The Mike Ames Recruitment Show
Aimed at owners of small and micro recruitment firms who want to scale their businesses. You can see the range of topics we cover - all aimed at making it easier for you to create a business that gives you the income, freedom and wealth you seek. Check out the live show every other Thursday at 12:30 on LinkedIn and YouTube.
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How to attract and retain the best recruiters
04/18/2024
How to attract and retain the best recruiters
Would you like to know what you have to do to recruit and retain the best recruitment talent out there? If so, check this out. Lysha Holmes (www.linkedin.com/in/lyshaholmesr2r) is our guest on this week’s show. She is a skilled and experienced rec-to-rec professional who has many years’ experience of recruiting recruiters. On the show we focus on drawing upon her vast knowledge and experience in 4 areas: - ❶ What is the market like for hiring recruiters and which direction is it going? ❷ What do agencies have to offer to attract the best recruiters? ❸ What are the common reasons candidate recruiters are giving for seeking a new job? ❹ If you want to hire rookies, what professions should you recruit from? I’m super excited about this episode because I know it will make a big difference to recruitment companies who are keen to scale. Let’s face it, you can’t build a business without hiring and retaining the right team.
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5 Time Management Tips for Busy Recruiters
04/11/2024
5 Time Management Tips for Busy Recruiters
One of the biggest complaints I get from recruitment leaders is “I don’t have enough time to do everything”. If this is you, this show is for you. In the fast-paced world of recruitment, time is our most valuable asset, but the modern world conspires against us. Countless emails flooding your inbox, a never-ending to-do list, firefighting, BD, client care and supporting your team – how can you fit everything in? In this edition of the Julia Doherty is going to be sharing five proven and practical tips tailored specifically for busy recruiters to achieve more results in less time. Julia will be exploring the following: - ✅ How to control your inbox (not the other way round). ✅ Social media on your terms. ✅ Practice effective communication and so eliminate procrastination. ✅ How to leverage technology and automation (touching on AI). ✅ The ABC of time management. Work smarter, not harder. These tips allow you to focus on what truly matters: growing your business or spending more “me” time doing whatever you want. So, say goodbye to overwhelm and hello to being in control – you’ll achieve more and be significantly less stressed if you do.
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How to value and sell your recruitment company
04/04/2024
How to value and sell your recruitment company
When you run a recruitment firm the dream is to sell it but, how likely is this to happen and how much will it be worth? In this episode of the #MARShow we will answer both questions. We’ll also share the characteristics of recruitment companies that are particularly attractive to potential buyers. Well, when I say “we” I mean our special guest, Carl Swansbury, founder and Head of Corporate Finance of corporate finance house Ryecroft Glenton Corporate Finance. Carl has bought and sold dozens of recruitment companies on behalf of his clients, so he knows a thing or two about it. In the show we drill into: - ✅ how do you value a recruitment company? ✅ what makes a recruitment company attractive to buyers? ✅ when should you begin to prepare for a sale?
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How to build and monetise a business network
04/01/2024
How to build and monetise a business network
This is for anybody who hates attending networking events or feels they don’t get very much from them. The good news is they are optional. A Real Network is a group of people who are willing and able to help you in your personal, and professional lives. Real Networking is the act of building and maintaining that network. But why bother? Because getting introductions and finding help when you need it, are the easiest ways to grow your business. When I started in recruitment, I was on the phone all the time, but my boss (who never made cold calls) had a steady stream of leads phoned in to him. I asked him how this could be, and he said, “because I’ve spent years building relationships with people who like me, trust me and want to help me”. I spent the next few years doing the same, and look what happened! So in this Mike Ames Recruitment Show we are going to dig deep into Real Networking. Our resident Real Networking coach Pete Ames is our guest and he’ll focus on three things that will get you started. You have two choices: work hard forever or build a Real Network and let it do the hard work for you.
