Module 3

Question 1

What is the function of the Investigate Step?

Answer 1

To gather sufficient information about your zone, target segments, and individual leads or prospects to enable the best presentation.

Question 2

Explain the three principles of the Investigate Step?

Answer 2

• The better you are at finding qualified leads/prospects, the higher your closing average will be.
• Your future success in recruiting is in direct proportion to the quality and breadth of your current lead file.
• The recruiter who asks enough of the right questions of the right people in the right places will always have plenty of leads/prospects.

Question 3

Explain the meaning of the term ‘Positioning’ as it applies to a recruiting environment?

Answer 3

How people perceive your role and ability to have a positive impact on their professional and personal lives.

Question 4

Identify and explain the three factors associated with being properly positioned.

Answer 4

• Perception: What people think of your organization, you, and the way you conduct business.
• Choice: People have other options besides yours.
• Awareness: Do people know you exist?

Question 5

Identify at least four good ways recruiters can be positioned.

Answer 5

1. Career counselor
2. Successful testimonial
3. Military expert
4. Advocate

Additional reasonable responses may also be accepted.

Question 6

Identify at least four actions recruiters can take to improve their positioning.

Answer 6

1. Speak at commanders calls, staff meetings, schools and/or civic organizations.
2. Host informational briefings (COIs)
3. Become a recruiting expert.
4. Study your competition.

Question 7

Identify at least four positioning mistakes recruiters might make that could damage their reputation and credibility.

Answer 7

1. Appearing as a pest or too pushy with leads/prospects
2. Acting too desperate to gain the commitment
3. Talking too fast
4. Benefits-dumping