https://www.barclayjones.com/blog/202... I ran a webinar with APSCo for Recruiters, Sales and Marketers. Recruiters, I bet you’re getting calls by the second from: Clients who are withdrawing vacancies or, giving you too many to viably work on. Candidates deciding to NOT attend interviews, or who are looking for work. Marketers, I bet your inbox is full of emails asking: What costs you can cut.What campaigns you can set up to make the pain go away. What stuff you’d like to buy to make the pain go away – the irony! Sales pipelines are either drying up, or job applications and excess jobs are flooding inboxes and causing bottlenecks. Sales and marketing are challenging at the best of times… But now, This is a REALLY challenging time. It’s time to focus on positive and effective methods to help you make a difference to your 3Cs – candidates, clients, colleagues. Perhaps one way to see this time is as a pit stop – you’re in your formula one car, the ignition is on, you know at some point you need to get back out on to the track. What can and should you do to be ready? How can sales and marketing work together and be smart in this turbulent time – especially when you are all geographically disconnected and working from home?

1. Webinar
Connecting Sales and Marketing During
the Corona Virus
(and Beyond)
Lisa Jones
Barclay Jones

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Lisa Jones
Founder and Director
@LisaMariJones

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We Do 3 Things for Recruiters!
Triple award-winning
recruitment advocates

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Agenda
Your
Goals
WFH
(not WTF!)
S&M and the
3Cs
C Word
Action
Plan

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Joe Wicks Isn’t Just for
Sweaty 9ams!

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HIIT!
Look out for
HIIT – then
CHAT me to get
them

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Recruitment HIIT
Inbound Sales, Recruitment Marketing, Job Adverts, …
And your bespoke training

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Goals Question:
What do you want
to “fix” during this
lockdown?

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Agenda
Your
Goals
WFH
(not WTF!)
S&M and the
3Cs
C Word
Action
Plan

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Working from
Home

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Working from Home Before
March 2020!
▶ 40% of people feel the greatest benefit is the flexible schedule.
▶ Companies allowing remote work have 25% lower employee turnover
▶ People who work remotely at least once a month are 24% more happy
/ productive
▶ 74% are less distracted
▶ 86% are less stressed
▶ 21% would give up holiday allowance to have flexi-working (69% of
millennials would give up other benefits)
▶ WFH saves at least 11 days per year travelling
…BUT

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..there’s a catch
▶ 22% of remote workers find it hard to shut down
▶ 19% of employees are lonely
▶ Managers are not necessarily ready to lead
▶ Think scrums and weekly to dos and online lists
▶ Think “how are you??”

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But the C word
has blown a
massive hole in
these stats…
… how will we
change “post
Corona”?

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Solutions for Stir Crazy Kids
(and Crazed Parents)
… and Gin!
CHAT
Kids

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Use this time to
get ahead of the
chaos

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Candidates

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Question: Which
CRM do you use?

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Question:
How many
candidates can you
actively work at
once?

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HIIT Your Candidates
▶ KIT – Who needs a call, and how often?
▶ Clean up your data – NOT all of your data – it’s the key candidates in your
sector. How much do you actually need? Clean up your database
▶ Marketing to send persona-led mailshots to keep cands engaged – what
are they scared of? How can you help?
▶ Is this an opportunity to send a survey as they may be more engaged?
▶ Get ready for the upturn!
▶ Educate them on the job process and using video to interview. Don’t loose
them due their lack of confidence in tech – do the same with clients.
▶ Get your personality out – be fun, be remembered. Be helpful
▶ Get them to gen up on their sector. How can they train to improve their
chances once the upturn happens?
▶ Be a security blanket

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Clients

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Clients
▶KIT – Who needs a call, and how often? VIDEO! Be
remembered!
▶Are you focusing which companies are in trouble, so
you can cut them from your target list. Don’t waste
time! (How can your finance team help?)
▶Use loom to record you before and after call?
▶Clean up your data – NOT all of your data – it’s the key
clients in your sector. CRMFirst! (Improve by 29%!)
▶Marketing to send persona-led mailshots to keep
clients engaged – what are they scared of? How can
you help?
▶Is this an opportunity to send a survey as they may be
more engaged?
▶Get ready for the upturn!

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Loom
to Boost
Engagement
Chat LOOM
for the HIIT

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Clients Are People
▶Educate them on the job process and using video to
interview and video to train once an offer is made.
Does their induction process need to innovate to get
people on boarded. Retracting offers to people on 1-
3 months notice means that they are on a 1-3 months
wait once the up turn starts.
▶Don’t loose them due their lack of confidence in tech –
do the same with clients.
▶Get your personality out – be fun, be remembered. Be
helpful
▶Get them to gen up on their job – are they safe? How
can they train to improve their chances once the
upturn happens?

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Which Clients?
▶Target companies who have a recurring
revenue stream – do they have a cost per
user per month model which may not be
impacted by the C word?
▶Contract clients – PROTECT YOUR INCOME.
Focus on your existing contractor
agreements. Get those extensions!

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WIIFM?
▶What’s in it for me?
▶When you contact a candidate, ask, what
are you offering them? (They don’t think
that they want a new job…)

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Sales/Sourcing
50% of buyers (candidates?) choose you if
respond first. Yet more than 50% of companies
take 5+ business days to respond to new calls.
80% of calls go to voicemail, and 90% of first-
time voicemails are never returned.
16% of converted leads are contacted by the
6th call

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Colleagues

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Calendly to Give
Candidates Control

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Colleagues
▶ WFH – how are you keeping your teams glued together?
▶ How are your managers leading?
▶ How are you using tech to keep recruiters engaged
▶ Training – what can they be trained on to improve their knowledge
and thus empower them to WFH better d come out of the upturn
more effective.
▶ Which projects could you work on which the business needs but
didn’t have time for BUT will make a difference to your business in
3 months?
▶ Marketing to send persona-led mailshots to keep clients engaged
– what are they scared of? How can you help?
▶ Is this an opportunity to send a survey as they may be more
engaged?
▶ Get planning for the future - Master your tech
▶ Clean up your data and processes.

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Recruitment
is a TIME
Game

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Question:
How is your
marketing
department helping
you?

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Create a Routine
For example:
▶ Daily LinkedIn persona-led updates
▶ Notifications
▶ Awards process
▶ Data cleaning
▶ Calls/videos!
▶ Sharing content via connection process
What can you do to get them to look at your profile (warm call
generation!?)

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What is
your action
plan?

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The Coolest Tool
is…. The
Recruiter

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Recruitment HIIT
Inbound Sales, Recruitment Marketing, Job Adverts…
And your bespoke training

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