Author Archives: Mark Whitby
Mark Whitby is one of the world's leading coaches for the recruitment industry. Since 2001, he has trained over 10,000 recruiters in 34 countries. Mark has helped recruiters to double or triple their billings and owners to increase their team's sales by 67% in 90 days.
Companies House records reveal that an average of 818 new agencies were registered every month in 2017. That’s more than 9000 new start-up recruitment companies, taking the total number of agencies in the UK to over 35,000. According to Paul MacKenzie-Cummins, the Managing Director of ClearlyPR who conducted the research, the growth in the number […]
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If you want a steady stream of warm leads flowing into your recruitment business, then you’ll need to get up to speed on inbound marketing. Even if you plan to outsource inbound marketing to a digital agency, or delegate responsibility to a full or part time employee, you the business owner still need to have a […]
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Building a permission-based email list is the foundation stone that all your inbound marketing activities are built upon. Therefore, capturing your prospects’ contact information, especially their email address, is a critically important step in your marketing funnel. But what is the best way to do this? Whilst there are other options, one of the most […]
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A client recently asked me: “Can you give me some insight into how to collect a past due balance from a client while still maintaining a lucrative relationship?” Sure thing – I had this one recently myself! And the client was in another country which made it a little more challenging. I don’t know what you’ve already […]
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Email is a lazy manager’s best friend. It is hard asking people to do things to their face – especially when delivering a message that might be met with resistance. Instead of risking a confrontation, the lazy manager will fire off a quick email saying, “I’m concerned that you haven’t sent any CVs to this job […]
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Email marketing is one of the most effective ways to market your recruitment agency. You can communicate “one-to-many” at the push of a button, making email marketing a highly leveraged and cost-effective marketing activity. I’m not talking about the unsolicited bulk emails that are sent out by some companies that end up in your spam folder. […]
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With all the talk of content marketing being the “ultimate solution” for B2B sales and marketing professionals, the simple fact is that unless you are extremely lucky, none of the leads from your content will directly result in a sale. You still need to have a chat with your prospects first. Yes, the content will warm them […]
Read MoreImagine you’re speaking with a potential client who says, “why should I use your firm instead of someone else?” Do you have a great answer to that question? If you don’t have a clear Value Proposition, sometimes called a USP or Unique Selling Proposition, then I guarantee you’re losing business you might have otherwise won and leaving […]
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Whether it’s a case of contacting that perfect candidate for a role you’re working on or introducing yourself to a key decision maker at a potential new client, one of the biggest challenges any recruiter faces is getting people’s contact information, in particular, email addresses. There is LinkedIn of course, where if you’re connected to […]
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Want to generate warm leads on autopilot, and attract a steady flow of new clients and candidates for your recruitment business? Then you need a Lead Magnet.What is a Lead Magnet?Quite simply, a lead magnet is an irresistible bribe that offers value to your prospect in exchange for their contact information. In other words, it’s […]
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As part of any marketing campaign, capturing your prospect’s email address is crucial. Following this, you may have an automated series of emails that will convert a percentage of these prospects into clients or candidates. But what about those that haven’t been converted?The fact is, once you have got someone into your marketing funnel, you […]
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As a recruiter, your website should be central to your marketing strategy to find those valuable clients and candidates. Having a well-designed website that is functional and engaging is great. Not only can it be a great resource for your potential clients and candidates, it can also help to show them not just why you […]
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Whether you’ve been in the recruitment industry for decades or whether you are a newcomer, there’s no doubt about it, it’s never been as competitive as it is now. With the rise of in-house recruiters, and a record number of new recruitment agency start-ups, it’s only going to get tougher. This means that for many […]
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Can you still export your LinkedIn Connections in the new interface? YES you can! Here’s the short-cut… Click to Tweet In this article and video tutorial, I’ll show you how to export your connections in LinkedIn (including email address) to a spreadsheet or csv file. Once you know how, it’s very simple. However the “Export Connections” […]
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Gary (not his real name) was a million dollars a year biller who got fed up working for someone else. So he quit, rented an office, hired a bunch of guys and set up his own consultancy. Given his outstanding sales record, the venture began with champagne and high hopes. Six months later the fizz had […]
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I hate Vendor Management Systems because they take the fun out of recruiting, turn us into administrators, create some major frustrations and ultimately make it harder to earn our placement fee. I wrote an article on this subject for Recruiter Magazine a few years ago: Recruiting via ‘Portals’ is a Waste of Time. Since then, […]
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As a recruiter, there are few things more frustrating than trying to recruit a candidate without having a clear and comprehensive understanding of the role you’re recruiting for. While your preference is always to work directly with the hiring manager to understand the position firsthand, situations will arise where you need to negotiate the politics […]
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James Caan, multi-millionaire, Dragon, founder of the Alexander Mann Group was asked, “How can I get my consultants to be more productive?” His reply, “Tell them to get on the f***ing phone.” That’s how he built his recruitment business in 1985, cold-calling prospects from a tiny office in Pall Mall. Would that still work today? […]
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Want to avoid distractions and be more productive? Here’s a simple yet effective way to stay focused and get more done each day. Recently voted as the most popular productivity hack, the Pomodoro Technique is a time management philosophy that helps people to maximize their productivity while avoiding burnout. It enables them to manage the […]
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What percentage of your business is contingency, versus retained search? If you answered “all” or “mostly contingency” then you’re missing out. Because for permanent, mid to senior level positions then there’s no reason you shouldn’t receive part of your fee up front. It always surprizes me how few recruiters pitch for a retainer. Usually it’s […]
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Many recruiters don’t bother writing a business plan. They either think it’s too hard, or believe it’s not necessary unless you’re trying to secure funding. That’s a shame because writing a business plan need not be difficult or time-consuming. And whether you’re a recruiter, manager or recruitment business owner, planning has a tremendously positive impact […]
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Lead generation is actually pretty simple. You talk to lots of people in your niche, and ask lots of questions. You’ll quickly find out “who’s who” — who’s hiring, who’s firing; who’s expanding, who’s downsizing; who’s won the contract, who’s lost the contract; who’s hot, who’s not. Lead generation should be one of your objectives […]
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Do you ever feel frustrated by the high levels of resistance you encounter when calling potential clients? Let’s face it — it’s hard to get people’s attention these days. Clients are bombarded by business development calls, and when you add email and social media to the mix, the competition for your prospect’s focus is intense. […]
Read More“How can I keep my team motivated?” I get asked this question a lot by recruiting firm owners and recruitment managers and with good reason. Your employees’ attitude and motivation have a direct impact on their productivity and performance. And as a leader, it can be frustrating when you feel like you’re giving them all […]
Read More“If you were starting a home based recruitment business what are the first steps you would take?” If you have recently started or are thinking about starting a recruitment agency, or setting yourself up as an independent recruiter, then this video is for you. Regardless of whether you’re working from home, or renting a small […]
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