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CASE STUDY: MBO and running a rec firm without commission
03/28/2024
CASE STUDY: MBO and running a rec firm without commission
Ever considered an MBO as either an exit strategy, or as a way of taking over the firm from your boss one day? Well, our next guest is Alan Shave who several years ago, successfully completed an MBO with his colleagues. The process of a MBO is more complicated than many believe and is fraught with danger on both sides. But Alan and his team steered their way through successfully, and now the business is flourishing. He will talk us thru the process, explain the dangers to watch out for and give as many useful pointers as he can. However, that’s not all. Alan’s company has a very low turnover of staff, well below the industry norm. Plus, he’s also going to share how his Employee Value Proposition (EVP) makes his firm a sticky employer. But that’s not all: Alan’s team are NOT paid on commission – can’t wait to hear all about that then! Wouldn’t it be great to know how to attract and keep some excellent recruiters without the distraction of a commission scheme? I love a good case study and this one is going to be a doozey!
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Get more high quality candidates
03/21/2024
Get more high quality candidates
Probably the most common obstacle to growing a recruitment company right now is a lack of suitable candidates. Just imagine how much more money you could make if you could find more talent and then place them (the easy part). In this #MARShow our guest is marketing expert, James Whitelock who specialises in marketing techniques to attract candidates. During the show, James shares the methods he uses with his clients, to attract more placeable candidates. Amongst other things we discuss: - ✅ How to make your agency more attractive to candidates. ✅ The best way to reach and communicate with candidates. ✅ How personalisation of your messages can boost candidate attraction. ✅ Candidate communities and other places where they hang out. ✅ The use of influencer marketing techniques. ✅ Leveraging AI to reach more candidates. Along the way we also touch on storytelling, the use of video and audio channels and much more. If you’re looking for ideas, tips, tools or techniques to attract more candidates, this is the show for you.
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AIDA – most powerful sales/marketing technique ever
03/14/2024
AIDA – most powerful sales/marketing technique ever
Imagine you had a magic wand that instantly made you better at sales pitches, calls, emails, presentations, proposals et al. There is, and it’s called AIDA. AIDA is a simple technique you can use when you want somebody (who doesn’t know you very well) to do something you want. Hence, it’s brilliant in all things sales and marketing. Anytime you have a “call to action” you want people to accept, AIDA is there for you. It stands for: ✅ Grab ATTENTION ✅ Create INTEREST ✅ Build DESIRE ✅ Agree to ACTION. AIDA was invented by Elias St.Elmo Lewis in 1913 so it’s stood the test of time and works as well now as when it was invented. In this edition of the #MARShow, we’re going to explain what AIDA is, how it works and how you can use it to be more effective at sales and marketing. In a world where social media and email noise is deafening, you can use AIDA to cut through it all and engage with the people you want to reach. Another real benefit is that it simplifies all sales and marketing activities so even those with less ability can still deliver great results. Anybody like that in your team? If I could only use one marketing technique it would be AIDA!
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Tactical and Strategic BD for recruiters (and why you need both).
03/07/2024
Tactical and Strategic BD for recruiters (and why you need both).
Recruiters, did you know there are two kinds of BD: strategic and tactical. You need both, they’re very different and most recruiters only do tactical. This show is on this subject but let me quickly explain the difference between the two. TACTICAL BD Is either, “giz a job” or “I’ve got this great candidate…” by message or phone. In other words vacancy scraping or candidate speccing. You need this because when done properly it can make money in the short term. But there are 5 drawbacks with tactical BD: - ❶ It rarely wins high value clients who value their agencies. ❷ It’s a treadmill you have to stay on – hunt vacancy, fill vacancy, repeat. ❸ It only works well when demand outstrips supply. ❹ Few people are really good at it. Most recruiters hate and avoid it. ❺ If you make contact when there are no vacancies you get nothing. STRATEGIC BD Focuses on building relationships with buyers who prefer your flavour of recruitment. It works with high value clients regardless of the state of the market and whether there are live vacancies or not. Also, when organised properly, one strategic BDer can feed a medium sized company. Process and tools make it relatively easy to do. On the downside it’s a lot longer conversion process so the results take longer to show. Why bother then? BECAUSE YOU WIN MORE HIGH-VALUE CLIENTS WHO FEED YOUR ORGANISATION WITH VACANCIES INSTEAD OF HAVING TO CHASE THEM ALL THE TIME!
