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A New Approach ... Become a trusted advisor
Common Sense/ Awareness
Trusted Advisor? lien As a trusted advisor, clients WANT to buy from you !
a new approach ... First step - create rapport Rapport is essential
Creating Rapport <ul><li>Matching / Mirroring  </li></ul><ul><ul><ul><ul><ul><li>Words </li></ul></ul></ul></ul></ul><ul><...
Thinking Preferences - “how would you like this information presented to you” Personality styles ‘ people do business with...
a new approach ... Trustworthy Equation Credibility + Reliability + Intimacy __________________________ Self Orientation =...
a new approach ... Credibility Credibility  has to do with the words we speak, our experience, expertise & presentation ab...
Reliability Reliability  has to do with actions.  We might say, “If he says he’ll deliver the CV’s tomorrow, I trust him, ...
a new approach ... Intimacy Intimacy  refers to the safety or security that we feel when entrusting someone with something...
a new approach ... Intimacy  • Discretion  – the wisdom to know what to do with information another shares with us • Empat...
a new approach ... Vulnerability Saying or doing something that may feel risky! <ul><li>“ I don’t feel like I am managing ...
<ul><li>Self-orientation  refers to the person’s focus. In particular, whether the person’s focus is primarily on him or h...
a new approach ... How to become Trusted How to become Trusted Credibility + Reliability + Intimacy ______________________...
Time Trusted Advisor process Connect on an emotional & rational level Trust Add value Job role Recruitment   issues & tren...
Feel relaxed and confident <ul><li>Find out what the client wants / needs </li></ul><ul><ul><ul><li>Values / Priorities / ...
What do clients say they want? What do clients say they want? a new approach ...
What clients say <ul><li>“Takes time to really understand me, my area and the types of people I need”  </li></ul><ul><li>“...
What clients say <ul><li>“ Do what you say you will do, when you say you will do it” </li></ul><ul><li>“ I once became a c...
What clients say <ul><li>“When the consultant understands my world, knows I am busy and gives me information that is relev...
<ul><li>“ They know their market, their candidates, they are abreast of bigger issues than just recruitment and I enjoy sp...
<ul><li>“ They always ask lots of questions, so I feel they are more caring and become more competent as a result.  We sha...
Actions  20% of your clients tend to give you 80% of your business so spend time on the 20%
Actions to take <ul><li>Review clients - rank yourself 1-5 on Trusted Advisor scale.  Focus on the 20% </li></ul><ul><li>F...
Benefits <ul><li>less time is spent business developing </li></ul><ul><li>more profitable business relationships </li></ul...
<ul><li>Thank you for your attendance and participation.  </li></ul><ul><li>June Parker </li></ul><ul><li>Founder, Seven D...
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Become a trusted advisor ppt

Designed for Recruitment Consultants to develop deeper client relationships based on mutual trust and respect.

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Become a trusted advisor ppt

