Bucharest Angels

Live Interview @ The Money Channel:

http://citycompass.ro/en/city-compass-in-the-press/193-cc-press.html

BNI Event

Saptamana Internationala de Networking

Imagini, aici: http://networking.finantare.ro/2010/02/16/bni-saptamana-internationala-de-networking/

Differentiating Yourself From The Competition

Differentiating Yourself From The Competition

by Andy Preston

“Whenever I’m training recruiters, one of the main things they say to me is “Andy, I’m fed up with being seen the same as every other recruiter. I know that we’re different, but the prospects just don’t seem to appreciate it! What can I do about it?”…..

If you’re sick of hearing things like “We’re happy with our current agency”, “we get dozens of these calls every day” and “we don’t use agencies” and would prefer to be perceived as different, actually listened to by prospects and given some “airtime” by decision makers, this article is for you.

Here are some things you can do right now to be seen as different to your competition……

Andy’s Tip No 1 – If you want to be seen as different, you need to sound different!

How on earth do you expect to be seen as different, when you sound like every other recruitment call that person receives? You approach the call the same way (because you probably undertook similar training), you sound the same, and you even ask the same questions. In fact on that note, if any of you are still asking “are you recruiting at the moment?” you deserve everything you get!

Think about the opening lines from your calls and ask yourself “is that really the best thing to say to get the decision maker interested and involved in my call?” Or could there be something else I could use instead to get better results?

Andy’s Tip No 2 – Actually be interested in the potential clients that you’re calling

How much value do you think there is for the decision maker (you are speaking to the person who makes the decision, aren’t you?) in the average recruitment call? That’s right, not much! Is it any wonder that they consider your call an interruption, an irritation and something they want to get rid of as soon as possible?

If you show an interest in the person you’re calling (and it needs to be a genuine interest), in how their business strategy can move forwards and how you may be able to add value to that, would that get you considered as different to most other recruiters, do you think?

Andy’s Tip No 3 – Stop lying!

Now I know we’re recruiters and we’re in sales, so sometimes we might have to “bend the truth” a little. But does outright lying build any credibility with potential clients whatsoever? In fact, one of the most stupid examples I’ve encountered so far, has to be “we spoke 3 months ago” when you blatantly didn’t!

At best, they’re thinking “Did we speak then? I’m not sure. I don’t really remember that”. So now they’re confused, not really listening and distant from your conversation. Not really the effect you were looking for, was it?

At worst, they’re thinking “No we didn’t. You’re just using that as a pathetic, weasely attempt of trying to gain some rapport, aren’t you?” It’s not big. It’s not clever. Stop doing it.

Now I know I’ll get some recruiters saying “Now Andy, I’ve been using that for years and it’s got me some results”. And it probably has. However, just think how much better your results could have been if you’d been more professional and credible….

Andy’s Tip No 4 – Be reliable

You know what? Just actually doing what you said you were going to do would differentiate you from most of your competition for a start! I’ve lost count of the calls I’ve listened to where the consultant has agreed to do something, but then never actually does anything about it!

If you don’t like the “next action” that results from your call, that’s probably because the prospect defined it, not you (there’s a lesson there as well). The thing is, by not doing it you look even worse than you did before. So do it (because you agreed to it) and learn the lesson for next time.

Andy’s Tip No 5 – Progress your calls

I’ve lost count of the amount of times I’ve heard consultants make exactly the same call to the same prospect, over and over again. What kind of impact do you think that has on the decision maker?

Imagine them sitting there, right now, listening to the start of your call, that may go something like “Hi Mike, it’s Andy calling from xyz recruitment. We’re the leading provider of …..” Can you imagine the impact that has? Half way through your pitch might they be thinking “Yes, yes, yes I know that already. You called me with that pitch last week, and the week before, and the week before that….”

You should be looking at getting towards an outcome from each call, and with each call be moving the prospect closer to becoming a client. If 12 months or 24 months later they’re no closer to being that, what have you actually achieved?

Andy’s Tip No 6 – Look after your clients (and your candidates)

Whenever I’m talking to successful recruiters and top billers they all seem to agree that good consultants become more successful by looking after their existing clients and their candidates.

One of the biggest mistakes we can make is to think “oh I’ve got that client on-board now, I’ll hand over the resourcing of it and most of the client contact and I’ll focus on getting more business in”. No, No No! What kind of impact might that be having on your existing clients? And how might that be affecting their attitude when another recruiter calls them?

Another worrying trend over the last year or so is where the consultants treat their candidates like they’re dirt and their only concern is filling their client’s vacancy and earning their fee. Now while these are important, think about the impression the “don’t care” attitude has on the candidate? 