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Quick website changes that increase sales
02/29/2024
Quick website changes that increase sales
Websites are like food processors, everybody has one, but few of us really know how to use them fully. Yet, learning just a few tricks can deliver some great results. In this episode of the #MARShow we’re delighted to welcome Rob Garner, a seasoned expert in optimizing websites. We'll be sharing free or low-cost changes that can bring in more candidates and boost your BD effectiveness. There’ll be a mix of changes you can make yourself but, if you have a web developer, we'll also share more technical changes you can ask them to implement for you. Watch the show to learn from Rob how to: - ✅ Boost your credibility making your job as a salesperson easier. ✅ Make your team more prominent (people buy from people). ✅ Attract more candidates and potential clients to the site. ✅ Increased interactions with clients & candidates. ✅ Understand what’s working and what needs improving on your site. ✅ An introduction to all the easy-to-use Google tools. So, if you feel you could be getting more from your website then please join us and learn how to make it work hard for you. Like any tool, your website is only effective if it’s used properly. Join us and find out how.
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5 ways to make your recruitment company more scalable
02/22/2024
5 ways to make your recruitment company more scalable
Whether you’re a solo recruiter with ambition or have hit that 3 or 4 employee mark and got stuck, you may be wondering how you can scale up. Scaling a recruitment business is soooooo much more than just adding staff and turnover. If that’s all you do, there’s a very good chance your company will lose its shape as it grows. That means one or more of the following: - ❌ staff motivation and happiness levels drop ❌ client satisfaction falls and competition share grows ❌ profit doesn’t grow at the same pace as turnover ❌ a feeling that you’re not entirely in control The effect of these symptoms can be higher staff turnover; slower growth, more work, more stress but less rewards. You can even lose clients! The bottom line is you can’t create a butterfly by making a caterpillar fatter. It needs to transform and so does your business. In this #MARShow we explain the 5 key things you need to change to make your business properly scalable. Listen to this show if you want to break the link between how much you work and how much you earn.
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How to build a Profitable Recruitment Team
02/15/2024
How to build a Profitable Recruitment Team
Having seen many highly profitable recruitment companies the majority have one really big thing in common. They have stable, empowered, motivated and highly equipped teams. “Get outta here Sherlock”, I hear you cry. Obvious, yes, but since most recruitment companies aren’t highly profitable, it’s clearly hard to do. There are several factors involved, such as: - 360 vs Layered fulfilment team Management style The mission, values and culture of your company How you qualify and hire people Reward and development of the team In this episode of the hashtag#MARShow my guest will be Ruth Forster, founder and MD of Wagstaff Recruitment. Like me she has worked in stable and unstable teams (her current team is very stable), so we have plenty to discuss. OK, I accept that a stable team is not the only factor in building a highly profitable team, but it’s certainly the foundation on which to do so. On a scale of 1 (not at all) to 10 (Key) tell us how important you think a stable team is.
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Making Virtual Recruitment Teams Work
02/08/2024
Making Virtual Recruitment Teams Work
If you’re a solopreneur recruiter or own a small recruitment firm and want to break the link between the hours you work and what you earn then this show is important. Virtual teams are a great way to grow your business without committing to permanent staff, plus you can now hire people anywhere on the planet. But this approach does come with some risks, which is why we are covering it in today's Mike Ames Recruitment Show. Our guest is Ward Hampton who successfully runs a virtual team. He’s an English search consultant, lives in Peru, services clients in North America, EMEA & Asia-Pacific and employs zero staff. However, he has a team of 5 people spread across the globe. We will ask him the following questions: - ❶ Why did he choose to run a virtual team and what are the benefits? ❷ Who’s in his team and what do they do? ❸ Where does he find his people from? ❹ How does he manage the team? ❺ What lessons has he learned along the way? Bottom line here is, virtual teams can help you grow quickly, but it needs to be done in the right way. Do that and you can easily break the link between hours and money. In other words you can scale up.
