We all know that the market we are all working in is hard.
 
There are fewer vacancies around, and incumbent agencies are increasingly satisfying the needs of their clients (and your prospects).
 
So, what are you supposed to do?
 
The best approach is changing the narrative from “Can I recruit for you?” to “I think you might be very interested in this.”
 
In this edition of FTDOMA, I explain how to do this using the white-label content we have produced for you.
 
If you hit a prospect with a sales pitch before they are ready to buy, it probably won’t end well for you.
 
Add value and build a relationship, and the work will come to you as soon as it can.

Leadership comes down to three big activities (and other smaller ones).

1. Focus and direction
2. The Team
3. Change

 All three apply if you have a team, whereas only 1 and 3 apply if you’re on your own.

In this edition of FTDOMA, I explain the activities of each of these leadership components and why they are so important.

 A company without strong leadership can never be great. Even if that company only has one person in it.

Quite simply, soft questions are the basis of all relationship building.
 
Hard questions are work-related; we probably all know how to do that.
 
Soft questions have several powers attached to them, which I share in the video.
 
If I could choose one skill to be at the superpower level in relationship building, it would be this one.
 
Enjoy.

The best way to boost profits is to lift revenues but keep costs the same.
 
The other way is to reduce your costs, so every penny saved goes straight to the bottom line.
 
Increasing revenues comes down to two things: bigger fees or a more efficient team.
 
In this edition of FTDOMA, I will explain how to reduce costs, negotiate higher fees, and make the team more efficient.
 
Remember, your target is always the profit you want to make, not the turnover, number of employees, or even number of clients.
 
Profit, profit, profit – here are three ways to make more of it.

Our external stakeholders know everything we need to make our business better than our competition.

All we have to do is liberate it, and that’s what this edition of FTDOMA is all about.

The question is, “How can we help each other?” But what’s more important is how you focus on the question.

So, I’m going to the next level to explain how to do this and what happens if you do.

I also explained how NOT doing this costs me a £3 million client!

Please leave a comment below if it resonates with you.

Having a BD mentality is crucial when targeting high-value new clients.

In this video, I will talk about how my approach (which anybody can do) enabled me to win more clients than other recruiters had given up on.

It comes down to 4 things which, when combined, form a winning BD mentality.

Enjoy!

I think some of you on the program are making one mistake (all for the right reasons) that is slowing down your progress.
 
And when I say this mistake is slowing down your progress, I mean it's not just a matter of days or weeks, but in some cases, it's delaying your progress by months.
 
This is a very short, yet I believe it is quite a powerful message.
 
Please find a couple of minutes to watch it and then reflect on whether it applies to you or not.

My biggest weakness when faced with an opportunity to do something new is asking myself, “Can I do this?” when I should ask, “Should I do this now?”

Focus is a crucial aspect of a successful business, but it takes time to practice.

So, in this edition of FTDOMA, I explore what focus means and how you can improve yours.

The Jony Ive clip I mentioned is here: https://www.youtube.com/watch?v=EKBVLzOZyLw

The best 89 seconds you’ll spend this week!

We all know the power of VOTC in the quest for excellence and client research.
 
But it can also be used when pitching for new work.
 
Lots of people talk about quality and service levels but tend to have nothing to back this up.
 
So, if the prospect asks, “How do you ensure high-quality standards?” the helpless salesperson will usually waffle.
 
Not so if you have a VOTC program in place, but only if you do the online surveys!
 
Don’t forget we have example surveys you can use for clients and candidates.

We don't like cold calling very much because it's time-consuming and leads to little success.
 
However, we occasionally have to make them calls, and it's a great way to sharpen your sales skills.
 
In this edition of FTDOMA, I am going to look at one VERY practical way to stand out from other cold-callers.
 
Clue: it's not about telling people you are different, it's about showing people you are!
 
Oh, and I'll also be announcing a cold-call workshop that's coming up soon.