Course curriculum

  • 1

    Future Webinar/Surgeries & Q&A

    • Sign up to Zoom

    • 2021 (3) - 8. Company Centric Questions - 10 Aug 2021 2 pm (BST)
  • 2

    2021 webinars/surgeries

    • Copy of 2021 (3) - 9. Negotiation techniques - 17 Aug 2021

    • 2021 (3) - 7. Questioning, Questioning, Questioning - 03 Aug 2021

    • 2021 (3) - 8. Questioning - Company Centric Questions - 10 Aug 2021

    • 2021 (3) - 6. Marketing candidates - 27 Jul 2021

    • 2021 (3) - 5. Objection Handling - 20 Jul 2021

    • 2021 (3) - 4. The First Approach on the phone - 13 Jul 2021

    • 2021 (3) - 3. The first approaches (digital) 6 Jul 2021

    • 2021 (3) - 2. Mapping your Market - 29 Jun 2021

    • 2021 - (3) Let's start with a strategy - Jun 22

    • 2021 (2) - 9. Working with internal recruitment teams

    • 2021 (2) - 8. Negotiation skills

    • 2021 - 7. Questioning - company & recruitment

    • 2021 - 6. Questioning techniques - Market

    • 2021 - 5. Marketing your candidates

    • 2021 - 4. Objection Handling

    • 2021 - 3. The first approaches

    • 2021 - 2. Mapping Your Market

    • 2021 - 1. Business Development Strategy

  • 3

    2020 webinars

    • 8 Dec - Session 8 - Working With Internal Recruitment Teams

    • 1 Dec - Session 7 - Recruitment Centric Questioning

    • 24 Nov - Session 6 - Industry and Company questioning

    • 17 Nov - Session 5 - Marketing your Candidates for best results

    • 10 Nov - Session 4 - Objection Handling

    • 27 Oct - Session 2 - Mapping your Market

    • 20 Oct - Session 1 - BD Fundamentals course begins

    • Alan Clarke - Business Development Strategy

    • 3 Nov - Session 3 - The First Digital and Phone Approaches

    • Alan Clarke - Mapping Your Market

    • Alan Clarke - Market Your Candidates

    • Alan Clarke - Objection Handling

    • Alan Clarke - The First Digital & Phone Approaches

    • Alan Clarke - The First Digital & Phone Approaches

    • Alan Clarke - Recruitment centric questioning

    • Alan Clarke - Industry & Company Questioning

    • Alan Clarke - Keeping Control Of The Process

    • Alan Clarke - Stating Your Fees & Rates With Confidence

    • Alan Clarke - Client & Candidate Education

    • Alan Clarke - Objection Handling

    • Alan Clarke - The Art of Selling Retainers

    • Alan Clarke - Backfill & rejecting candidates

    • Alan Clarke - Working with internal recruitment teams
  • 4

    Business Development Strategy

    • Components of a Successful Business Development Strategy

    • Business Development Strategy in a Crisis

    • Q&A - The #1 thing recruiters should be thinking of every day

    • Overcoming business development reluctance, Chasing Adverts & Internal recruitment

    • BD Activity in December to Have A Great January

    • How to Succeed With a Back Fill Strategy & Handling the "We Only Pay 15%" Objection

    • How Do I Make Time For Business Development

    • How Should You Choose Your Niche and 3 Reasons Why Agencies Are Better Than Clients At Recruiting
  • 5

    Client Identification and Attraction

    • Mapping Your New Market

    • How to Map your Market

    • How to Get More Leads from Candidates and effective questioning

    • How to use Social Media toi Grow Your Network.

    • Get out of your office and meet people to stand out from the crowd

    • How do you avoid the stigma of being a typical cold caller

    • How to create a successful inbound marketing strategy
  • 6

    Prospective Client Qualification

    • How to Avoid and Get Past Gatekeepers

    • Understanding Your Clients Recruiting Pain

    • How to adapt your approach for Longer sales processes, What is a good PSLs?

    • How to initiate conversations with new prospects references and differences between warm and cold calls

    • How to Make Cold Introductions & What To Do If You Are Ghosted

    • How to use a company's annual report to improve sales conversations

    • How to use the phone as an effective BD tool

    • Candidate Marketing 2.0
  • 7

    Target Client Nurture

    • How to Handle Client Objections When Initiating A Relationship

    • How the Phone Can Help You Win Business, How to Make Your Initial Approch and Objection Handling

    • Learning Live Playback: How To Gain Client Commitment At Briefing Stage

    • How Do I Nurture Job Leads That Are 6 Months Away?

    • How To Generate New Business Through Candidate Marketing

    • Do You Still Believe In Face to Face Meetings?

    • How to Book Client Meetings

    • The Power and Value of Face-to-Face Meetings (feat. Ben Browning)

    • How to Overcome Client Meeting Objections

    • Q&A - How often should I chase a client?

    • Q&A - How Do I Discuss Brexit With Clients?

    • How to Convert More Leads Into Vacancies

    • How to Expand Existing Accounts
  • 8

    Active Clients Nurture

    • How Can I My Improve Client Relationships

    • Learning Live Playback: How To Run An Online Meeting

    • How to Retaining more clients & Contact Cadence for Target Clients

    • Learning Live playback: How To Book Virtual Client Meetings

    • How To Sell Your Virtual Recruitment Process

    • Helping Clients Implement A Virtual Hiring Process

    • How to Re-engage Lapsed Clients

    • How to re-negotiate rates with a client
  • 9

    Delivery & Conversion

    • How to Question, Engage and Present Solutions...

    • How to engage clients about their Recruitment Process