As the market gets tougher and becomes more “candidate short” over the next year or so, existing candidates should be a great source of repeat or referral business. How many of you have even spoken to your old candidates since you last placed them? My experience would say “not many!”

Remember, looking after your existing clients and candidates should be the easy part of your role, leading to enough repeat and referral business to hit your targets. Add to that an element of new business and you’re laughing!

Follow the tips above and watch your sales figures and billings soar! I look forward to hearing about how you’ve implemented them and made them work for you!”
Andy Preston is a leading expert on Sales Training for Recruitment Companies. You can see more about Andy at www.andy-preston.com. You can also see more about Andy’s bite-sized training for small businesses at www.salesbreakfast.net

From our own experience …

This week we had a training / brainstorming session whose purpose was to share unpleasant and difficult situations that each consultant has faced in her career. The point was to describe the difficult moment, explain how she managed it and what she learned from that experience.

The discussion was truly beneficial, as some great ideas emerged from it. We realized that these pieces of advice could actually apply in any business, so we decided to share them with you.

Use them wisely!

 
• See things in an objective and unbiased way!
• Be detached!
• Sometimes appearances can be deceiving.
• Certain compromises are not worth making.
• Keep the team united!
• Face the problems!
• Assess each problem calmly and clearly!
• Don `t make assumptions and don `t generalize!
• Know yourself and control yourself!
• Chose the right behavior for each situation!

PS: Feel free to share your own experiences with us!

 

(ro)

Saptamana aceasta am organizat un training / intalnire de brainstorming ce avea ca scop impartasirea catorva experiente dificile de care fiecare consultant a avut parte la un moment dat. In urma discutiilor, au reiesit cateva idei / sfaturi care pot fi utile in orice business.

 
• Priveste lucrurile cu detasare si obiectivitate!
• Fii impartial!
• Uneori, aparentele pot insela.
• Unele compromisuri nu merita acceptate.
• Mentine unitatea in echipa!
• Confrunta problemele!
• Analizeaza calm si limpede fiecare problema!
• Nu face presupuneri si nu generaliza!
• Autocunoastere si autocontrol.
• Adopta un comportament potrivit fiecarei situatii!

 

PS: Va invitam sa ne impartasiti propriile experiente!

Cum sa comunici cu persoanele dificile

Zi cu zi, atat la serviciu, cat si in viata personala, ne intalnim cu persoane diferite, cu indivizi mai mult sau mai putin dificili, cu personalitati diverse.

Cum putem reusi  sa comunicam cat mai eficient in cazul in care avem de-a face cu un temperament problematic?

Fiecare personalitate dificila poate fi incadrata intr-o anumita categorie. Daca stim cum sa abordam acel tip de caracter, avem mai multe sanse sa purtam o discutie civilizata. 
 

Tipologiile prezentate in continuare, precum si explicatiile aferente, sunt o incercare de a va ajuta sa comunicati cat mai eficient atat in viata de zi cu zi, cat si in mediul de afaceri.
 Pentru o lectura amanuntita, puteti consulta bestseller-ul Dealing With People You Can’t Stand scrisa de Dr. Rick Brinkman si Dr. Rick Kirschner.

Lista celor 10 temperamente dificile

1. Tancul : adora sa provoace confruntari, are un nivel ridicat de agresivitate.

Intotdeauna trebuie sa cauti sa impui respect in fata lui, deoarece nu ataca niciodata persoane pe care le respecta!

Cum procedezi:

Etapa 1

- pastreaza o pozitie neutra in fata atacurilor lui, nici combatant nici submisiv
- mentine contactul vizual tot timpul
- respira incet si regulat daca simti ca incepi sa te enervezi; nu trebuie sa-ti pierzi controlul in fata lui sub nicio forma!

Etapa 2

- intrerupe atacul: rosteste-i numele calm de cate ori va fi nevoie (nu se va lasa intrerupt prea usor); in medie de 5-6 ori
- reformuleaza si spune raspicatcare este acuzatia lui cat mai repede deoarece poate reincepe atacul
- vorbeste concis si foloseste termeni precisi
- exprima-ti parerea utilizand intotdeauna ca sintagma de inceput ,,Din punctul de de vedere…” sau ,,Personal consider ca…”

2. Ţintaşul (The sniper) : comentarii rautacioase, sarcasm extrem, ii place sa-si dea ochii peste cap, scop sa te faca sa pari prost in fata altora.

Intotdeauna trebuie sa il confrunti direct, sa nu il lasi sa se retraga dupa ce ataca.

