Archive for

Why Sales And Marketing Recruiting Is Different

Our company specializes only in hiring sales and marketing people, from front line contributors, to mid-level and all the way up to the executive level. We hire sales representatives, account managers, national accounts executives, directors, and vice presidents of sales and marketing. Through that process, we’ve developed a tremendous amount of expertise in these two functional areas that most recruiters don’t have. In addition to that, our sales and marketing team expertise comes from accumulating over a hundred years in the trenches of sales and marketing, actually working for companies and building and leading many successful sales and marketing organizations. When we approach sales and marketing, we approach it with deep experience. This is what you should look for in a sales & marketing recruiting firm.

Most recruiters don’t have that kind of experience in this particular domain. In fact, a lot of executive recruiters or headhunters are generalists. They hire CFOs, CEOs, CTOs and CIOs and they may be very good at the executive level in performing those duties. But when it comes to hiring sales and marketing talent, there’s nothing like having a recruiting or executive search firm which is focused in sales and marketing. We believe that it offers a powerful advantage to companies that are trying to make sure that they make the absolutely right hires for their company. We hire sales and marketing talent on a national level for clients who seek us out, looking for that special headhunting or recruiting firm who only focuses on making critical sales and marketing hires. They seek us out because many of them have suffered the burden of having made mis-hires.

In our Recruiting Guide, we quote statistics showing that 53% of all sales hires are mis-hires. This number is so high because most people don’t have the skills or the experience to hire sales & marketing employees, and so they get “sold” through the interviewing process, as opposed to determining whether or not a candidate can and will sell for their company. In particular, executives with backgrounds in finance, operations, engineering, manufacturing, or other non-sales and marketing fields are easily duped by slick, well-dressed, smooth-talking sales and marketing folks. While many of those people are actually very capable, often times the smoothest and the slickest ones who are the best at selling themselves in the interview aren’t necessarily the best people to represent and sell for your company. This is why outsourcing your recruiting function to an experienced sales and marketing recruiting company can have huge value for your business.

How a Dead Fly Can Make Your Sales and Marketing Efforts Stick Out Like a Sore Thumb

I hope this doesn’t gross you out.

My goal is NOT to make you squirm in your seat or be paranoid whenever you go out to eat. It’s to illustrate a very powerful sales and marketing lesson any one of us can learn (and profit) from.

Anyway, here’s the story:

Couple days ago the Mrs. and I tried a new restaurant in town. We’d read a rave review about it in the local paper. And, since it is still new, we figured it was time to check out their cheeseburgers.

So we get home, open the carton and get ready to dig in.

Except… I see a black, scraggly looking thing next to my burger that turned out to be a dead (deep fried) fly.

Ugh.

Thank God I look before I eat, eh?

So my wife calls the place up and tells them what happened. I mean, there could be some punk working there who did it on purpose for all we knew. And we figured the owner would want to know either way.

The guy’s response?

“Hmm. That’s a first.”

No wanting to fix it. No trying to do something to keep our business (or keep us from telling other people about the fly). No caring whatsoever.

Frankly, his level of concern was as dead as the fly on my plate.

And yet… we would have probably given his “bistro” a second chance (in a few months) and probably told everyone how great the place is (thereby sending it more business) if they’d simply tried to make things cool.

Anyway, here’s the point:

If you want to increase your sales, get lots of repeat customers and have word of mouth marketing (one of the best kind there is) kicking in… all you have to do is CARE about your customers.

Treat them with some respect.

And, if something does go wrong, make it right.

It usually doesn’t take that much effort.

But when you have super happy customers roaming the streets practically proselytizing on your behalf… spreading the good news about how wonderful your business is… and even selling people on buying your stuff… success is a cake walk.

In fact, you almost can’t fail.

Top 5 Tips to Increase the Effectiveness of the Most Important Sales and Marketing Tool

If you were asked to name the one tool to increase sales beyond all other tools, what would you answer:

  • Website?
  • Brochure?
  • Signage?
  • Cell phone?
  • Autoresponder?
  • Computer?
  • Telephone?

Yes, these are all important marketing and sales tools, but are not the most valuable one. Right now open your briefcase or your wallet and take out your professional business card. Here is the most important sales tool that you will ever have.

To increase the effectiveness of this combined sales and marketing tool in your ongoing quest to increase sales, these 5 ways will help you do just that.

#1 – Review for Current and Correct Content All information listed should be 100% current including:

  • Contact name
  • Cell phone
  • Email
  • Website
  • Physical location (optional)

If you change information at any time, immediately visit the local print to go online to revise the content and reorder. Sales Coaching Tip: Scribbling in your new cell phone number or email address only demonstrate how unprofessional you and your business really are.

#2 – Use Color to Maximize the Message Color plays an important part in communication. Red, yellow and orange are considered hot colors and fire up the emotions. The colors of blue, green and purple are emotionally cooler.

#3 – Keep Graphics Simple The graphics within your professional business card include the logo as well as the fonts. If your design is too busy, the human eye wanders and does not retain what has been seen. The size of the font script and the actual style of font are equally important. You may be quite happy with what you see, but this card is not for you but for your potential customers (a.k.a. prospects) to centers of influence.

#4 – Use Both Sides One side of your professional business card is for the information listed in the first way. The other side is for your Call to Action. Do not make the mistake of leaving one side blank or for your fancy logo. By having a call to action, you can strike s speak when the iron is hot instead of waiting for the next opportunity which may not ever come.

#5 – Carry at All Times This tip is probably the most effective one. Every week I meet one sales professional, small business owner or even C-Level executive who does not have a professional business card on her or him. This is not only a missed opportunity for the business, but does not speak well about the person carrying the card. Placement of these opportunity makers in cars, briefcases, wallets, purses, jackets and suit coats only increases the benefits to the business professional.

By embracing these 5 tips, you can increase sales. Remember, your professional business card is your first impression and one that always must be 150% positive.