W1 D4

Question 1

On the phone - MANNER

Building rapport

Answer 1

Rapport building is an integral part of the communication process. Lack, or absence, of rapport can fundamentally affect the outcome of any conversation.

Ways to build rapport:

Listen
Have a conversation, use your positive attends
Take lots of notes
Be personable
Find common ground to connect
Make sure you deliver on promises

Question 2

On the phone - MANNER

Building rships

Answer 2

Business development is not just about pulling a job on every call, it is about gathering information and building relationships with your clients.

Building solid relationships can be difficult if not approached the correct way. It is important that you think about who you are speaking to and your current relationship with them.

Question 3

On the phone - MANNER

Intro

Answer 3

Hello this is …
Calling from …
I represent / specialise …
Reason for calling …

Question 4

On the phone - MANNER

Answering

Answer 4

Good Morning
Brand
Name Speaking
How can I help?

Question 5

On the phone - MANNER

Transferring calls and taking messages?

Answer 5

Let the candidate / client know the name of who you are transferring the call to

Never leave a candidate/ client on hold for more than 60 seconds without communicating your efforts

Ensure your colleague is aware of who the caller is and what the call is regarding

When leaving a voice message always remember to include the following:

Your Name and Brand
What the call is regarding
If a follow up or return call is needed
Phone number (include area code)

Question 6

Front/Cover sheeting a cv or resume

Answer 6

The CVs/Resumes you send out to clients need to be high in quality. One essential way to improve the CV/Resume quality is to present the cover sheet/front sheet correctly.

Include the candidate name (Live Jobs only) and reference number
Write out the salary brackets in full
Number of complete lifecycle projects the candidate has worked on
Current employer (Live Jobs only)
Spelling and grammar
Job title
Include number of years‘ experience in the technology
Certifications
Check font type and size
Check CVs/Resumes in Word before sending them

Question 7

Cover/Front sheets

Answer 7

There are 3 different versions of a candidate’s CV/Resume that we will send out to clients depending on their commitment level & if we have terms in place.

CV front sheet only (leads and mailshots)

Confidential CS and CV (live jobs)

Full cv/resume (clients with signed terms or an interview confirmation)

Question 8

Cover/Front sheets

Cover front sheet only

Answer 8

Don’t be too specific: Town, previous companies, university degree, etc.

Save in Database – “Ref# + Your Initials + CSO”

Example: “36175RFcso”

Question 9

Cover/Front sheets

confidential cs and cv resume

Answer 9

Edit the Candidate’s CV/Resume with the following changes:
Insert Cover/Front sheet as the 1st Page
Change Candidate Name to Candidate Reference Number
Take Author out – Change to FRG or Your Name Go to: File  Related People  Author Remove Candidate Name

Take out ALL Client / Employer Names
Replace with: Your Product End User, Partner or ISV
If outside Your Product Market – rename as Confidential Company
Can list industry next to end user / project (not too specific)

Take out Education or specific schools

Any other specific / unique details
Speaker at event, books, blog – can describe but not name
For contact: attached TOB (Terms of Business)

Save in Database – “Ref# + Your Initials”

Example: “36175RF”