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Are You Viewed as a Trusted Adviser by Clients?

by | Mar 29, 2016 | Recruiter Training, Top Echelon Blog

A few years ago, I was driving to Indianapolis to speak at a conference. I was less than one mile from Lafayette, Ind., when my vehicle picked up speed and no matter what I did, it kept going faster.  I turned off my engine and finally ended up on the side of the road on I-65.

In less than three hours, I was to present an owner program and my car was dead.  “Plan B” was to call for help to get my battery charged.  I immediately called the Hoosier Helpers, the police, and two auto repair shops.

The police came first, and they gave me the number for a mechanic they recommended.  As I waited for the mechanic, I decided to call car rental companies so that I had a “Plan C.”  Thirty minutes later, the tow truck arrived and charged my battery.  I thought “Plan B” had worked until I realized my car wouldn’t start.  As the mechanic tried to figure out a solution, I implemented “Plan C.”

Enterprise Car Rental was waiting for my return call and ended up meeting me on the exit ramp as my car was being towed.  In less than 30 minutes, I was in a jeep driving to Indianapolis.  I arrived 15 minutes before my program and was grateful that “Plan C” had worked!

Do you have a “Plan B” or “Plan C” as you work your recruiting desk?  Do you have one candidate in the final interviewing process or do you have three?  Do you keep covering your orders or assignments as candidates are eliminated from the process?

Do you have a list of the new clients you will target to enhance your current client base?  You may have an established client base, but what if one of your “A” accounts quits hiring?  What specific companies have you targeted to land before the end of the year?  Do you realize that your best client for 2016 could be someone you have not even called yet?

If your “Plan A” is not helping you to consistently attain your goals, what is your “Plan B” and “Plan C”?  You can’t continue to do things the same way and expect different results.  If “Plan A” doesn’t work, you can’t panic or give in to frustration.  You need to think, “SO WHAT— NOW WHAT?”

If you’re trying to improve client relationships, are you willing to entertain a client after working hours to get to know your clients and determine what is most important to them?  Are you a vendor or are you positioning yourself as a trusted adviser?

The day you think you know all that you need to know in this profession, your competition will run right over you because they will continue to learn, improve, and change.  Your “Plan A,” “Plan B,” or “Plan C” must involve your continuous learning.

Learn to back up all your efforts with alternatives and other solutions ,and you will close more deals and not be devastated by setbacks!  You will merely view them as obstacles you know you can overcome!

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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog. You can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email, or visit Good as Gold Training online.

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