Cum procedezi:

Etapa 1

- opreste-te imediat din activitatea din acel moment, gaseste tintasul care tocmai te-a atacat si repeta-i acuzatia in mod calm
- asigura-te ca atentia tuturor este concentrata asupra lui, il vei intimida astfel
- pune o intrebare edificatoare, cele 2 astfel de intrebari sunt:

a) Cand zici asta ce vrei sa spui de fapt?
b) Ce legatura are asta cu situatia de acum?

- indiferent care intrebare o utilizezi, mentine-ti calmul, adopta o atitudine inocenta fara pic de ironie in voce
- 3 posibile reactii ale tintasului

a) se retrage
b) continua atacul, caz in care reformulezi acuzatiile lui si pui cele doua intrebari edificatoare  pana cedeaza
c) lanseaza un atac de tipul Tancului, situatie in care folosesti tactica pentru Tanc

Etapa 2

- spune cum vrei sa decurga conversatiile voastre in viitor : ,,As aprecia ca pe viitor sa vorbim in particular daca avem o problema.”
- repeta-i ca esti deschis sa vorbesti cu el si ca preferi sa comunicati cat mai deschis si direct

3. Grenada: explodeaza brusc din motive proprii care nu au legatura cu realitatea din momentul respectiv.

Scopul tau trebuie sa fie sa preiei controlul in fata lui in momentul in care explodeaza.

Cum procedezi

Etapa 1

- capteaza-le atentia in timp ce le rostesti numele cu voce tare, asigura-te ca tonul vocii tale este prietenos
- asigura-l ca ai inteles pe deplin ceea ce spune dar ca nu exista niciun motiv pentru care sa nu se simta bine
- vorbeste-i din inima in timp ce reduci intensitatea vocii tale
- dupa ce vezi ca incepe sa se mai calmeze sugerezi o pauza: ,,Hai sa lasam lucrurile sa se linisteasca putin si reluam conversatia dupa aceea”

Etapa 2

- fa tot posibilul sa afli ce anume ii declanseaza atacurile
- intreba-l direct dar prietenos ce anume il deranjeaza la tine si cum propune sa va imbunatatiti relatia
- daca descoperi ca nu tu esti cauza izbucnirilor lui, ci altcineva din birou este recomandat un team building sau traininguri pentru reducerea conflictelor

4. Atotştiutorul: niciodata nu se indoieste de ceea ce spune, nu suporta sa fie contrazis sau corectat, cel cu care vorbeste este intotdeauna vinovat.
Evita sa devii tu insuti un atotstiutor in fata lui sau sa il dispretuiesti din cauza atitudinii lui arogante; scopul este sa il convingi sa fie deschis catre alte idei sau informatii!
Cum procedezi
Etapa 1

- pregateste-ti temeinic argumentele
- repeta acuzatiile si cuvintele lui; va trebui sa faci asta de foarte multe ori
- nu ii repeta afirmatiile prea repede, nu corecta ceea ce a spus, nu comenta ce a spus

Etapa 2

- exprima-ti propriul punct de vedere in mod indirect; foloseste cuvinte atenuante precum ,,poate”, ,,ce-ar fi daca”, ,,cum ar fi daca”; foloseste pronumele la plural
- exprima-ti ideile sub forma unor intrebari nu ca pe niste enunturi
- transmite-i ca ai vrea sa-ti impartaseasca din cunostintele lui intr-un anumit domeniu in viitor si vei evita astfel eventuale viitoare confruntari

5. Falsul atotstiutor: lasa impresia ca stie despre ce vorbeste, este un excelent orator si capteaza imediat atentia desi vorbeste numai despre lucruri generale si nimic concret.

Scopul este sa scoti la iveala ca ceea ce spun ei este nefolositor si inutil.

Cum procedezi

Etapa 1

- acorda-le atentie, repeta ceea  ce au spus mai devreme
- cere lamuriri obiective si concrete : ,,Despre cine vorbesti mai exact ? “, ,,La ce te referi de fapt? La care moment anume?

Etapa 2

- spune care este realitatea folosind pronumele eu: Eu stiu ca….. Eu am citit ca…Din punctul meu de vedere situatia este…… «
- argumenteaza-ti afirmatiile cu dovezi din ziare, de pe Internet, de la TV
- evita sa il faci de rusine, incearca sa redirectionezi conversatia spre alt ton: Ma bucur ca ai adus subiectul acesta in discutie, tocmai mi-am amintit de un articol foarte interesant referitor la ce ziceai tu.”