  1. 1. A New Approach ... Become a trusted advisor
  2. 2. Common Sense/ Awareness
  3. 3. Trusted Advisor? lien As a trusted advisor, clients WANT to buy from you !
  4. 4. a new approach ... First step - create rapport Rapport is essential
  5. 5. Creating Rapport <ul><li>Matching / Mirroring </li></ul><ul><ul><ul><ul><ul><li>Words </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Tone </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Body Language </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>You cannot not communicate! </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Listen with your eyes! </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>We think 4x faster than we speak - so we can become distracted </li></ul></ul></ul></ul></ul>
  6. 6. Thinking Preferences - “how would you like this information presented to you” Personality styles ‘ people do business with people they like’ stage one - recognising self Seeing Hearing Feeling Imagine Focus Look at Point out Notice Show you Illustrate Viewpoint Talk through Tune in Listen to Rings a bell Deaf to Sounds like Tell myself Outspoken Hold on Strikes me In touch with Stick with No stomach for Put a finger on Feel like Grasp
  7. 7. a new approach ... Trustworthy Equation Credibility + Reliability + Intimacy __________________________ Self Orientation = TRUSTWORTHINESS The Trusted Advisor - Charles Green
  8. 8. a new approach ... Credibility Credibility has to do with the words we speak, our experience, expertise & presentation abilities. In a sentence we might say, “I can trust what she says about the salary level I need to pay; she’s very credible she knows her stuff.”
  9. 9. Reliability Reliability has to do with actions. We might say, “If he says he’ll deliver the CV’s tomorrow, I trust him, because he’s dependable.” “ If he says this candidate has the expertise I need, I will interview him”
  10. 10. a new approach ... Intimacy Intimacy refers to the safety or security that we feel when entrusting someone with something. We might say, “I can trust her with that information; she’s never violated my confidentiality before, and she would never embarrass me.”
  11. 11. a new approach ... Intimacy • Discretion – the wisdom to know what to do with information another shares with us • Empathy – the ability to see another person’s point of view from the inside out; to identify with another person’s feelings. Understand their world/challenges • Personal relationship – find out about them, discuss mutual interests. The more familiar you are to other people the more likely they are to trust you • Risk-taking – vulnerability. This is about you. eg asking for feedback, revealing something personal, saying the unsaid
  12. 12. a new approach ... Vulnerability Saying or doing something that may feel risky! <ul><li>“ I don’t feel like I am managing this process to your satisfaction, can we talk about it?” </li></ul><ul><li>“ I know you put your neck out to get us on the panel, what can I do to make sure you look good” </li></ul><ul><li>“ I know I can find someone for the role, but I am going to feel nervous presenting the proposal to your boss” </li></ul>
  13. 13. <ul><li>Self-orientation refers to the person’s focus. In particular, whether the person’s focus is primarily on him or herself, or on the other person. </li></ul><ul><li>We might say, “I don’t trust him — I think he’s too concerned about how he’s appearing and, so he’s not really paying attention.” </li></ul><ul><li>“ She is genuinely interested in me and my situation, I feel relaxed with her” </li></ul>a new approach ... Self Orientation
  14. 14. a new approach ... How to become Trusted How to become Trusted Credibility + Reliability + Intimacy _________________________ Self Orientation = TRUSTWORTHINESS
  15. 15. Time Trusted Advisor process Connect on an emotional & rational level Trust Add value Job role Recruitment issues & trends Business Issues Personal Issues Trusted Advisor
  16. 16. Feel relaxed and confident <ul><li>Find out what the client wants / needs </li></ul><ul><ul><ul><li>Values / Priorities / Preferred way of interacting </li></ul></ul></ul><ul><li>Understand their world </li></ul><ul><ul><ul><li>concerns / problems / beliefs </li></ul></ul></ul><ul><li>Ask impact questions </li></ul><ul><li>Relationship first, business second </li></ul>Being a trusted advisor is less to do with expertise and more to do with genuine interest and honest values.
  17. 17. What do clients say they want? What do clients say they want? a new approach ...
  18. 18. What clients say <ul><li>“Takes time to really understand me, my area and the types of people I need” </li></ul><ul><li>“They know me, they are interested and interesting, they are authentic” </li></ul><ul><li>“My time is precious, trusted advisors only send me the types of people I want, they respect this” </li></ul><ul><li>“When they care about my company and make me feel its their most important priority, then I will invest time in them. I don’t want to feel its all about trying to get business” </li></ul>
  19. 19. What clients say <ul><li>“ Do what you say you will do, when you say you will do it” </li></ul><ul><li>“ I once became a candidate, thats when I knew who was worth their salt and who I will now work with in my new job” </li></ul><ul><li>“ The relationship has to be more than just a transaction. I want to be educated, I want to be given advice, even if it means sending me to another recruiter or introducing me to someone else” </li></ul>
  20. 20. What clients say <ul><li>“When the consultant understands my world, knows I am busy and gives me information that is relevant to me, in the way I need it and still delivers candidates, thats a trusted advisor !” </li></ul><ul><li>“ He knows how to communicate with me - because he asked - structured or unstructured, formal, informal, ad hoc calls, 1/4ly meetings etc. He is personable, authentic and trust worthy” </li></ul><ul><li>“ They are across broader HR issues and keep me informed, I get sent info that interests me” </li></ul>
  21. 21. <ul><li>“ They know their market, their candidates, they are abreast of bigger issues than just recruitment and I enjoy spending time with them” </li></ul><ul><li>“ I have developed a strong relationship with my consultant, they know me at work and personally - we have history. I can talk to them about more than just recruitment” </li></ul><ul><li>“ We work together, collaboratively, its in both our interests to make the relationship work” </li></ul>What clients say
  22. 22. <ul><li>“ They always ask lots of questions, so I feel they are more caring and become more competent as a result. We share more information, they ask more, than they tell” </li></ul><ul><li>“ I make assessments of their worth based on how well they treat me and the candidates after the placements are made” </li></ul><ul><li>“ I take their calls & share information” </li></ul>
  23. 23. Actions 20% of your clients tend to give you 80% of your business so spend time on the 20%
  24. 24. Actions to take <ul><li>Review clients - rank yourself 1-5 on Trusted Advisor scale. Focus on the 20% </li></ul><ul><li>Find out your clients perception of your business relationship - ask for feedback </li></ul><ul><li>Map out how to improve your relationship status. - plan for each relationship, including contact plans, thoughtful gestures, educating clients, brainstorm ways to increase the productivity of the relationship </li></ul><ul><li>Understand self - raise self awareness, EQ </li></ul><ul><li>Develop high impact questions as part of your sales process </li></ul><ul><li>Better understand your </li></ul><ul><li>clients preferred style </li></ul>
  25. 25. Benefits <ul><li>less time is spent business developing </li></ul><ul><li>more profitable business relationships </li></ul><ul><li>better client retention </li></ul><ul><li>more opportunities for referrals </li></ul><ul><li>develop better and more meaningful relationships with your clients </li></ul>
  26. 26. <ul><li>Thank you for your attendance and participation. </li></ul><ul><li>June Parker </li></ul><ul><li>Founder, Seven Degrees </li></ul><ul><li>[email_address] </li></ul>

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