Expertise”“The emerging picture from such studies is that ten thousand hours of practice is required to achieve the level of mastery associated with being a world-class expert – in anything”
  • 10. “The so-called expert with the most credibility indicators, whetheracronyms or affiliations, is often themost successful in the marketplace,even if other candidates have more in-depth knowledge. This is a matter of superior positioning, not deception”
  • 11. Establishing Credibility•  Get Certified•  Join Associations•  Have a professional headshot•  Create a professional bio
  • 12. Establishing Credibility•  Get Certified•  Join Associations•  Have a professional headshot•  Create a professional bio
  • 13. Establishing Credibility•  Get Certified•  Join Associations•  Have a professional headshot•  Create a professional bio
  • 14. Establishing Credibility Introduction/Bio:•  Get Certified Bob Oros, CSP, CMC, is a full time professional speaker and author and is one of the countrys leading sales trainers. He has been a full time speaker•  Join Associations since 1990 with over 2,000 speaking engagements in all 50 states and as far away as New Zealand. Prior to starting his speaking career, Bob spent 20 years working his way from a street sales person to the position of National Sales Manager for a Fortune 200 company. During his best year his personal Have a professional sales exceeded 30 million dollars in new annual•  business. headshot His training seminar has produced sales and gross profit increases ranging from 20% to more than 100% for some of the largest companies in the country. Bob and his wife Jane have lived in Seattle, Chicago, Boston, Maine, Florida and “ended up” in Create a professional bio Edmond, OK.• 
  • 15. Build Your Presence ü  Power Networking ü  Media Relations ü  Using Social Media
  • 16. Why Network? §  Builds your credibility and reputation §  Increases your scope §  Results in referral business §  Creates new relationships §  Significantly improves your chance for long-term success §  Its more fun than cold calling!
  • 17. The Power of Networking Lead Type Win Rate Avg. Win Size All Leads 25% $119,718 Cold Call 14% $65,385 Networking 50% $257,143
  • 18. Where to Network?§  Best Bet: Local HR Association§  Local Chambers§  Trade Associations – IT, Accounting/ Finance, Legal, Manufacturing, Warehousing§  Non-profits – United Way, Goodwill§  Affinity Groups – Alumni Chapter, Social Clubs, Sports Clubs§  Create your own networking group!
  • 19. Networking Tipsü  Arrive early – get to know the hosts Sample Questionsü  Volunteer • What do you do?ü  You’re not in a business card • How did you get into handout contest that business? • What did you doü  Have 5 or 6 go to questions, then before this position? stop talking and listen • Where are you fromü  Befriend job seekers – they’ll originally? • What would an ideal remember you prospect of yoursü  Set realistic goals ahead of time look like?ü  Follow up quickly
  • 20. Networking Tipsü  Arrive early – get to know the hosts Sample Goalsü  Volunteer • Meet the Exec.ü  You’re not in a business card Director handout contest • 3 potential leadsü  Have 5 or 6 go to questions, then • 2 networking contacts stop talking and listen • Volunteerü  Befriend job seekers – they’ll Opportunity remember youü  Set realistic goals ahead of timeü  Follow up quickly
  • 21. NetworkingMust Read
  • 22. Media Relations •  Create Press Kit
  • 23. Media Relations •  Create Press Kit •  Make it Easy
  • 24. Media Relations •  Create Press Kit •  Make it Easy •  Submit Articles
  • 25. Media Relations •  Create Press Kit •  Make it Easy •  Submit Articles •  Register for PR Sites
  • 26. §  Why? – Over 1 §  Why? – HR LOVES §  Why? – Your clients (and billion active users Twitter competitors) are there§  How? – Create a fan §  How? – Create a page profile and connect §  How? – Create a it to Facebook and detailed profile LinkedIn and start building connections Social Networking: The Big 3
  • 27. Reinforce Your Image§  Web Presence§  Electronic “Touches”§  Thought Leadership
  • 28. Reinforce Your Image§  Web Presence E-Newsletter/ Blogs§  Electronic “Touches” Webinars§  Thought Leadership Pay per Click Advertising
  • 29. Reinforce Your Image§  Web Presence§  Electronic “Touches”§  Thought Leadership
  • 30. King of Self-MarketingJeffrey Gitomer §  # 1 Sales Expert §  $20,000 + speaking fee §  Weekly e-newsletter §  Nationally Syndicated Sales Column §  Over 200 speaking engagements annually §  Author of multiple sales books, dvd’s, and cd’s
  • 31. Tallann Resources EmailRevenue by Lead Type Campaign 1% Google 6% Speaking 20% Referral 14% Networking 60%
  • 32. ü You are an expert – let everyone know it ü Create “MarketingIn Closing….. Gravity” ü Own Your Market!
  • 33. Tom Erb, SPHRtomerb@tallannresources.com tallannresources.com blog.tallannresources.com

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