6. Persoana DA: evita cu orice pret confruntarile, spune DA fara sa gandeasca inainte, nu duce la bun sfarsit sarcinile asumate.

Scopul tau este sa obtii asigurarea si certitudinea ca intr-adevar vor duce la capat sarcina pe care o accepta.

Cum procedezi

Etapa 1

- cadrul desfasurarii conversatiei sa fie prietenos
- daca persoana respectiva iti poarta pica, incurajeaz-o sa-ti spuna care e problema
- arata- i ca apreciezi sinceritatea lui si multumeste-i pentru asta
- sugereaza-i posibile solutii pentru sarcinile asumate si nerespectate, arata-i cum ai fi facut tu in locul lui si explica-i posibilele consecinte ale nerespectarii unei promisiuni (un proiect important care e ratat pentru ca nu a trimis un mail la timp)

Etapa 2

- cere-le cuvantul de onoare ca pe viitor vor proceda altfel si roaga-i sa-ti descrie pas cu pas cum ar aborda o responsabilitate oarecare
- cere-le un sumar a planului lor de actiune
- convinge-i sa si-l noteze: ,,Eu voi ……”
- da-le deadline-uri ciudate care se retin mai usor: 10.21, 12.43
- descrie din nou consecintele nerespectarii promisiunii si arata-le ca ai incredere in ei ca data viitoare vor duce la capat ceea ce isi asuma.

7. Persoana POATE: amana orice decizie sau intrebare la nesfarsit, fuge de asumarea unei responsabilitati.

Ajuta-i sa invete sa gandeasca rapid si sa ia decizii!

Cum procedezi

- nu ii forta sau grabi sa ia decizia
- creeaza-le o zona de confort: Sunt sigur ca nu ai luat inca o hotarare pt ca ai un motiv bine intemeiat.
- Sugereaza-le metoda lui Benjamin Franklin daca nu se pot hotari: pe o foaie de hartie sa noteze plusurile si minusurile deciziei, rezultatele pozitive si consecintele acelei decizii
- Asigura-te ca afli cand va fi implementata decizia: Deci pana maine il vei anunta pe X ca renuntam la oferta lui financiara?”
- Arata-te entuziasmat ca ati luat o decizie intr-un timp atat de scurt.

8. Persoana NIMIC: comunica foarte putin, nu foloseste gesturi sau mimica, nu lasa sa se observe nimic referitor la propria persoana.

Scopul este sa convingi persoana respectiva sa vorbeasca!

Cum procedezi
- sa ai f mult timp la dispozitie si multa rabdare
- pune intrebari deschise care nu elasa loc de da sau nu
- incepe-ti intrebarile cu cine, ce, cand, cum, unde
- priveste-l in mod expectativ ca si cand ai fi sigur ca vei primi un raspuns complet
- pune-l sa aproximeze raspunsuri, chiar daca sunt evazive
- pune-te in locul lui si spune ce ai crede sau ai zice tu : Doar presupun acum dar cred ca te-ai simtit……. ca ai vrut…..”
- arata-le posibilele consecinte ale comunicarii insuficiente dintre voi.

9. Persoana NU: contrazice orice, merge pana in panzele albe pentru a demonstra ca orice este inutil sau sortit esecului.

Scopul este sa ii convingi sa ofere o solutie, nu sa gaseasca doar defecte.

Cum procedezi
- priveste-i ca pe niste aparate de detectat partile negative ale unei decizii care pot ajuta decisiv in momente cheie
- antreneaza-te sa ramai pozitiv in fata lor
- prezinta-le reversul problemei: Nu vreau sa ma duc in pat. Atunci stai treaz toata noaptea. Dar mi-e somn.
- Sugereaza ca astepti o propunere sau o solutie din partea lor cat mai curand posibil.

10. Plângăreţul: se simte coplesit de o lume ostila, nu vrea sa accepte solutii ci numai compatimire.

Formeaza un fel de alianta cu el prin care il ajuti sa rezolve problema care il depaseste.

Cum procedezi

- chiar daca e obositor si cere timp, asculta-i problema si noteaza-ti pe o hartie punctele esentiale
- pune intrebari clarificatoare, cere detalii
- intreba-l la ce solutii s-a gandit sau urmeaza sa se gandeasca
- daca nimic nu merge, indreapta-te catre usa spunandu-i ca este inutil sa mai vorbiti in acel moment daca el nu poate spune ce problema are si ce solutii ar propune, dar ca esti deschis sa continuati conversatia dupa ce stabileste care este adevarata problema si ce ar vrea sa schimbe.

by Monica