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Cold calling is back - or is it?
02/01/2024
Cold calling is back - or is it?
For some years now, the only people who did cold calls were the ones that liked doing it or were forced into it. The market was good, active clients were feeding in new vacancies, email marketing was working OK and LinkedIn was also very productive. But two things have happened to change that: - ❶ the market tightened up ❷ AI started generating a lot more content (including cold intro emails) In other words, there’s more sales activity but less work to win – something has to change. And, ladies and gentlemen, that change is to pick up the phone more. Now, some companies out there have based their growth strategies on calling prospects, so no change for those guys. But many other recruiters have either not done very much calling or have done it badly. 2024 means more calling people you want to work with. “But surely this is cold-calling and you hate cold calling Mike”, you may be thinking. I do but everything is not what it seems – who said they have to be cold calls? Well, on this #MARShow Kirsty and I are joined by famed recruitment trainer Kate O'Neill (https://www.linkedin.com/in/kateoneill-recruitment-coaching/) to talk about making outreach calls to prospective clients. ✅ How you can make a cold call into a warm call (much more productive) ✅ How to get sales people to make more outreach calls ✅ The structure of an outreach call ✅ Getting round gatekeepers ✅ Getting the recipient to give you time to speak And much more too. Simple question for you: do you like outreach calling?
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Using offshore resources, for beginners
01/25/2024
Using offshore resources, for beginners
We all want to improve our profitability and one way to do this is build offshore people into your team, but how do you do this successfully? Well, that’s the topic of our next Mike Ames Recruitment Show: offshoring for beginners. It’s also for those who’ve tried it, and it didn’t work out. On this, we’ll be exploring the reasons offshore projects often fail, so you can avoid them yourself. Like most things, there’s a way to approach using offshore people that will significantly increase your chances of success. So, we’ve invited Ketan Gajjar, (https://www.linkedin.com/in/ketangajjar/) founder and MD of RPO Arena to share the secrets of a successful outsource project. This is what we cover: - ❶ Why offshoring often fails to work. ❷ Tasks and roles you can move offshore and the results you can expect. ❸ The commercial arrangements. ❹ How to measure and manage offshore people. ❺ Taking the first steps. With harder times expected, now is a great time to embrace offshore and see how it can support your business. When done properly, you not only get great results for less cost, but getting experienced people is considerably easier than finding equivalent people in the UK.
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How ditching 360s can gain you profit & an easier life
01/18/2024
How ditching 360s can gain you profit & an easier life
360 recruiters have been the mainstay of the industry for years, but things are changing now because as a model it’s unreliable. How can this be? I hear you cry. Well, 80%+ of the recruitment companies out there have less than 10 staff, growth is clearly a problem. Good 360s are hard to find, hard to make yourself and hard to keep. And if they go, they’re going to take a big chunk of your revenue with them. This creates yoyo companies that grow and shrink as people come and go. Plus, they say they’re 360s in the interview, but only later do you discover that they are weak in BD or client care (not 360s at all). The alternative is called a Layered Model. Forget the old 180, 270, 360 malarkey and get into layers instead. In next week’s edition of the #MARShow we are going to delve into: - ✅ In most cases why the 360 model is broken ✅ What a Layered Model looks like ✅ How this affects your comms structure ✅ How you convert from pure 360 to a blend of 360 and Layered Sure, we’ve had some very big successes with layering larger companies (doubling or even trebling their net profit) but it’s ideal if you want to start or grow a small business too. If you’re fed up of hiring 360s who aren’t really, and losing people then seeing your revenues dip – this show is for you. LAYERED = more profit and less stress. What’s not to like? CHALLENGE: if anybody who believes in the 360 model wants to join us on the show to debate it with me, just DM me.
