repeatable systems

Repeatable Systems Increase Profits, Success, And Income

Barb Bruno

To become and remain successful and profitable in the staffing and recruiting profession, it is important to implement consistency and repetition. There is a placement process that if followed will result in a higher level of sales and profits.

 

The key to sales is developing a process that results in your ability to close deals and then repeat the process. It does not make sense to keep reinventing the wheel. Once you have identified a system that works, just keep repeating the process. If every person in your office is working from the same playbook you will all close more deals and details will not fall through the cracks causing deals to blow up.

 

SYSTEMS MOST IMPORTANT TO YOUR SUCCESS

Training

The single greatest factor in your ability to be successful and consistently hit or surpass goals set, to be calm, and have peace of mind is your ability to give your recruiting and sales teams good quality, consistent, updated on-going training, throughout their career.

 

Planning

This is the number one common denominator of top producers in our profession.  They are well planned and know exactly what they are going to do when they start their day.  Mandated planning greatly increases proper use of time to focus on results-oriented activity.

 

Recruiting

You must know all the resources provided for you to help with your recruiting efforts.  You should identify at least one new resource for candidates every quarter throughout your entire career.  The better your recruiting strategy, the higher caliber of top talent you will represent.

 

Marketing

Before you make your marketing presentations, you should have answers to the following four questions:

 

  • What is the marketing plan of your office?
  • Where are your highest margins of profits?
  • Where are you earning your highest fees?
  • Where has your office made placements in the past 18 months?

 

Referrals

You could double or sometimes triple your referrals if you learn to focus on asking for referrals.  Some areas included in this process include:

 

Tracking

Most of you are using an ATS (Applicant Tracking System) or another system to track and retrieve information on candidates and clients.  These systems should be used identically by 100% of the people in your office for consistency and the ability to pick up where someone else leaves off.

 

Touch

It is important to touch your database of clients and candidates at least bi-monthly.  This keeps your name in front of them and will help you establish TOMA (Top of Mind Awareness) when they are ready to utilize your services.

 

Send outs

This is the most important statistic for you to track.  Once you know your send out to placement or fill ratio, you can predict your income and alleviate inconsistent production.  If you want to increase production or sales, just increase your number of send outs each month.

 

Follow up

Your most difficult job begins after a candidate accepts an order, contract, or assignment.  With the incredible competition for top talent, it is important to have a consistent follow up process after someone accepts a position and they begin their new job.

 

This follow up process includes both your candidates, as well as your clients.  Your follow up process can be marketing as part of your value-added services.  The better you get at following up, the less you will have to deal with fall offs.

 

Bottom Line – when you set up your business like a franchise with repeatable systems, there are no limits to what you or your team can achieve. Determine what processes provide the greatest results, review them quarterly, adjust to changes and you will consistently increase profits, incomes, and success.

 

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Barb Bruno

CEO of Good As Gold Training and President of H&R Search
219-663-9609
barb@hrsearchinc.com