Always have two questions

Whenever you are on a business development call, you need to have two questions for every single prospect. Having two questions will triple the number of chances you get to build a relationship with a client.

Now, these two questions, they can be on anything recruitment or industry related. The first one should be the recruitment-focused outcome you are looking for. For example, you want to get the job-on with the client who been advertising for a that role you have seen. So you do the whole lead chasing bog standard recruitment question. And like the Chumba-Wumba song, you get knocked down.

However, you can get right back up agian because you have a second question.

The second question can be more creative. If you are looking to play it safe something that is industry-related that you can use to help market to them in the future. Below we have outlined a mini-script to demonstrate what we mean.

YOU: “Hello, Mr. Client. Can I help you with this job?”


YOU: “One more question before I go. What are your thoughts on the latest acquisition of X?”

CLIENT: “That is really interesting you asked…..”

You ask the set out second question and you get their feedback, thoughts and input. You can use these information to market to them in the future or to create a small report which you can use to market.

Having the second question will increase the time that you are able to spend in the phone and will enhance your chances of building that relationship with the client.

Smash your Monday with these quotes

“A thousand word leave not the same deep impression as does a single deed.” – Henrik Ibsen

“To Think is easy. To act is difficult. To act as one thinks is the most difficult.” Johann Wolfgang Von Goethe

“Nature does not hurry, yet everything is accomplished.” Lao Tzu

“In the world of behavioral change, simple works.” – Tim Ferriss

“Don’t be afraid to fail. Be afraid not to try.” – Michael Jordon

Use the power of thank you for get past those pesky gatekeepers

Get past the gatekeeper with “Thank you.”

Gatekeepers, they’re a real pain.

They could be a real pain for anyone.

As a recruiter, I of course find them very, very annoying because they’re stopping you from getting in contact with the people who I can help most: hiring managers.

That’s their job, sadly. And for what it’s worth, they do a good job and we should thank them. What you should do is you should thank them.

When you are asking at a gatekeeper for a person (the gatekeeper could be a receptionist or whoever picks up the phone), say the person’s name and then just say “Thank you” and be silent.

The amount of times this works is amazing because essentially no one likes silence, and the longer the silence goes on, the more likely they are going to take the easy option to end the silence, which is to say, “Putting you through.”

So next time you’re at a gatekeeper, say “Thank you.” It will do a world of difference.

Monday Quotes coming at you!

“How we spend our days is how we spend our livies.” – Anne Dillard

“If I have seen further, it is by standing on the shoulders of giants.” – Isaac Newton

“Work gives you meaning and purpose and life is empty without it.” – Stephen Hawking

“What you do today can improve all your tomorrows.” – Ralph Marston

“Learning never exhausts the mind.” – Leonardo Da Vinci

Smile Before You Dial – but course you are doing this right?!?!

This life hack I feel wins the award for being the cheesiest hack in the entire book. Do not worry, I heard your groans, but please do keep with me on this.

Smile when you dial is a cliche and as with alot of cliches people in this cynical internet age ignore them because they are after all quite awkward and embarrassing.

Something becomes a cliche because there is a real element of truth to it, and when it comes to smiling as you dial the truth is very much there.

Smiling when you dial does a number of things that will help you as you are making calls.

1) When you are smiling people can hear this in your voice and you will sound more appealing and persuasive on the phone.

2) When you make the muscle movements that form a smile it releases happiness chemicals that will make you feel happier and if you feel happier you will perform better on the phone.

3) When it becomes a habit that is repeated and repeated as you smile before you dial the body will automatically become hardwired into a positive state.

Thank you for bearing with me through the cheese!