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Lessons from exiting an 8 figure recruitment business with Wendy Merricks
01/12/2024
Lessons from exiting an 8 figure recruitment business with Wendy Merricks
Every now and then you meet somebody who achieves great things but think themselves ordinary. Wendy Merricks is one such person. This is her story. A story that just culminated in the successful sale of her business to an investment company. Wendy has more recruitment experience than anybody I know, including me! She worked for Software Knowledge, my first Recruitment company, in the 90s and was not only a brilliant recruiter and businesswoman but was also great fun too. After the sale of SK to Modis she left to build her own business, Jumar, and what a success that turned out to be! We’ll be discussing her career, what has made her so successful and the key lessons she has learnt along the way. I guess we’ll also talk about the sale of her business too. Lot’s to learn there! You may be particularly interested in the way she developed from being a recruiter to becoming a businessperson – a transition we all have to make to be successful. She’s a brilliant guest and I’m so looking forward to having her on the show. What a great way to start the year! So, if you’re looking for inspiration, ideas or just a few simple tips, this is a must listen!
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What 35 Years in the Recruitment Business Teaches You
12/21/2023
What 35 Years in the Recruitment Business Teaches You
Not having a noticeable fear of failure and 35 years doing the same thing, teaches you an awful lot. Well, it’s time to share the best bits. Quite frankly, I’ve learnt more by working closely with over 100 recruitment company owners than I did building and selling my own two recruitment firms. One thing I have learnt is that recruitment is easy but business is hard. By that I mean it’s full of attractive cul-de-sacs. These are decisions you make believing they are 100% the best way forward, only to find yourself in a dead-end, and having to back out and try again. These false-starts cost you time and money and too many of them can damage your credibility with your team. I should know, I think I have made them all, some more than once. So in our final #MARShow of 2023 I will be looking back over 35 years in recruitment and sharing the lessons I’ve learnt. Such things as: - ✅ How to be a sticky employer ✅ What to do when you’re overwhelmed, confused and out of your depth ✅ How I very nearly went bankrupt and how to avoid it ✅ What created our stellar growth – zero to £40m in a decade. ✅ How to thrive in a flat market like this one (I‘ve worked through 3 of them). Nostalgia isn’t what it used to be, so this show is 100% about the future not the past. What’s the biggest lesson you’ve learnt in business❓ Youtube link - https://youtu.be/LJAVkA4fM-s
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How to max-out the recruitment fees you get from a client
12/14/2023
How to max-out the recruitment fees you get from a client
Picture this. You’re discussing terms with a new prospect. They want as much as possible for as little as possible. You want retained and a good fee. Even though you’re damned good at what you do, that often isn’t enough to win the deal on your terms. Bummer! Well, our guest on the Mike Ames Recruitment Show has a blemish-free record of getting what she wants, using one simple tactic. Michelle Theuma is a solopreneur recruiter who is good at what she does, and only wants to be paid her worth. Win-win and no more. She isn’t the least bit arrogant, doesn’t hold her clients hostage and never throws her toys out of the pram, but she does present what she can do in a very persuasive way. And she’s on the show to tell us all how she does it. There’s more to this than threatening to hold your breath until you pass out, if the client doesn’t give you want you want (BTW, that’s a metaphor). Years of trial and error have given Michelle an approach that works – now it’s your turn to give it a go.
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AI & Recruitment 2024 - Best Practice & The Next Big Thing
12/08/2023
AI & Recruitment 2024 - Best Practice & The Next Big Thing
12 months ago, The recruitment world changed utterly and forever – CHATGPT launched and incited an arms race. Where it will all end up is still to be seen, but in just one year, the world has witnessed a surge in AI-driven services, particularly in recruitment. ATS & CRM systems have integrated AI into many of their services. (or at least their marketing says they have) Thousands of custom SaaS platforms have been released for annual or monthly subscriptions. Question is, which are worth it? During 2023 many recruiters have leveraged these tools to accelerate tasks, enhance efficiency, elevate standards, and increase profitability. Others have barely scratched the surface. In our next Mike Ames Recruitment Show, Pete will be joining us to dive deep into the trends we've seen around AI implementation by recruiters and where he thinks the next big thing will come from. Click through to find out more and register. But come or not, is there a shiny bit of recruitment AI Tech that you use and want to champion? Let me know below.
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Buying Styles – the secret to successful selling
11/30/2023
Buying Styles – the secret to successful selling
Did you know that all of us have a way we prefer to buy things, and if suppliers sell to us in that way, they will be more successful? It’s called our Buying Style. Knowing how to spot, and then sell to a person’s buying style, is a bit like cheating, and will give you a massive competitor advantage. It makes sense when you think about it. We’re all motivated differently, so trying to persuade us to do something in a standard way is bound to deliver different results with different people. That’s because we need to be approached according to our buying style. Get this right and you are much more likely to get what you want. Basic persuasion skills really. In this week’s Mike Ames Recruitment Show, Kirsty and I will be explaining: - ֍ what the 5 buying styles are ֍ how you work out a buyer’s style ֍ how you sell to a buyer based upon their buying style All of us have a primary buying style and most of us have a secondary style too. Plus, our styles may change according to what we are buying. Added bonus: you can use it to persuade your kids to clear up their mess before bedtime! Want to be more successful when you’re pitching then this is the show for you. BTW, my primary style is CHARISMATIC and secondary is THINKER – quite an unusual pairing.
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Case study: growing an international multi-million pound recruitment business
11/23/2023
Case study: growing an international multi-million pound recruitment business
Over 80% of recruiters never bill more than £1m a year, so those who do must have a secret growth sauce. Like to know what it is? Our next guest on the is Roheel Ahmad, founder and MD of Forsyth Barnes. Started 8 years ago, they are now an international perm business with a turnover of £20m. Roheel will be talking about his journey and the things he does differently. We’ll be looking at how his staff attraction and retention system enabled his growth and means he’s only lost 2 people in 8 years. We’ll also be exploring how he set up offices in the USA and is planning on doing the same in the Middle East. This is a must for anybody looking to trade abroad, especially in America. And he’ll be sharing how his BD engine is tracking 50% growth for 2023. I’m particularly excited about this section because I believe that 2024 will be the year of BD. I’m personally very excited about having Roheel as our guest, he’s switched on, tuned in and very much on top.
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Writing job adverts that attract more great candidates
11/16/2023
Writing job adverts that attract more great candidates
Everybody has to write job ads from time to time, some more than others, but could they be better? Well, the stakes are high because we know great ads attract better candidates. We also know that everybody’s attention span has diminished so it’s increasingly hard to attract attention. Question: has your attention span diminished over the last few years? In truth, the words you use have a massive effect on the stickiness of anything you write. The same goes for blogs, long-form LinkedIn posts and even candidate profiles, but especially job adverts. My question is: could we be better at writing them? I suspect the answer is “yes” (well, I know it is for me). To help, we’ve invited Anna Iveson, an expert in writing ads, onto the show. Her tips and advice can be applied to most online copy, but we are focusing in on adverts. ֍ How to grab attention ֍ Building interest in the role ֍ Increasing the chances of people responding to your ads In these challenging times, the power of the written word is only going to increase!
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7 ways recruiters can boost revenues without lifting costs
11/09/2023
7 ways recruiters can boost revenues without lifting costs
Growing your revenues is easy, right? Hire more people and they will do more business. But there’s a problem. 82% of recruitment companies have less than 10 staff and half of those are solopreneurs. In other words, if growth was as easy as hiring people, a lot more recruitment firms would have more than 10 staff. There are several reasons for this, but the biggest is they outgrow their management strength. Service levels can drop, staff motivation plummets, and your reputation takes a bashing. But the worst side-effect is a drop in profits – crazy right? More turnover but less profit, but it happens way too often. One way to avoid this is put more effort into increasing your revenues but keeping your costs the same. In other words, become more productive and that’s what this #MARShow is focusing on. 7 ways you can lift your revenues but keep your costs the same. And remember, 80% of the additional revenue goes straight to the bottom line. One of my clients tripled his profits and reduced his headcount by 20% following these strategies! That’s a lot of extra profit there guys. To get a reminder of when we go live just click the ATTEND button. Why not spend the next three months focusing on profit instead of chasing turnover and see what happens!
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HOW TO BOOST YOUR REVENUES BY UP TO 900%
11/02/2023
HOW TO BOOST YOUR REVENUES BY UP TO 900%
If you presented your offering to 100 people all at once, approximately 5 would be open to a pitch, 50 would blank you, and 45 would be like, “maybe but not now”. These are called the “Forgotten 45%”, and they hold potentially 9 times the revenue you get from those ready to buy right now. YES, A POTENTIAL 900% LEAP IN YOUR REVENUES! Maybe they don’t want to engage because it’s not the right time for them, or they need to know more about you, or even that they already have suppliers that do what you do. Who knows, but what I do know is that each quarter some of the “Forgotten 45%” could drop into the “Fruitful 5%”, so what’s the problem? Well, the problem is that in a world fixated with making money by the end of the month, most salespeople invest zero effort into the "Forgottens", and so miss out on a rich seam of business. “Want to buy from me? No, OK, I’m off to the next then”. That’s a rookie error, right there. In this Mike Ames Recruitment Show, we’ll be looking at how you can work with the Forgotten 45%, so that more of them become clients. We start by explaining why most companies don’t tap this rich source of revenue. Then we show you how to identify who they are, how to convert them into clients in record time, and how to spot the timewasters who need to be ignored. It’s a simple system that anybody can implement; you’ll be surprised how easy it is. Imagine the boost in revenue that could provide!
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How to use webinars to reach decision makers
10/30/2023
How to use webinars to reach decision makers
Everybody is looking for a silver bullet that will speed up winning high value clients. There is one, but most people ignore it. Or, they know what it is, but dismiss it out of hand for a range of reasons (none of them are valid). In this #MARShow we will be covering this very powerful BD tool – webinars. See what I mean – your instant reaction was “not for me”. But just bear me out on this. Think about the benefits of webinars: - ✅ Free to run ✅ The guests provide all the content – you just ask the questions ✅ Easy to get attendees, and unlike podcasts you know who they are ✅ Created a powerful asset you can reuse ✅ We all know the tech now – Zoom ✅ You can outsource the whole thing – you just ask the questions ✅ The easiest way to start a conversation with decision makers So in this episode we’re going to share how you run them, how you get attendees, how you choose the subjects and get the guests. I’m also going to explain how you use them to start conversations with hard-to-reach decision makers. We’ll be covering the whole shebang, so please don’t be so hasty to dismiss webinars without knowing the full story. Have you ever signed up for a webinar?
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How to SAFELY win retained and exclusive roles
10/20/2023
How to SAFELY win retained and exclusive roles
Statistically you only place 1 in 5 contingent roles you work. For retained its closer to 98% and here’s how you convert to be retained. But first a warning. If you’ve been used to working contingent or even exclusive roles, making the jump to retained carries risks with it. In this week’s #MARShow we have a double whammy. Backdoor Barry Cullen will explain the costly pitfalls many people can fall into when they convert from contingent/exclusive to retained. As Barry said to me, “people think they can use the same Tc and Cs for retained and they can’t. There are a whole load of extra terms they need for their own protection”. Barry will go thru them with us, and explain the difference between exclusive and retained. Also, for those who haven’t made the switch to retained yet, I’ll explain how to in three easy steps: - ❶ Build your retained product (and sales collateral) ❷ Know which roles to go for ❸ Learn how to convince hirers to buy your retained product Think about this. Lets be kind and say you convert 1 in 3 contingent/exclusive roles in to fees. By switching across to retained it goes up to nearly 1 in 1. That means your NFI will increase by 200%. Since your costs remain the same, most of that additional income drops straight to the bottom line. BTW I’ll be explaining the very latest in recruitment productisation – the next step on from “good-better-best”.
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A proven system to win new clients in a recession
10/15/2023
A proven system to win new clients in a recession
Winning clients hasn’t been a big problem recently, but it will be if the recession bites hard. Vacancy scraping and speccing candidates won’t be as effective, so what can you do? That’s the theme of this week’s Mike Ames Recruitment Show – a proven system to win new clients in a recession. Here’s a run down of what we cover: - ✅ Why vacancy scraping and candidate speccing won’t be as effective ✅ Why inbound referrals will drop ✅ A simple 5-part strategy for winning new clients in a recession ✅ Why you need to start building it, NOW ✅ A few tactics you can use to deliver some great results. If you are overwhelmed with vacancies now, this probably seems like a waste of time. But believe me, when the recession comes, it’s going to be hard to keep the money coming in and re-engineer how you win new clients.
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How to win clients with video (not what you think)
10/05/2023
How to win clients with video (not what you think)
Like it or not video is here to stay and many have dabbled with it in one form or another. But few have really made it work as an effective sales tool to win new clients, except for one person I know. Jacob Ireson uses video to great effect as a potent sales tool and he’s on the Mike Ames Recruitment Show to share all his secrets. He uses videos to boost sales in three key ways: - ❶ VIDEO MESSAGES – to cold and warm prospects as well as existing clients ❷ LINKEDIN POSTS – to communicate and engage with is community ❸ VIDEO PODCAST – not the usual format but it works for him The video messages are perhaps the most powerful and Jacob shares his proven format and style of message. This is for you if you’re thinking of using video or have already begun to dabble but want to see a greater return for the time you invest.
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How to create and monetise an online community
10/02/2023
How to create and monetise an online community
You’d have to live in a cave to not be aware of how powerful building an online community can be, especially for recruiters. A tribe of people who have opted to join your WhatsApp, Facebook, Mighty or Six Circles group. They post, comment and help other members where they can. Each time you engage with your members another layer is added to the relationship bridge and when it’s strong enough you can ask for something you want. Perhaps they’ll become clients or maybe candidates, or both. But how do you create a membership group from scratch and, more importantly, get people to stay and contribute once they have joined? Well, my guest on this is James Hickman and he has done just that. From a standing start he now has several groups with thousands of members. He shares: - ✅ What platforms to use ✅ How to launch the group ✅ How you attract members ✅ The best way to encourage participation ✅ The rules you should set for the group ✅ How to benefit from a group I have been blown away by the speed the group I am a member of has grown – now I get to see how he did it. So, if you fancy building a group of clients and (more importantly) prospects, please listen.
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MARS: Secret sauce that makes a recruitment company successful
06/29/2023
MARS: Secret sauce that makes a recruitment company successful
There are a lot of recruitment companies in the UK – over 30k in fact. But, why are some successful and others not? Wouldn’t it be great if we could have a discussion around this with somebody who speaks to 100s of recruitment company owners? Somebody who knows the “secret sauce” that makes one company succeed whilst others around it fail. Well, now we can and his name is Hishem Azzouz. Podcastser, facilitator and generally all round good guy. He is our guest on the #MARShow and it’s going to be a goodie. We discuss the top characteristics that successful recruitment companies possess. I’ll also throw in a few thoughts of my own, from personal experience. It could be the attitude of the leaders. Or how they’re organised. Or the type of people they hire and how they manage them. Or a host of other things besides. Why try to reinvent the wheel to be successful, when all we need to do is look at what others have done before us.
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